1. Aruba Meridian Services
Aruba Meridian Services—An Overview
June 2016
Aruba Meridian Services
An Overview
Hello,
I’m Ed Fleming, the WW Portfolio Manager for Aruba Mobile First Services aligned to our Technology Services Network and Mobility Consulting Practice.
Ed Fleming WW Portfolio Manager, Aruba Mobile First Services
June 2016
Confidential – For Training Purposes Only

2. Aruba Meridian Services
Aruba Meridian Services—An Overview
June 2016
Aruba Meridian Services
Part of our integrated family of Aruba Mobile First Services
This course introduces our Aruba Meridian Services, part of our integrated family of Aruba Mobile First Services that includes a number of lifecycle services focused on Aruba Meridian mobile engagement.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

3. Aruba Meridian Services—An Overview
June 2016
Learning objectives
After completing this course, you should be able to:
Identify the challenges our customers face in deriving business value from their networks
Explain to customers how the Aruba Meridian Services can help meet those challenges
Explain the Aruba Meridian Services options available to customers
Identify the pragmatic steps that customers can take by partnering with HPE
Explain the purpose, activities, and deliverables of each service work package
After completing this course, you should be able to:
Identify the challenges our customers face with how to derive business value from their network
Explain to customers how the Aruba Meridian Services can help meet those challenges
Explain the Aruba Meridian Services options available to customers
Identify the pragmatic steps that customers can take by partnering with HPE
Explain the purpose, activities, and deliverables of each service work package
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

4. Mobile engagement trends
Aruba Meridian Services—An Overview
June 2016
Mobile engagement trends
85% of consumers view mobile devices as a central part of everyday life
60% of users have downloaded a business-specific app to access information more easily
76% of users agree that location sharing provides more meaningful content
Recent research has revealed a number of important trends on how consumers use their mobile devices. For example:
85% of consumers view mobile devices as a central part of everyday life1
60% of users have downloaded a business-specific app, and of those who have, 65% say it’s a more convenient way to access information1
76% of users agree that location sharing provides more meaningful content2
These insights are inspiring business owners to invest in mobile engagement solutions that can enable them to derive business value from their network and its users.
Google Think Insights: Mobile In-store Research studies/mobile-in-store.html
ExactTarget 2014 Mobile Behavior report mobilebehaviorreport.pdf
Inspire business owners to invest in mobile engagement solutions as a way to derive business value from their network and its users
Sources:
Google Think Insights: Mobile In-store Research
ExactTarget 2014 Mobile Behavior report
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

5. Mobile engagement challenges
Aruba Meridian Services—An Overview
June 2016
Mobile engagement challenges
Customers are asking:
How can I develop and execute a strategy that will actually benefit my business and mobile users?
Where can I find the expertise I need to develop, integrate, and manage a secure mobile engagement environment?
Are there turnkey infrastructure and applications service solutions that I can trust?
Navigation Venue maps and turn-by- turn directions
BluDot Wayfinding
Campaigns Promotions and push notifications
The answers can be provided by partnering with HPE to deliver Aruba Mobile First infrastructure and applications solutions with Aruba Meridian
Start Here
Customers are asking :
How can I develop and execute a strategy that will actually benefit my business and mobile users?
Where can I find the expertise I need to develop, integrate, and manage a secure mobile engagement environment?
Are there turnkey mobile engagement applications and infrastructure solutions that I can trust?
The answers can be provided by partnering with HPE to deliver Aruba Mobile First infrastructure and applications solutions with Aruba Meridian. The path forward can help ready your mobile engagement environment for Meridian-enabled applications that provide:
Navigation capability with your venue-specific maps that include turn-by-turn directions
Easy-to-use BluDot Wayfinding functionality
And enable your business and marketing team to provide time- and location-relevant campaign promotions and push notifications to mobile users
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

