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Selling HP Networking Small-to-Medium Business (SMB) Solutions

January 2011Rev. 11.11 1

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Welcome to the Selling HP Networking Small-to-Medium Business (SMB) Solutions training. This d h h k d f d h dpresentation provides insight into the networking needs of your SMB customers, discusses how HP and its

networking solutions address these needs, presents you with selling scenarios to help you pinpoint the right product for particular needs, and offers informed responses to potential customer questions and HP sales tools that will assist you when selling these solutions to your customers.


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Before you can sell a solution, you must understand the customers who can benefit from that solution. The f f h l h h ll h d k l kfirst section of this presentation explains the challenges that drive SMBs to seek out particular networking solutions. By the time you complete this section, you will be able to identify trends and opportunities in the SMB market.


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For the purposes of this training, the SMB customer is defined as follows: Small businesses comprise anywhere from 1 to 99 users, and medium (also known as mid-market) businesses from 100 to 300 users. As you can see in the slide, a medium business can have as many as 999 users, but the products in this course are designed to meet the needs of companies with 1 to 300 users.


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Whatever the number of users, SMBs , just like their large-enterprise counterparts, desire to gain the loyalty of their customers and attract ever more. To accomplish their goals, their employees must be able to quickly and effectively address the needs of these customers. While that is of particular import in this economy, it is always a front-and-center concern.

Networking is key. To maximize productivity employees must be able to share files and printers, exchange ideas and documents over e-mail, access the Internet for quick and easy sales research—and do it all not only from their desks but from any corporate building or conference room.

Not only wired but wireless access as well is becoming an essential component of even the smallest business network. Employees, vendors, and clients can be afforded convenient network access in this fashion. And wireless connectivity enables SMBs to avoid the cost and hassle of running wires throughout their buildings.


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Connectivity—wired and wireless—is the first step. But many small businesses have grown beyond that point. Too big now for a consumer-grade or small-office network, they can’t justify large capital investments for enterprise solutions, and likely have neither the staff nor cash to deal with complexity. What they seek are affordable, simple, and reliable solutions that will scale effortlessly as their business grows for the greatest return on investment. They want the flexibility to deploy devices and applications whenever and wherever necessary, add bandwidth when such becomes necessary, and fortify security to meet their needs today and keep pace with still more business growth growth.


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Perhaps your SMB customer’s staff has grown, causing an abundance of network connections to choke the k b d d h b h l d d l d b dnetwork bandwidth. Or maybe graphical data, video streams, large databases, or data storage is

consuming bandwidth and slowing the network to a glacial pace. Either way, employees frequently find themselves waiting for files to arrive; and worse yet, customers find themselves waiting for service.

To deal with performance issues in a wired network, the latest SMB networks are deploying Gigabit switching, which provides ten times the performance of Fast Ethernet networks.

Performance can also be an issue for an SMB’s wireless network. As next-generation wireless applications emerge impro ed WLAN data thro ghp t capabilities are becoming essential emerge, improved WLAN data throughput capabilities are becoming essential.

Videoconferencing, for example, is an uncertain proposition with older wireless technology standards—for example, with the 802.11g standard ratified in 2003. With the approval of the 802.11n standard, which supports much higher speeds, wireless networks can provide the many advantages cutting-edge SMBs seek. The new standard delivers significantly faster operating speeds than preceding standards, opening the door for the delivery of new applications and processes.

Whether or not the SMB wishes to deploy 802 11n in the near term an architecture that can be quickly Whether or not the SMB wishes to deploy 802.11n in the near term, an architecture that can be quickly adapted to facilitate technological advances is a major consideration when making a WLAN investment decision.


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Voice over IP (VoIP) is a service whose benefits are becoming markedly clear to SMBs. VoIP is the routing of voice conversations over a data network or the Internet, rather than over the traditional Plain Old Telephone Service (POTS) What this means for the SMB is:(POTS). What this means for the SMB is:

• They can unite multiple offices on a single phone system.• No matter how remote the location, long-distance charges between sites are eliminated.• Support and maintenance costs are significantly reduced—Any additions, moves, or changes to IP phones can be

performed quickly and easily, often simply by picking the phone up and plugging it into a new network port. • Remote workers have the ability to travel and yet still maintain a “virtual presence” at their offices—They are

reachable at the same telephone number and can access corporate resources wherever they may bereachable at the same telephone number and can access corporate resources wherever they may be.• Operational flexibility is improved by enhancing communication with smaller branch and satellite offices.

