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Aerohive

Aerohive. Mike Allers 404.861.7784 mallers@aerohive.com. Mobility Changes Everything. Visionary Network Infrastructure Company. Cloud-enabled, Controller-less Wi-Fi , Routing, VPN, Switching 16,000 Customers (1,600+ in Q2/14) HIVE – Listed NYSE 550+ Employees

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Aerohive

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  1. Aerohive Mike Allers 404.861.7784 mallers@aerohive.com

  2. MobilityChanges Everything

  3. Visionary Network Infrastructure Company • Cloud-enabled, Controller-less Wi-Fi, Routing, VPN, Switching • 16,000 Customers (1,600+ in Q2/14) • HIVE – Listed NYSE • 550+ Employees • Most Visionary Vendor - Gartner MQ Wired & Wireless LAN 2014 • Deloitte - #5 of 500 NAM “Fastest Growing Companies • Apple Partner • iBeacon HiveManager OS “Most Visionary” Apple Partner #5 of 500 “Fastest Growing” Cloud Services Platform Cloud Services Platform Public or On-Prem Public or On-Prem Switches APs & Routers

  4. New AND Existing Customers Driving Rapid Growth Total Customers Year over Year Growth – 1H 2013 11,609 Customers Source: Infonetics, Aerohive

  5. Our Customers 5

  6. Wired and Wireless Infrastructure Magic QuadrantAerohive is a Visionary! A Magic Quadrant Visionary for wired and Wireless Infrastructure We have been made a Visionary in the Wired and Wireless LAN Access Infrastructure for the 3rd year in a row!! • Aerohive Networks • Aerohive continues to grow faster than the overall industry in terms of revenue • Aerohive's key differentiator continues to be its distributed intelligence, controller-less architecture and unified HiveManager network service applications, supporting a cloud- or on-premises-based single control point for onboarding, monitoring, and managing both the WLAN and wired switches as a unified network. • Enterprises should consider Aerohive for all overlay WLAN deployments, especially in the education, retail and healthcare sectors. • Clients report that the context-based visibility, policy enforcement and analytics capabilities have good user interfaces and ease of use. • Aerohive customers gave high marks for its experience, including sales, support and performance of the solution. The vendor's solutions are typically the most cost-effective, based on the bids that Gartner reviews.

  7. Bob Knows Best

  8. Legacy Enterprise Networks • Architected for Basic Connectivity Rigid Centralized Control & Enforcement Employee Guest Employee Employee Employee Guest Employee Employee Guest ENTERPRISE DATA CENTER ENTERPRISE CLIENTS 8

  9. Mobility Revolution • Breaks Legacy Enterprise Networks MORE DEVICES Employee MORE DATA Employee Guest Employee MORE USERS Employee Guest Employee Employee Guest MORE CLOUD SERVICES ENTERPRISE DATA CENTER ENTERPRISE CLIENTS MORE LOCATIONS 9

  10. Distributed (Controller-less) Wi-Fi Architecture Delivering simplicity, reliability and affordability Management Management within the network only Centralized cloud-based or Local management Redundancy No single point of failure Self healing mesh architecture No controller tax Requires multiple controllers Local data forwarding..what do you lose? Scalability and future proofing No feature licensing Start small and grow Distributed intelligence Controller capacity? Feature licenses? • (FW, RADIUS, CWP, BYOD, Bonjour GW) Performance No data bottlenecks Service Level Agreements QoS & Spectrum analysis included Data bottlenecks QoS, Spectrum analysis..$$$ How does it work? Architectural Alternatives Central Vs. Distrib. Control

  11. How does it work? Wireless Network Wired Network Reporting Heat Maps SLA Compliance Policy Configuration HiveManager NMS   

  12. Application Visibility See, Manage How the Network is Really Used

  13. Control at Scale To Make Automated Policy Decisions Processing packets real-time takes POWER You Must Inspect Packets in Real Time Central Controller Architecture Distributed Architecture AVC needed to deliver the security, visibility and enforcement required for mobile-centric networks Processing requirements make a distributed, controller-less architecture disruptive all over again! Application Processors in 500-AP network Inspecting Packets takes PROCESSING!