6. Aruba Meridian mobile engagement opportunities
Aruba Meridian Services—An Overview
June 2016
Aruba Meridian mobile engagement opportunities
Aruba “mobile engagement” is a hot topic for private and public-facing enterprises
Using Aruba location technologies in conjunction with the Meridian mobile app platform, mobile engagement can be extended within the venue where business interaction and customer transactions are happening
Information or marketing content can become location- relevant and controlled by the venue's owner or operator
Enterprise mobility solutions have been created and tailored for a variety of industries that depend on Aruba’s Meridian mobile app platform and associated Aruba Beacons product line
"Mobile Engagement" is one of the hottest topics for private and public-facing enterprises such as retailers, hospitals, hotels, airports, museums, education, corporate offices, and large public venues (LPVs) such as sports arenas or stadiums
Using Aruba location technologies in conjunction with the Meridian mobile app platform, mobile engagement can be extended within the venue where business interaction and customer transactions are happening; information or marketing content can become location-relevant and controlled by the venue's owner/operator
Enterprise mobility solutions have been created and tailored for a variety of industries that depend on Aruba’s Meridian mobile app platform and associated Aruba Beacons product line
Customers also have the opportunity to partner with HPE to take advantage of our globally-capable bench of resources and lifecycle of services that can help bring meaningful, business-enabling mobile engagement solutions to life
So let’s learn more about Aruba Meridian Services.
Customers also have the opportunity to partner with HPE to take advantage of our lifecycle of services and bench of globally-capable resources to bring meaningful, business-enabling, mobile engagement solutions to life
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

7. What are Aruba Meridian services?
Aruba Meridian Services—An Overview
June 2016
What are Aruba Meridian services?
Mobile engagement applications
Aruba wired and wireless network infrastructure
Integrate
Assess
Design
Deploy
Mobile engagement
solution
Optimize
Survey
Meridian AppMaker consulting services
Access HPE mobile engagement expertise to take advantage of Aruba Meridian features
Engage mobile users in any private enterprise or public- facing context
Pragmatically plan for and deploy uniquely-designed Aruba Meridian mobile engagement solutions
Mobile engagement infrastructure
Aruba Meridian deployment engineering
Native iOS and Android mobile application customization services
Aruba Beacon and Beacon Management Services
Aruba Meridian Services provide customers with access to HPE mobile engagement expertise to help them take advantage of Aruba Meridian and the opportunity for engaging with mobile users in any private enterprise or public- facing context.
HPE helps customers pragmatically plan for and deploy uniquely-designed Aruba Meridian mobile engagement solutions.
These services feature a lifecycle of services that may be needed to help you deliver a uniquely-tailored mobile engagement solution.
HPE provides strategy, assessment, analysis, design, deployment, integration, and optimization of the Aruba products that will comprise the customer’s mobile engagement environment.
HPE can help:
Survey, assess, design, deploy, integrate, and optimize a secured wired and wireless infrastructure that is designed to deliver the QoE you expect for your mobile users and their applications
Work with you to survey your environment and assess your network and mobility requirements, define objectives, and advise on best practice approaches
Work with you to develop and deploy Aruba Meridian applications, beacons, and beacon management designs that are optimized and validated for your specific mobile engagement requirements
Help you to integrate and/or build location-aware mobile applications for your enterprise/venue
Help you to implement and use analytics to collect mobile user presence data that can translate it into actionable business intelligence
Provide the consulting you need to help enable you to create your own white-label mobile applications using the Meridian AppMaker tool, or
Develop native iOS and Android mobile applications for you that are designed and customized to your specifications
Spend quality time with your IT team to provide knowledge transfer all along the way to your final end-state mobile engagement solution so that they can easily take ownership of their mobile engagement implementation
Offer end-to-end program management that leverages HPE’s Trusted Network Transformation approach and methodology
Our HPE technology consultants work closely with customers to pragmatically plan for and deploy Meridian solutions that are uniquely designed for their business, including the customization of native mobile applications for iOS and Android. In addition, HPE enables IT teams to easily deploy and manage any number of Aruba beacons across their enterprise.
The net result is a trusted Aruba Meridian mobile engagement deployment experience with a focus on rapid return on investment (ROI) on Aruba Networking product purchases.
Apple App Store and Google Play Store app publication
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