To provide the flexibility to choose the IP telephony solution that best fits their needs, however, SMBs must have a network infrastructure based on industry standards and openness. In addition, many SMBs are discovering that their existing data networks are not ready to support voice services. Many do not support end-to-end traffic prioritization capabilities, for example, and cannot handle the additional network demands of next-generation applications. Because VoIP is real time, delay, jitter, and packet loss will severely affect the quality of transmission. Phone conversations can be distorted garbled or lost because of transmission errors conversations can be distorted, garbled, or lost because of transmission errors. Of course, VoIP is far from the only means of communication in the modern network—and thus another issue is emerging for SMBs. E-mail, fax, instant messaging, voice mail, mobile phones, mobile data, audio conferencing, video conferencing…. Across the business, communication types, technologies, and devices are proliferating—often in isolation from each other and from critical business operations. The all-too-common result is a communications environment that hampers collaboration, slows decision making, diverts valuable IT resources—or brings the business to a grinding halt if there is no IT staff to address the problem—and drives up operations costs.Just like large enterprises SMBs need to tightly integrate diverse data voice and video systems and link them with Just like large enterprises, SMBs need to tightly integrate diverse data, voice, and video systems and link them with key business processes to:

• Bridge the gap between business information and customer communications • Empower work teams to collaborate more effectively • Streamline information flows for improved management and decision making • Simplify administration by cutting infrastructure complexity January 2011Rev. 11.11 8

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Security is another front-and-center concern. Because SMBs are very often less security savvy, small networks are vulnerable networks, and attackers descend upon easy prey. According to Visa, for example, 80 percent of all credit card hacks are attributed to small retailers—companies performing fewer than 20,000 transactions per year. Even more disturbing is the fact that this group of retailers accounts for only about one-third of all Visa transactions per year. While a larger enterprise may offer a larger payday to a hacker, the vulnerability of small businesses is more alluring still.

For SMBs, even one downed computer could mean a downed storefront or complete network outage With a smaller often less skilled IT staff on hand with in some cases no IT staff outage. With a smaller, often less-skilled IT staff on hand—with in some cases no IT staff whatsoever—the SMB is not only that much more at risk, but the extent and duration of the breach and potential damage to the customer, to the SMB’s reputation with its customers, and to its bottom line are magnified as well.

In addition, as they grow and open their networks to the mobile devices of vendors and clients, many SMBs will desire to tailor access security to the individual, providing access to the resources visitors need while still safeguarding areas of the network that are intended exclusively for visitors need while still safeguarding areas of the network that are intended exclusively for employees.


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According to the U.S. Small Business Association, small businesses represent more than 99 percent of all employers. Data from other markets such as Europe is similar. And a great many of these businesses do not have in their employ even one person with the knowledge to effectively troubleshoot network concerns. SMBs must provide mobility, emerging services, and secure access—without creating an administrative burden. They want solutions that are easy to deploy, manage, and maintain.

The total cost of ownership (TCO) must also be a good fit for the SMB. While they are putting h k f kf f b l ll b d h lmoney into the pockets of a workforce of substantial size, small businesses do not have large-

enterprise wallets. They wonder, then, just how much will it cost to fix the solutions they purchase if these should fail?

Hoping to make this question one they never need to answer, SMBs seek to minimize the risk of any IT failures. They therefore require networking solutions that are reliable. And to further ensure a reduced TCO these solutions must be future proof as well.

As the backbone of the business, the network must seamlessly connect employees, vendors, and customers; protect and enable the sharing of company-critical information; increase productivity; position the company for growth; and keep the competition on their toes.

With regard to TCO, green technology for energy efficiency and environmental sustainability has also become an essential element not only of global citizenship but of long-term business success. Rising energy costs, environmental concerns, and government and industry directives have forced green issues and practices to the forefront of business and IT plans. SMBs are now seeking green networking solutions to provide relief for their infrastructure and their IT budget.


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Now that you’re up to speed on the issues with which SMBs are currently faced, we’ll look at the solutions d h k d h l dd ll h k b k d ffHP provides to meet their networking needs while addressing as well the pocket-book and IT staffing

limitations of the small-to-medium business.


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The first slides in this section highlight features of HP SMB networking solutions that make them easy to deploy and manage.


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We’ll begin with the component common to even the smallest network: the switch. HP has a broad portfolio f h h d l f l l k b f llof switches to meet the needs not only of large, complex enterprise networks but of SMB customers as well,

from small offices to growing medium businesses.

When it comes to switch deployment, for example, HP’s least expensive switches are desktop switches that can reside on a desk or in a conference room to provide simple network connections. Many flavors of switches are offered to meet a variety of basic and more advanced deployment needs—from the compact form factors we mentioned that you can set on or attach under an employee’s desk or on a wall, to wiring-closet rack-mounted offerings. As we will discuss later, many of the smaller switches also include a g , yKensington lock slot for physical security. And because the speed of switches is a key buying criteria for SMBs, and Gigabit has become more and more popular in the SMB network over the past two years, HP provides not only Fast Ethernet but Gigabit switches as well with a variety of form-factor options suited to the needs of an SMB office.

HP also has switches for unique deployment scenarios. The HP V1810-8G Switch, for example, is an 802.3af Power over Ethernet (PoE) Powered Device that can obtain power from an upstream PoE switch—making it uniquely suited for mobile deployments where a power outlet is not available and enabling your making it uniquely suited for mobile deployments where a power outlet is not available, and enabling your SMB customers to easily extend their wired network to remote locations such as shipping/receiving areas, warehouse, labs, and classrooms. We will discuss PoE further in a moment.