  14. Disruptive Price Point • Aerohive List Price vs. Cisco List Price Highly Distributed 1,000 Sites, 3,000 APs1 Large # Regional Sites 200 Sites, 12,000 APs2 Centralized Campus 10 Buildings, 5,000 APs3 26 % less 58 % less 60 % less * Typical Cisco enterprise deployments require redundant controllers for high availability. Company estimates based on Cisco list pricing from www.cisco.com and Aerohive list pricing as of Jan 2014. For illustrative purposes only. Note: Comparisons do not reflect discounts to list prices which may be typically offered in a commercial transaction. 1. Aerohive list price 3,000 x 121 APs, HiveManager Online Mgmt. & 5 yrs. Support (5x1y) vs. Cisco list price1,000 x 2504-5 Controllers, 3,000 x Aironet-1600 APs, Prime Mgmt. & 5 yrs. support(5x1y) 2. Aerohive list price 12,000 x 121 APs & HiveManager Online Mgmt. & 5 yrs. Support (5x1y) vs. Cisco list price 200 x 5508-100 Controllers, 12,000 x Aironet-1600 APs, Prime Mgmt.& 5 yrs. Support (5x1y) 3. Aerohive list price 5,000 x 121 APs, HiveManager Online Mgmt. & 5 yrs. support (5x1y) vs. Cisco list price 10 x 5508-500 Controllers, 5,000 x Aironet-1600, APs, Prime Mgmt. & 5 yrs. support. (5x1y) APs Management Controllers Redundant Controllers* 14

  15. Proven Customer Success 1,700+ restaurants Simple and scalable management Why Aerohive? Simplicity 200+ schools and administrative buildings Wireless access for 176,000 students, 20,000 staff and teachers Why Aerohive? Scalability 12 hospitals, 200+ clinics Visibility and control of medical applications Why Aerohive? Security

  16. Deploying for Density, Performance & AVC$100,000 802.11ac Deployment Comparison Density, Performance, Application Visibility and Control More Clients More Throughput More Processing Based on list pricing for Cisco AP2700 and Cisco 5508-50 WLAN Controller & Prime cisco.com - Jan 2014 price list Based on list pricing for Aruba 224s and Aruba 7200 WLAN Controller, RF Protect, PEFNG, & Airwave SecureWireless.com – March 2014 price list Based on list pricing for Aerohive March 2014. price list Aerohive list pricing includes 7/24 support

  17. BREAKING NEWS – Aerohive Voted Best Value in Wired/Wireless LAN Winner of the Trend Setter Award

  18. Start Small And Grow • Disruptive Go-to-Market Model • Easy to Get Started • Easy evaluation • Easy installation • Effective for large and small customers • Easy to Expand • Additional locations • Additional infrastructure • Additional applications 56%of business from repeat customers 1 • Based on Company prepared analysis of bookings from Q1 2013 – Q4 2013.

  19. Target Customer: Significant Market Opportunity and Competitive Advantage Seek executive exception Fortune-like Sell to this broader audience who will use our solution “as is” Commercial Primary sales focus & marketing message Retail Healthcare D. Enterprise Education • Focused product development • Focused marketing content & demand gen • Channel can be made more self-sufficient Upper Midmarket Sell to audience who need & value our enterprise features Lower Midmarket Not a focus (avoid) SMB 19

  20. The Midmarket Opportunity NATIONAL CENTER MIDDLE MARKET FOR THE MIDDLE MARKET BIG BUSINESS SMALL BUSINESS <$10M - <$1B ANNUAL REVENUE <$1B ANNUAL REVENUE <$10M ANNUAL REVENUE 195,000 BUSINESSES ~2,000 BUSINESSES ~6M BUSINESSES 4 th the US Midmarket is the largest global economy

  21. Competitive Opportunity in Midmarket / Commercial Large Enterprise Midmarket Small Business Aerohive Single unified architecture Aruba Legacy Aruba Instant Cisco Airspace Cisco Meraki Cisco Unified Access

  22. Thank you!

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