8. Aruba Meridian Services benefits
Aruba Meridian Services—An Overview
June 2016
Aruba Meridian Services benefits
HPE’s consulting and professional services are designed to help our customers take full advantage of Aruba Meridian product features. For example, our services are designed to:
Help customers enable venue and applications with indoor mapping, turn-by-turn directions, venue-specific content, and proximity-based notifications to mobile app users during their visits
Provide expertise to fully leverage Aruba Meridian features, such as infusing mobile apps with location-based features that can vastly improve visitor engagement
Deliver best practice consulting and guidance to help manage mobile app content and make apps location-aware; this solution integrates with Meridian-powered apps to provide blue-dot directions or send push-notifications based on a visitor’s real-time location
Helps customers enable venue and applications with indoor mapping, turn-by-turn directions, venue- specific content, and proximity- based notifications to mobile app users during their visits
Provides expertise to fully leverage Aruba Meridian features, such as infusing mobile apps with location- based features that can vastly improve visitor engagement
Best practice consulting helps manage mobile app content, make apps location-aware; Integrates with Meridian-powered apps to provide blue-dot directions or send push-notifications based on a visitor’s real-time location
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

9. Aruba Meridian Services enabling mobile engagement
Aruba Meridian Services—An Overview
June 2016
Aruba Meridian Services enabling mobile engagement
Push notifications
Time-relevant and location-relevant messaging
Navigation
Way-finding
Indoor turn-by-turn directions
Guest Wi-Fi
Secure and customized network access portal
In addition to Aruba Meridian Services enabling mobile engagement navigation, BluDot way-finding and push notifications, we also can enable customized, secure guest access to your network. Here is an example of the end-user experience which HPE can help bring to life in any private enterprise or public facing context.
There are many examples of how these features can be applied.
For example: (next slide)
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

10. Challenges and opportunities across verticals
Aruba Meridian Services—An Overview
June 2016
Challenges and opportunities across verticals
Avoid shopper abandonment and increase sales per visit
Retail
Increase revenue from concession stands and improve fan experience
Stadium / Arena
Prevent poor online reviews and improve loyal customer satisfaction
Hospitality
Improve patient satisfaction and free up staff for critical needs
Healthcare
Consider vertically-focused opportunities and challenges such as the retail space where business owners work to avoid shopper abandonment and increase sales per visit.
Or consider the hospitality industry where business owners work to prevent poor online reviews and improve loyal customer satisfaction.
And in airports and malls, business owners want their mobile users to avoid way-finding frustration and increase tenant advertising revenue.
In stadiums and arenas there’s a growing need to increase revenue from concession stands and improve fan experience.
In hospitals, healthcare providers strive to improve patient satisfaction and free up staff for critical needs.
And convention center business owners need to find ways to differentiate against other venues and offer value added services.
With these scenarios in mind, HPE can help the customer to focus on their unique mobile requirements and help them assess, design, integrate, and optimize an Aruba Meridian solution that addresses challenges and brings them more opportunity to derive business value from their technology and services investments.
Avoid wayfinding frustration and increase tenant advertising revenue
Airports / Malls
Differentiate against other venues and offer value-added services
Convention Centers
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

11. HPE Services can enable Aruba Mobile Engagement
Aruba Meridian Services—An Overview
June 2016
HPE Services can enable Aruba Mobile Engagement
Increase retail sales
Enable shoppers to locate individual products in-store
Improve fan engagement
Bring indoor venue services to where the fans are
Some of the most common use cases for mobile engagement are driven by compelling business needs.
Here are just a few use cases where HPE has helped customers to deploy an Aruba Meridian solution:
The American Museum of Natural History required personal tour guidance to help increase visitor satisfaction. They leveraged Meridian technology to provide navigation and easy-to-manage content on a digital map.
Nebraska Furniture Mart needed to reduce the amount of time it takes to find and buy a product. They leveraged Meridian technology to interact with RFID tags, and use Meridian maps with specific product information.
Levi’s Stadium needed to improve ROI with increased fan engagement and marketing. They leveraged Meridian technology to enable parking navigation, automate ticketing systems, deliver video replays during events, deliver way-finding to seats, and enable express pick-up and in-seat delivery of food and beverages.
Aruba Meridian services can provide customers with access to HPE mobile engagement expertise to help them take advantage of Aruba Meridian features and the opportunity for engaging with mobile users in any private enterprise and/or public-facing context. HPE can help customers pragmatically plan for and deploy uniquely-designed Aruba Meridian mobile engagement solutions such as these.
Increase visitor satisfaction
Personal tour guides with turn-by-turn directions
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

12. Aruba Meridian Services—An Overview
June 2016
Additional services
Now that I’ve hopefully provided some compelling reasons for customers to adopt Aruba Meridian and leverage HPE expertise, let’s dive a little deeper into the Aruba Meridian Services details.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