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HP also offers SMBs a range of quiet switches—both fanless and variable-speed-fan models—that are ideal f ll h b d d ll dfor operating in small, open environments where any noise can be a distraction. (And, as we will discuss later in this training, in addition to providing deployment flexibility, fanless switches and variable-speed fans lower energy costs.)


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To meet the needs of SMBs of all sizes HP offers unmanaged, smart managed, and fully managed hswitches.

Preconfigured for fast, easy installation, our unmanaged switches do not have a management interface. Cost effective, they offer intuitive and simple configuration, and are intended for networks that require basic connectivity and have little or no IT support. Your SMB customer need only connect the switch to other devices and the network is operational. These switches support features to simplify deployment such as auto-negotiated port speed and automatic detection of the Ethernet cable type (MDI/MDIX).


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HP smart managed switches deliver advanced features for environments not requiring centralized administration. If default settings are acceptable, your customers need not configure these switches. They are operational out of the box. But if more control is required, or for network optimization, an intuitive, menu-driven Web-based management interface enables even novice users to quickly and confidently p , , g q y yconfigure these switches.

Among other things, your SMB customers can:

• Segment the network for more flexible and efficient use of bandwidth and better network control

• Logically bond two or more links together to form a higher-bandwidth link

• Honor, and on some switches also set, the priority of important traffic

• Monitor status via the Web interface—Graphical switch and port views provide a clear understanding of switch status and configurationconfiguration.

SMBs that are looking to add more capabilities to an unmanaged network, or to extend an existing network, can benefit from deploying a smart managed switch. Some may also choose to deploy these switches for investment protection, implementing full functionality over time as needs change. Security is maintained by configuring usernames and passwords, and all browser sessions are encrypted.

The HP V1910 Series and HP V1905 Series also support Simple Network Management Protocol (SNMP), enabling management via a variety of third-party network management applications. In addition, they include a basic limited command-line interface (CLI) for initial configuration and IP address assignment.

As you will see in this training, the V1910 Series is composed of advanced smart managed Gigabit switches. In addition to Gigabit connectivity they support the following features:connectivity they support the following features:

• Layer 2 switching with L3 static routing for enhanced performance and flexibility

• Access control lists (ACLs) for better security

• Advanced quality of service (QoS) features, including Layer 4 prioritization, for better performance

• Power over Ethernet (PoE) to provide power to PoE Powered Devices (PDs) like wireless access points and VoIP phones

The V1810 switches are entry-level smart managed Gigabit switches that provide L2 switching but no routing capability, and less in the way of security and performance than the V1910s. These switches also cannot power PoE PDs, though the V1810-8G is a PoE Powered

lfDevices itself.

Finally, the V1905 Series is a mid-range smart managed Fast Ethernet switch series (with one Gigabit switch). Like the V1810s they offer Layer 2 switching but no routing capability, but like the V1910 Series they do support ACLs, advanced QoS features, and PoE.


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HP’s fully managed switches have numerous capabilities allowing for customized, optimized switch settings ll l d d f l l d l h h has well as centralized administration of multiple devices. For example, these switches have a

comprehensive CLI that can be used to make rapid, substantial modifications to switch configuration. They also support Telnet for remote configuration of the switch via its CLI. They support SNMP as well, and have published Management Information Bases (MIBs), enabling remote management from common enterprise SNMP management platforms. And they have a Web browser interface for those preferring a graphical user interface (GUI).

Finally, as you will see later in this section, fully managed switches can also be centrally managed via HP y, y , y g y gPCM, a comprehensive Windows-based tool SMBs can use to manage all compatible products in the wired and wireless HP infrastructure.


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We mentioned PoE when introducing the switches. For SMBs, deployment simplicity is extended via the support provided for PoE. Any IEEE 802.3af-compliant device attached to a port can directly draw power from the PoE switch over the Ethernet cable without requiring its own separate power source—additional power adapters, cords, or AC outlets.

PoE is very commonly deployed in “converged networks“ where data and telephony are mixed. It is used most often to power VoIP phones, wireless access points, and IP video surveillance cameras. PoE makes it easier than ever to use WLANs to extend network connectivity into difficult-to-wire or hard-to-reach locations—one of the primary reasons for installing wireless access in the first place locations one of the primary reasons for installing wireless access in the first place.

We‘ll discuss deployment and management of the wireless component of HP‘s SMB portfolio after a quick review of the switch features we have discussed and a look at which switches offer each capability.


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Please take a moment to review the table of key switch features enabling ease of deployment and use not l f h h h l b l f l donly of the switches themselves but also of wireless devices via PoE.

Note: A green checkmark in a column next to a particular feature does not necessarily mean that all of the switches in that switch series support this feature.


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When it comes to wireless, in small offices a single AP will often provide more than enough capacity. HP’s f ll f d i d d AP b d l d h i f l li i full-featured independent APs can be deployed on their own to enforce company access control policies, securing wireless communications through industry-standard authentication and encryption methods, and applying sophisticated quality of service, or QoS, measures. The intuitive Web browser interface makes management simple.

Your customers might also decide to use an independent AP to provide wireless access in one area of a larger office. For example, they might want to provide wireless access in conference rooms only. Servers and network devices in the existing network already secure and manage wired traffic. Your customer only g y g yneeds to integrate the wireless device with the existing structure and policies.

20 January 2011

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The HP V-M200, one such independent AP in the SMB portfolio, provides one 10/100/1000 Ethernet d i i ll d l d i j i i h Gi bi P E i h h h i b l d i port, and is optimally deployed in conjunction with a Gigabit PoE switch, though it can be plugged into a

10/100 port as well. The HP V-M200 is an 802.11n-compliant AP. As you will see in the next section, 802.11n, the newest wireless standard, provides the highest degree performance. We recommend .11n for new installations. (It is backward compatible with earlier standards.)

The E-MSM410 and E-MSM422 are both 802.11n-compliant APs as well, and also each provide one 10/100/1000 port. In the next section of this course we will discuss the features that differentiate the 802.11n-compliant APs in the SMB portfolio. p p

The 802.11a/b/g E-MSM310 supports two 10/100 ports. Like the V-M200, all three APs can be powered by a PoE switch or PoE power injector, or simply plugged into a wall socket using the included AC power supply.

21 January 2011

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In addition to its support for 802.11n, a compelling reason to buy an HP V-M200 AP is to quickly fi hi h d i l i i O h AP ff ll b i h bili id configure high-speed wireless connectivity. One such AP offers small businesses the ability to provide

802.11n connectivity to up to 64 employee and guest devices without the need to lock them into a physical arrangement. The easy-to-use Web user interface consolidates all key settings on one page, which makes it configurable in just a few clicks.

Broadband-Testing, an independent testing facility and consultancy organization for broadband and network infrastructure products, recently published a test report on the HP V-M200. In it they conclude that their extensive testing proves the V-M200 provides SMBs with enterprise-level features and performance g p p p pwhile remaining remarkably easy to use. (Source: HP V-M200 802.11n Access Point Report, Nov. 2010.) With regard to network management, Broadband-Testing states, “[W]ith just a management GUI (and no command line interface) required to access all features, operating expenses should be low, with no requirement for IT specialists to manage the network. At the same time, the V-M200 provides a huge amount of status information on every aspect of the WLAN and the clients themselves in case you need to access it. This is the kind of feature that separates this level of product from those designed specifically for home or small office use and anyone looking to provide WLAN access in an SMB environment should seriously consider the HP V-M200.”

22 January 2011

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Unlike the HP V-M200, the independent E-MSM310, 410, and 422 APs can be upgraded to controller d d f l d l li b d fi i d i l l h h i i dependent for plug-and-play, policy-based configuration and ongoing central control through integration with the HP E-MSM700 Series controllers, which include the SMB-ready E-MSM710. The E-MSM710 can manage up to 10 such MSM APs.

MultiService Mobility (MSM) controllers reduce both the time involved in and the complexity of managing an evolving wireless network, automating network provisioning and software distribution, eliminating AP-to-AP configuration, and minimizing system errors. And autonomous MSM APs are easily reconfigured to work with the controller. In addition, when used in tandem with the MSM710, HP Guest Management , , gSoftware offers an intuitive user interface for simply and securely creating guest accounts.

Traditionally, the centralized WLAN architecture has limitations, because the controller must process 100 percent of the network traffic. This architecture has been adequate for low-bandwidth, delay-tolerant applications, but cannot be expected to contend with the network speeds and capacity made possible by 802.11n. As we will discuss later in this training, because each AP in HP’s MSM architecture can forward network traffic independently, HP’s “optimized” architecture supports 802.11n speeds, delivering full performance benefits HP leverages the intelligence of MSM APs to give SMBs the ability to easily scale performance benefits. HP leverages the intelligence of MSM APs to give SMBs the ability to easily scale performance.

23 January 2011

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For unified infrastructure management HP PCM is included with all HP devices it can manage at no charge. d f ll b d ll h b l d d h dl h d dDesigned for smaller businesses, it provides all the basic tools needed to handle the supported HP wired

and wireless infrastructure effectively. Customers can monitor basic device health, capture and browse SNMP and syslog events, and map network devices.

A 60-day trial version of HP PCM+ is included with PCM. PCM+ provides security and extensibility for small to large networks with remote sites. Network-wide management control allows users to securely add, customize, and restrict network management access. With remote agent extensibility, the software can manage many remote sites with encrypted communications and firewall traversal.g y yp

Note: While PCM can discover and map HP smart managed switches, and provide centralized access to the Web management interface of these devices, they cannot be integrated into PCM policy solutions.


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PCM+ also provides support for the HP Mobility Manager plug-in. HP Mobility Manager provides a single i t i hi h t l d l it t bl h t d dit HP i l LAN i i point in which to plan, deploy, manage, monitor, troubleshoot, and audit an HP wireless LAN comprising

many of HP’s APs, including the MSM APs in the SMB portfolio.