13. Aruba Meridian Services enabling mobile engagement solutions
Aruba Meridian Services—An Overview
June 2016
Aruba Meridian Services enabling mobile engagement solutions
Self-registration, app delivery, personalized advertising in the browser
Aruba Wired and Wireless Network Infrastructure
Integrate
Assess
Design
Deploy
Mobile Engagement
Solution
Optimize
Survey
ClearPass Guest
Aruba Wi-Fi
Blue dot directions and notifications based on real-time position
Aruba Beacons
As mentioned previously, Aruba Meridian Services focus on the lifecycle of consulting and professional services needed for the customer’s private and/or public-facing enterprise mobile engagement solution.
Depending on the customer’s specific service requirements, services can include:
Assessment, design, integration, and deployment of Aruba Meridian mobile engagement infrastructure, including Aruba beacons, Aruba wireless local area networks (WLAN), and Aruba Meridian-based iOS and Android client applications.
Assessment, design, integration, and deployment of Aruba ClearPass aimed at providing network Access Security and Guest Access Services
Aruba Meridian AppMaker consulting or full mobile engagement development of Meridian- Powered Mobile Apps
Connectivity to the Aruba Meridian platform and publication of your Meridian application to Apple App and Google Play stores
These services are designed to help customers deploy Meridian while mitigating costly deployment, installation, and configuration errors that may be caused by a lack of Aruba product and mobile engagement experience.
- White-label or custom
- Active Wi-Fi connection not needed
Meridian-Powered
Mobile App
Meridian App Platform
Location-based and personalized content for apps
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

14. HPE services for Aruba Mobile First
Aruba Meridian Services—An Overview
June 2016
HPE services for Aruba Mobile First
Network and mobility expertise our customers can rely on
Advise
Transform
Integrate
Optimize
Design and Validate for secure, business-aligned connectivity that is optimized for your application purpose (Meridian mobile engagement, Skype for Business, Office 365, and so forth).
Deploy and Integrate Aruba Mobile First technologies based on optimized designs, proven best practices, and deployment techniques for private enterprise and public venues.
Assess and Advise on opportunities and strategies to align the business with wired and wireless connectivity and mobility requirements.
Optimize performance and business results using post-deployment verification and analytics to create actionable business intelligence.
So how do we go about bringing to life mobile engagement solutions like the ones you have just seen in the previous slides?
We essentially create partnership with our customers and together agree to a pragmatic approach to deploying the right Aruba and HPE Technology to meet their requirements. We bring customers HPE and Aruba network expertise that they can rely on to help manage deployment risk using HPE’s proven Trusted Network Transformation approach.
When customers partner with our consulting and professional services team members, we can help them bring the concept of an all-wireless workplace and/or mobile engagement solutions to life in their private enterprise or public venue.
When a customer partners with HPE, we can:
Provide them with a comprehensive portfolio of Aruba Mobile First Services to assist with their Aruba product investments with an end-to-end lifecycle approach, addressing their needs in the areas of strategy, assessment, design, deployment, integration, optimization, and a seamless hand-off to TS support
Help assess and will advise on opportunities and strategies to align the business with wireless connectivity and mobility requirements
Help design for secure, business-aligned wireless connectivity that is optimized for your application purpose
Help deploy and integrate Aruba Campus Mobility technology based on optimized designs, proven best practice, and deployment technique for private enterprise and Large Public Venues
Help optimize performance and business results using post-deployment verification and Aruba ALE analytics to create actionable business intelligence
Enable secure network access and policy management with Aruba ClearPass
Manage the deployment risk with the HPE Trusted Network Transformation Approach
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