With HP Mobility Manager plugged in, PCM+ offers a single-pane-of-glass management solution for most of your SMB customer’s HP wired and wireless solutions.

Note: While HP Mobility Manager is not compatible with the HP V-M200 AP, as you have seen this AP is easily managed from its Web browser interface.


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We will conclude this section with a look at the routers in HP’s SMB portfolio.

In an industry where consolidation is increasingly the watchword, routers are designed more and more often as multi-service gateways, providing not only basic routing capacity but also security features, voice services, wireless access, and so on. HP’s A-Series Multi-Service Router 20s (A-MSR20s) deliver integrated, concurrent services—high-performance applications and services; security functionality; WAN, LAN, and voice connectivity; and Wi-Fi and 3G support—on a single, easy-to-manage platform. PCM currently cannot manage the A-MSR20 routers, though support for the complete A-Series is planned. However, these routers can be managed with ease from their intuitive, graphics-based Web browser interface or easy-to-use CLI that can be securely accessed locally or remotely for comprehensive configuration and management. SNMP and TR-069 protocols are also supported for remote management.

Consolidating network devices onto one platform eliminates the complexity of managing, maintaining, and supporting multiple devices, and also helps eliminate security gaps and reduce network outages by streamlining the network.


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Of course, a networking solution is only as easy to manage as it is reliable, so on the next several slides ’ll t k l k t HP li bilit we’ll take a look at HP reliability.


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As you can see in this slide, for most HP SMB networking products, HP’s warranty lasts as long as the customer owns the product. Competitors’ “lifetime” warranties, on the other hand, often end if the product p p pis discontinued from the vendor’s product line. HP carefully selects the highest-quality components, including long-life power supplies, fans, adapters, and connectors—enabling it to offer lifetime warranties even on these components, components for which competitors typically provide only limited warranty coverage.Other benefits included at no additional cost are:

• Advanced replacement with next-business-day delivery (available in most countries)—Competitors often require product return before replacement which means more downtime for the businessoften require product return before replacement, which means more downtime for the business.

• Technical assistance via phone and email during HP business hours—For many of HP’s SMB networking products, HP makes phone and email support available for as long as the customer owns the product. Competitors often limit the duration of free phone and email support.

• Software updates and upgrade releases—Software updates and upgrades extend the value of your customers’ investments, and are provided, when and if available, for either one year or for as long as the customer owns the product. Competitors’ updates often must be purchased through a service contractcontract.

• Software maintenance releases—Software maintenance releases increase the reliability of your customer’s network, and are provided, when and if available, for as long as the customer owns the product. Customers need only register on the My Networking Portal to be notified of new releases.

Finally, 24x7 self-help lets customers access the information they need, when they need it, on the Web, using our knowledge database, latest product manuals, FAQs, white papers, and technical guides.


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HP’s industry-leading warranty is itself founded on an impressive, long-time record of solid reliability. Built to HP’s legendary quality standards, HP networking products are considered among the best engineered in to HP s legendary quality standards, HP networking products are considered among the best engineered in the world.

Reliability is reinforced through simplicity: HP focuses on incorporating into its products exactly what features will meet the needs of its customers—and nothing more. The lack of bells and whistles eliminates potentially costly points of failure.

Backing up its design is HP’s industry-leading interoperability testing for multi-vendor environments. Its standards for environment tests are also higher than the industry’s. HP networking products must withstand g y g pgreater temperature ranges, higher levels of condensation, and rigorous testing for durability.


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So just how reliable are HP networking solutions? To answer that question let’s take a look at one of the most demanding and unusual customer orders in the history of HP networking.most demanding and unusual customer orders in the history of HP networking.

The Columbus research module is designed to enable scientific organizations and businesses to conduct research and experiments—on the International Space Station (ISS). To maximize its research and computing capabilities in a zero-gravity environment, Columbus required the implementation of a high-performance, reliable, and highly resistant managed Ethernet network.

To select just the right solution, switches from various manufacturers, including Avaya, Cisco, Netgear, and D-Link, were exposed to extreme radiation similar to that found in space, and were put through rigorous p p p g gexaminations over a lengthy period of time. When all testing had been completed, HP was the clear winner.

Of the final choice Rolf Schmidhuber, Columbus Data Management System Engineer, said, “To put it simply, [HP] was the only networking vendor whose switches offered us the level of reliability and performance required to handle the intense demands on board Columbus.”


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The HP legacy of reliability is reflected as well in an extensive channel partner network and renowned service and support support. With regard to the latter, HP realizes that even the most comprehensive warranty cannot possibly meet the needs of every customer in every industry. Many customers have advanced support needs. Thus, augmenting HP’s industry-leading warranty are convenient options enabling customers to select the precise level of assistance required. HP Care Pack services are pre-packaged and pre-priced service packages sold at the time HP products are sold. HP has taken all the guesswork out of the equation: the customer chooses the most appropriate HP Care Pack service package with the confidence that HP has predefined the services that are most appropriate for the product being purchased. Care Packs tailored to SMB concerns include the following:Care Packs tailored to SMB concerns include the following:

• The HP Wireless LAN (wLAN) Remote Assessment and Design Service will provide your customers with information on the quantity necessary and placement of 802.11a, g, or n wireless access APs, and also their channel and power settings.

• Available deployment services include Installation as well as Installation and Startup. For either service, in addition to installing the HP networking product or solution, the HP Services delivery specialist will run appropriate tests and diagnostics to ensure that the product has been installed and configured per HP, industry, or your customer’s standards; will provide orientation on the product or technology; and will answer usage and maintenance questions. The Installation and Startup service also includes a custom configuration.

• Hardware Support, Software Support, and Combined Hardware and Software Support is also available, increasing equipment availability and productivity with rapid-response onsite and remote support for your customer’s HP hardware and selected multi-vendor equipment. Your customers have the flexibility to choose between different service-level options featuring different response times and coverage windows, as well as between several coverage periods to address their specific service needs.

Plus, if they need still more options, a flexible service package can be configured with “mix-and-match” options available at the point of purchase. For the most current Care Packs for HP products, please see the Care Pack Selection Guide at htt //h17007 1 h / / / i /i dhttp://h17007.www1.hp.com/us/en/services/index.aspx..


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Network reliability also improves with added bandwidth. Deploying Gigabit switches, for example, can ll d l b l k h k l f b d ll f halleviate congestion and eliminate bottlenecks, so the network simply performs better. And all of the

switches in HP’s SMB portfolio offer Gigabit form factors.

In addition, both the Gigabit and Fast Ethernet switches HP offers come with many built-in performance features. We’ll take a look at HP switching performance in this section.

We’ll also see how HP’s wireless and routing portfolio can meet the needs of SMB customers pushing the limits of their existing network.


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HP’s SMB portfolio combines the affordable high-speed performance of 10/100 switching with the added functionality of Gigabit copper and fiber uplinks Multiple 100 Mbps clients can access the server or backbonefunctionality of Gigabit copper and fiber uplinks. Multiple 100 Mbps clients can access the server or backbone without creating a bottleneck thanks to these uplink ports.

Of course, as their small business grows, your customers will likely begin to run more data-intensive applications on their networks. If the resulting network traffic is always heavy, and employees—and clients—experience increasing delays, it’s time to upgrade to Gigabit. HP’s SMB Gigabit switches will help your customer:

• Leverage 10 times the bandwidth of a traditional 10/100 network—to provide instant access to business assets and resources

• Exchange large files without hesitation—and without a wait on the part of recipients

• Handle bandwidth-hungry applications with ease

• Get the most from any Gigabit-enabled devices on the network

Your SMB customers can affordably deploy new high-performance applications that come to market without sacrificing response time. And auto-negotiation allows both Gigabit devices and any legacy devices to operate seamlessly in the new, faster infrastructure.

Plus, Gigabit Ethernet runs perfectly on most CAT-5 cabling already in place: there is no rewiring expense, so SMBs can focus their time on other concerns—namely, running the business.

Network reliability also improves with Gigabit deployment By alleviating congestion and removing bottlenecks theNetwork reliability also improves with Gigabit deployment. By alleviating congestion and removing bottlenecks, the network simply performs better.

And should your SMB customers choose the HP E4210G series, which offers support for 10-Gigabit speeds, they will not only be able to leverage 10 times the bandwidth capacity of 10/100 switches, but also ten times more bandwidth in the future, as their network expands. The E4210G offers up to four 10-Gigabit ports per switch, using two rear slots and dual-port 10-Gigabit modules, economical CX4 for short-distance stack connections, or XFP or SFP+ for longer 10-Gigabit distances. Though still rare on an SMB network, 10 Gigabit is becoming more popular for switch-to-switch connections and some server connections as well. Even some SMB customers may want to future proof by buying 10G-ready switches.

HP Gigabit network performance is all about greater efficiency, greater productivity, investment protection, and the ability to improve customer service.


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Your SMB customers can also combat performance issues by setting up virtual local area networks (VLANs). h k b b d h d ff k h bVLANs segment the network by grouping users based on their data or traffic requirements, making the best

use of available bandwidth.

• Broadcast and multicast traffic is constrained by VLAN boundaries, improving network performance.

• Performance can also be enhanced by prioritizing VLAN traffic. (We will look more at this feature in the next section of this training.)

Via packet tagging, VLAN association is applied only once: switches all the way to the destination are p gg g pp y yrelieved of the burden of classifying packets. In addition, tag-aware switches can support multiple VLANs per port—one untagged VLAN and multiple tagged VLANs. All of the smart managed and fully managed switches in HP’s SMB portfolio support either 64 or 256 port-based VLANs simultaneously, except for the E4210G, which supports as many as 4,094 simultaneous VLAN IDs.