15. HPE Trusted Network Transformation for Aruba Mobile First
Aruba Meridian Services—An Overview
June 2016
HPE Trusted Network Transformation for Aruba Mobile First
HPE Trusted Network Transformation—An end-to-end approach to manage the risk of the journey
Validated integration and implementation
Program management and sponsorship
Financial options
Management of change
Aligning people, process, and technology change to enable businesses
Assessment and
analysis
Strategy and architecture
Validated
design
Support and evolution
Transformation workshop
Business Alignment | Investment Strategy | Training and certification
Validating technology and operations | Deployment experience | Decades of multi-vendor expertise
I’ll try to explain the Trusted Network Transformation Approach in the context of how it would be used to support our new Aruba Meridian Services.
To get started on network transformation or in this case a Meridian mobile engagement readiness journey, HPE’s services arm delivers what we refer to as a Trusted Network Transformation. It’s an end-to-end approach that has been built based on our own network transformation and learnings with global customers in many industries across many IT environments
The first step is the transformation workshop where we help customers to create an aligned current state, future vision, and an actionable initiative roadmap across business; this is achieved in one day of facilitated, immersive and interactive discussions; this would be very beneficial to customers considering a new or refreshed network that would support a business vision that includes interactive engagement of Mobile users
The next step is to start exploring technology options from this lens of alignment to the business and develop the detailed plans that take our customers from current state to future state; in this case Aruba Mobile First Products, including Meridian and Meridian Partners products might be explored
What’s unique is that the traditional steps of assess, architect, design, and integration are constantly validated against our customers’ business objectives and operational realities; providing real time “what if” scenarios to enable our customers to select the best approach for their unique needs; for example—what if we could help the customer to re-create the Levis Stadium mobile engagement solution
You also need to manage change of your IT initiatives—processes, skills, and job functions. From our experience, management of change is crucial to the success of the adoption and successful use of a new technology product deployment
We also factor in financial options to ensure that an appropriate investment strategy aligned to the transformation is in place and makes sense for the business. Here we can offer a customer the financial options that they might need to transact large, complex Aruba Mobile First services that might include a new Aruba Wired and Wireless edge infrastructure, ClearPass, AirWave, and Meridian services
The HPE team that starts with our customers on this network transformation journey is the one that stays with them through to a steady state network that delivers on the dynamic service enablement that often eludes our customers today; this can include everything from executive sponsorship end-to-end program management and every program support function in between
So How do we know the HPE Trusted Network Transformation approach works?
When HPE’s own IT organization was undertaking a complete data center network overhaul, they had a very narrow window to complete the network transformation of six mission-critical data centers
The HPE team completed the cutover in less than 48 hours for each data center and transitioned more than live servers without impacting business operations
While this HPE use-case is clearly a data center use case, the trusted transformation methodology, approach, and services have since been successfully applied to everything we do in our Network and Mobility Consulting practice. It’s a clear differentiator for HPE that you should all be very proud of.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

16. HPE Services for Aruba Mobile First
Aruba Meridian Services—An Overview
June 2016
HPE Services for Aruba Mobile First
Consulting and professional services
Overview
Provides the lifecycle of services needed to deploy Aruba Mobile First networking technology for your enterprise or large public venue network
Services
Aruba Wireless Infrastructure Services
Aruba ClearPass Services
Aruba Airwave Services
Aruba Meridian Services
Aruba Analytics Services
Aruba Large Public Venue Services
As I mentioned, on a few occasions our value proposition to customers also includes offering a full suite of lifecycle services for the Aruba Mobile First product. Here you can see where and how Aruba Meridian services are aligned to the Aruba Mobile First Service family.
HPE Mobile First Services provides the lifecycle of services needed to deploy Aruba technology for the customer’s mobile first enterprise or large public venue network. With each of these services, HPE provides assessment, analysis, design, deployment, integration and optimization of Aruba products.
These services are designed to help the customer:
Deploy a wireless infrastructure to support Meridian and other mobile business applications such as Office365 and Skype for Business
Survey and assess their network and mobility requirements, define objectives and advise on best practice approaches
Develop unique designs that are optimized and validated for mobile application requirements
Secure network access and help manage policy enforcement using our Aruba ClearPass Services
Integrate and/or build location-aware mobile applications for enterprise venues with our Aruba Meridian Services
Implement and leverage Aruba AirWave tools to help them manage their network by using our Aruba AirWave Services
Deploy use analytics to collect presence data that can translate it into actionable business intelligence using our Aruba Analytic Services
Provide pre- and post-deployment optimization and verification
Provide targeted onsite enterprise and/or event management, that is, game day services
Provide knowledge transfer and support for your IT team to help them take ownership of their Aruba Network
Provide end-to-end program management with HPE’s Trusted Network Transformation approach and methodology
And lastly, provide seamless hand-off to HPE Technology Services Support team
It’s important to note that all of these services are modular and can be picked up at any stage depending on where the customer is in the lifecycle their network project.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