SMBs concerned about complexity need have no fear: configuring VLANs on an HP networking switch is straightforward. Simply define the VLAN, set its properties, and then set up membership for ports and the VLAN mode they will support And after VLANs have been established moves additions and changes to VLAN mode they will support. And, after VLANs have been established, moves, additions, and changes to the logical topology do not require physical changes to network topology.

As the network grows, a Layer 3 switch could be added to route between VLANs.


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Finally, while HP’s SMB solutions are priced for SMBs, many performance-boosting features are built into h l f h l deven the simplest of these. Features may include:

• Support for Link Aggregation Control Protocol (LACP)—which lets SMBs group ports together to form an ultra-high-bandwidth trunked connection to the network backbone to help prevent traffic bottlenecks.

• Support for jumbo packets—which limits the number of packets the switch must examine, increasing throughput and improving the performance of large data transfers.

• Support for Internet Group Management Protocol (IGMPv3)—which conserves bandwidth by enabling the switch to direct multicast traffic only to the ports where needed.

• Broadcast control—which enables the switch to restrict the broadcast traffic rate to cut down on unwanted broadcast traffic on the network

• Support for Multiple Spanning Tree (MST) protocol—which enables SMBs to capitalize on redundant connections in multiple VLAN environments to provide high link availability. Without

h h h b f d l d b d spanning tree, having more than one active path between a pair of nodes can lead to a broadcast storm that can bring down the network.


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SMB customers seeking new levels of performance for their growing networks might be interested to know h h f h l d d f f h h ldthat HP switches support one of the largest and most-respected centers for scientific research in the world: the European Organization for Nuclear Research, or CERN, in Switzerland. There scientists and researchers operate colossal particle accelerators that provide insight into matter as it was moments after the Big Bang—to help unlock the secrets of the universe.

One of these accelerators, the largest in the world, generates vast quantities of computer data, which CERN then streams to laboratories around the world for distributed processing. The Large Hadron Collider Computing Grid enables scientists to produce, store, and analyze an expected 15 petabytes (or 15 million p g p , , y p p y (gigabytes) of data each year.

What makes this feat possible is a data center comprised of 6,000 PCs—each of which is connected by reliable, high-performance HP switches. CERN has deployed more than 1,000 of these switches to help manage its IT infrastructure.

Says David Foster, Communication Systems Group Leader at CERN, of their search for the right networking vendor, “The decision to buy [HP] was based on the high performance, reliability, and low overall cost of ownership that [HP]’s products would bring to our organization. Ambitious initiatives such as the Large Hadron Computing Grid project demand technical specifications that are ahead of the industry standard—and therefore we like working with vendors such as [HP]…. We also appreciate [HP]’s comprehensive lifetime warranty. We look forward to a continuing and growing relationship with the [HP] team.”


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Please take a moment to review the table of key performance differentiators for the switches in HP’s SMB f lportfolio.


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With regard to wireless performance, the IEEE 802.11n standard was developed to increase network d d l b l ll d h d f l k f lspeed and reliability as well as to extend the operating distance of wireless networks. It specifies nearly

twice the range of 802.11g and a maximum net bit rate of 600 Mbps. With this increased performance, 802.11n extends the reach of wireless networks, delivering applications to end users anywhere, anytime, providing pervasive mobility. 802.11n also operates in either the 2.4 GHz or 5 GHz frequency bands—enabling it to provide backward compatibility for 802.11a/b/g devices.

HP’s 802.11n-compatible V-M200 AP and the HP E-Series single-radio E-MSM410 and dual-radio HP E-MSM422 deliver upon this promise of high performance and low latency.p p g p y


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In addition to supporting 802.11n, the V-M200, E-MSM410, and E-MSM422 are all dual-band APs. h llHere’s why your customers will care:

A great many laptops, smartphones, and other Wi-Fi-enabled devices are equipped with 802.11b/g wireless chipsets that can communicate only in the 2.4 GHz band. Your customer could deploy the low-cost V-M200 to replace a legacy a/b/g access point operating in the 2.4GHz spectrum in order to provide 802.11n connectivity and still support these legacy b/g devices.

However, because it supports most Wi-Fi wireless LANs as well as Bluetooth devices, microwave ovens, and cordless phones the 2 4GH spectr m is crowded Wireless de ices m st talk in between the clear and cordless phones, the 2.4GHz spectrum is crowded. Wireless devices must talk in between the clear times when these devices aren’t communicating. Users can avoid this noisy environment by setting their dual-band V-M200 to the 5GHz frequency supported by the 802.11n standard.

Note: While not 802.11n-compatible, the E-MSM310 AP is dual band. Its single radio can support 802.11b/g wireless devices in the 2.4 GHz band, but it can also be tuned to the much quieter 5 GHz band to support 802.11a wireless devices.


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In addition to the benefits of less crowding, 802.11n APs can use channel bonding in the 5GHz band to f h h h h h h h b d l h l hfurther increase throughput. With this technique, the AP bonds two non-overlapping channels together to form a 40-MHz channel. Customers can then send and receive multiple data streams at the same time.

Because of the small number of non-overlapping channels in the 2.4-GHz band (three at most depending on the country: channels 1, 6, and 11), it is not industry best practice to use 40MHz channels in the 2.4 GHz band. In terms of the V-M200, customers do not have a choice: This AP does not support channel bonding in the 2.4GHz spectrum.

Whether deplo ing the V M200 or the E MSM410 or E MSM422 there are man more non o erlapping Whether deploying the V-M200 or the E-MSM410 or E-MSM422, there are many more non-overlapping channels in the 5GHz band (the actual number depends on the country), providing your customers many opportunities to operate bonded channels and take advantage of the full capabilities of the 802.11n standard to reach max speeds.

Note: Not all countries allow channel bonding.


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Deploying 802.11n can be as simple as adding a V-M200 AP to the network, without any hidden costs or f kl f d l ll l l hforklift upgrades. Deploying two HP V-M200s allows SMBs to support legacy clients in the 2.4 GHz spectrum with one AP while using the second one in the 5 GHz spectrum to guarantee high performance for their 802.11n clients by operating it outside of the noisy 2.4 GHz spectrum and taking advantage of channel bonding. Because each V-M200 is about half the cost of the E-MSM410 and a quarter of the cost of the dual-radio 802.11n E-MSM422, this can be a very viable option for an SMB that does not need the other advantages of the MSM APs (future proofing via the controller, guest management services, and so on).


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Earlier we mentioned the test report recently published by Broadband-Testing. With regard to performance, h f l f d d l b dthe testing facility found, “In pure 802.11n 5GHz mode, it is realistic to connect… at 300 Mbps and see throughput of around 270 Mbps. In mixed environments, supporting legacy 802.11b/g clients at 2.4GHz it is still a realistic expectation to match Fast Ethernet wired speeds when using a .11n client.” (Source: HP V-M200 802.11n Access Point Report, Nov. 2010.)

Broadband-Testing’s results demonstrate that SMBs can find not only ease of use but also high performance in the same, cost-effective product. That said, in larger SMBs where centralized management may be a plus, the HP E-MSM422 not only scales from independent to controller-dependent AP, but also leverages a p , y p p , gdual-radio design to eliminate performance penalties associated with 802.11n backward compatibility.

Let’s take a moment to examine this performance issue. Because a/b/g devices cannot detect the High Throughput (HT) rates that 802.11n uses, they will send packets at the same time as the 802.11n clients, causing collisions. Thus, the 802.11n standard requires 802.11n clients to send a “protection” frame before they transmit data. However, even the most efficient protection mechanism causes a substantial decline in throughput. In fact, performance can decline by as much as 50 percent.

fBecause the E-MSM422 provides dual radios, your customers can deploy this one AP and support full-speed 802.11n on the n radio, protecting investments made in new technology, while on the a/b/g radio continuing to support legacy investments such as a/b/g VoIP devices.

In addition, the E-MSM422’s provides four external antenna connectors for maximum flexibility to help optimize coverage and radio signal predictability. And the E-MSM422 uses only one switch port, which could be of import to a small business with a limited number of ports to go around.


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HP’s mobility solutions meet the needs of one of the world's greatest centers of knowledge, The British b d f h d d h l f h l h l bLibrary in London. As many as four thousand visitors a day peruse the 388 miles of shelves in this library,

the largest modern building in the United Kingdom. And a large majority of these visitors own laptops and wish to use them in the library.

The superior capabilities of HP technology translate into a rich experience for these library users. Also, the exceptional reliability of the products maximizes availability of the service. Head of Estates and Facilities, John de Lucy says of the venture, "A survey of users… showed a high level of satisfaction with the service, which was commended for its ease of use and excellent performance.”p

The HP solution is also exceptionally cost effective. Its PoE capabilities reduce installation costs dramatically because there is no need to install additional power points. And the next-day advance replacement warranty significantly reduces cost of ownership.

If the British Library relies on HP, so can your SMB customers.


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When it comes to routing in an SMB network, HP’s A-MSR20 Series delivers concurrent services up to / dd b h h d b h h ld hT1/E1 rates, in addition to both Fast Ethernet and Gigabit Ethernet LAN connectivity should switching

services be required. As we’ve discussed, high-bandwidth connectivity helps ensure faster and more reliable access to the services, applications, tools, and information that employees need to be successful—and without any WAN upgrades or associated recurring costs. These routers also deliver packet forwarding performance up to 180 kilo packets per second (Kpps)—to meet today's and future bandwidth-intensive application demands—and encryption performance of up to 100 megabits per second (Mbps). An embedded hardware encryption accelerator ensures security without compromising network throughput

f d ias performance needs increase.

In addition, the A-MSR20 routers support Multiple Spanning Tree Protocol (MSTP) and Internet Group Management Protocol (IGMP), which, as we will discuss on an upcoming slide about switch performance, effectively control and manage the flooding of multicast packets in a Layer 2 network. And they also support up to an impressive 4,094 IEEE 802.1Q-based VLANs.


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