17. Aruba Meridian Services—An Overview
June 2016
Why HPE?
Competitive differentiation HPE can provide the end-to-end elements of a mobile engagement solution. Other OEM competitors and SIs fall short.
Complete HPE solution Mobile app software development, content management system, and beacon hardware are built and deployed in-house by HPE.
Assistance with multiple-management touch points and deployment options Services can incorporate mobile apps and guest Wi-Fi portal engagement with Meridian AppMaker and SDK options.
Assistance with enterprise-grade solution management tools Services can include the deployment of multi-vendor, enterprise-grade, back-end management tools for mobile apps and beacon hardware that are fully scalable.
As I mentioned in the Trusted Transformation approach, HPE can provide the end-to-end elements of a mobile engagement solution. While other OEM competitors such as Cisco, Juniper, Avaya, and Alcatel Lucent will bring their specific and sometimes singular elements of a technology platform, they do not have a trusted prescriptive path to de-risk the mobile engagement readiness journey, and they do not have business alignment services such as the strategy workshops. And when considering traditional SIs such as Deloitte, who can bring customers the business alignment, transformational journey, and Management of Change methodology to the table, they lack the actual deployment experience necessary to bring the right experience to the design, deploy, and support phases.
HPE stands alone in bringing all the elements together to truly de-risk the enterprise mobile engagement technology deployments.
Here are just a few of HPE’s Aruba Meridian Services differentiators.
HPE provides:
A Complete HPE Solution—both mobile app software development, content management system, and beacon hardware are built and can be deployed in-house by HPE
Assistance with Multiple Mobile Engagement Touch Points and Deployment Options; services can incorporate mobile apps and guest Wi-Fi portal engagement, with Meridian AppMaker, and SDK options
Assistance with Enterprise-Grade Solution Management Tools; services can include the deployment of multivendor-capable, enterprise-grade, backend management tools for mobile apps and beacon hardware that scale
Integration with dynamic partner programs for specific industry needs and IoT strategies, mobile app development agencies, independent software vendors that deliver custom beacon-based apps and products
We have global capability and scalability, with both on-site and remotely-delivered services
Dynamic partner programs for specific industry needs and IoT strategies Included are mobile app development agencies and independent software vendors that deliver custom beacon-based apps and products.
Global capability and scalability Includes both on-site and remotely-delivered services.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

18. Lifecycle of Aruba Meridian Services
Aruba Meridian Services—An Overview
June 2016
Lifecycle of Aruba Meridian Services
Perform periodic health checks to optimize mobile engagement experience
Evaluate existing and
desired state;
assess access requirements
Consult with and/or develop mobile engagement app solutions
Initial Meridian requirements scope
Any scale
Strategy consulting,
product and service planning
Aruba Beacon, beacon management, WLAN, systems integration and facilities map assessment
Aruba Meridian design recommendations
Aruba Meridian pre-deployment app testing and integration verification
Enterprise site and/or event management
Aruba Meridian deployment and integration or deployment engineering
Here is another view of how our lifecycle of services can be applied to a customers Aruba Meridian based mobile engagement solution.
We are standing by to partner with our customers and provide access to Aruba Meridian expertise to help them create mobile engagement experiences with meridian applications and secure, pervasive, wireless, mobile engagement-ready infrastructures.
We can help our customers with service features, such as:
Providing an Initial Meridian requirements scope
Performing pre-deployment security strategy, product, and service planning, and help to further assess mobile engagement deployment goals
Providing an Aruba Beacon, Beacon Management, WLAN, Systems Integration and Facilities Map Assessment
Creating an Aruba Meridian design focused on Mobile Engagement QoE and best practices
Consulting with and/or develop mobile engagement app solutions and help to execute pre- deployment app testing and integration verification
Providing pragmatic deployment of Aruba Meridian Infrastructure and Apps
Performing periodic health checks to optimize mobile engagement experience
Consulting availability for enterprise site and event management
Further assess your mobile engagement deployment goals
Create design with Mobile Engagement QoE and best practices
Pragmatically
deploy Aruba Meridian infrastructure and apps
Any scope
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

19. Aruba Meridian Services—An Overview
June 2016
Aruba work packages
Ok, so now let’s switch gears a bit and dive a bit deeper into the service descriptions and their purpose, activities, and deliverables.
On the following slides, we will cover the 8 work packages that comprise the Aruba Meridian Services and that will also appear in the Aruba Meridian Statement of work and Data Sheet documents.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

20. WP 1—Aruba Meridian Service Planning
Aruba Meridian Services—An Overview
June 2016
WP 1—Aruba Meridian Service Planning
Purpose Provides the customer with a detailed and actionable plan for Aruba Meridian integration—including deployment schedules and scope
Activities Includes conducting service planning meetings with the customer and proposing a general outline of the typical Meridian project flow and work that tailors a project plan to the customer’s schedule and technical requirements. During these service planning meetings, HPE will work with the customer to:
Help verify mobile engagement strategies and desired outcomes
Collect relevant information and business operation documentation that includes (but is not limited to): building or venue floor plans, architectural drawings, current network architecture, principles, security policies, and business objectives
Discuss and facilitate Meridian application use case planning and Meridian customization planning
Identify HPE and customer resources and any additional points of contact
Document the initial consensus and create documented Meridian service project plans and timelines—including target dates for Meridian assessment, design and deployment, and integration completion
Deliverables Include Meridian Services project plan—including points of contact, work breakdown structure, and project schedules
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

21. WP 2—Aruba Meridian Assessment and Design
Aruba Meridian Services—An Overview
June 2016
WP 2—Aruba Meridian Assessment and Design
Purpose Provides the customer with HPE’s review and evaluation of finalized Meridian use cases, requirements for facilities infrastructure maps, beacons and beacon management recommendations, WLAN environment recommendations, and HPE best practice design recommendations
Activities Includes the following assessments:
Use Case Assessment
Facilities Map Assessment
WLAN Requirements Assessment
Beacon Management Assessment
Meridian Beacon Infrastructure Assessment
Meridian Mobile Engagement Integration Specifications Assessment
Deliverables Include an Aruba Meridian Assessment and Design Report containing:
Documented list of Meridian use cases, app user interface flow chart and wire-frame design, and completed app content checklist
Tailored facilities map recommendations
WLAN recommendations and beacon management recommendations
Meridian beacon placement map design and beacon mounting recommendations, and an Aruba Meridian product bill of materials
Aruba Meridian mobile engagement design integration specifications
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

22. WP 3—Aruba Meridian AppMaker Consulting
Aruba Meridian Services—An Overview
June 2016
WP 3—Aruba Meridian AppMaker Consulting
Purpose
The consultant will share experience and provide guidance, knowledge transfer, and scaffolding to enable the customer to build app content in Meridian AppMaker. The consultant will also help familiarize the customer with the Meridian AppMaker tool and the various Meridian components (beacons, app, sensors, management, and so forth), and provide HPE’s deployment and integration recommendations and best practice approaches.
Activities
Assisting customer with planning of app development project timelines
Holding weekly videoconference question and answer sessions
Providing guidance on route configuration, place marks (point of interest), portals, and campaigns as defined in the output from the Meridian Assessment Phase; the consultant will also help to provide guidance on app beta testing best practices
Deliverables
Project plan recommendations and updates
Q/A notes and meeting notes
Links to help articles, custom recommendations based on customer’s use cases and environment, and best practice documentation
NOTE: This work package will be used only when a customer wants to develop their own mobile engagement app using Meridian AppMaker.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

23. WP 4—Aruba Meridian Mobile Engagement Development
Aruba Meridian Services—An Overview
June 2016
WP 4—Aruba Meridian Mobile Engagement Development
Purpose
HPE provides mobile engagement app customization based on the Aruba Meridian Mobile Engagement design specifications, and begins by working with the customer to collect content (point of interest language, graphics, photos, contact information) for each mobile engagement app page. The results will be used as input to the HPE mobile engagement development team for mobile engagement customization.
Activities
Gathering content
Meridian application customization 
Meridian application testing
Apple App Store and Google Play Store app publication
Deliverables
Completed app content checklist
App available via AppViewer for Beta Test
Updated app available via AppViewer for final testing prior to publication
Final app available on Apple App Store and Google Play Store
NOTE: This work package will be used only when a customer wants HPE to customize their mobile engagement app.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

24. WP 5—Aruba Meridian Infrastructure Deployment and Integration
Aruba Meridian Services—An Overview
June 2016
WP 5—Aruba Meridian Infrastructure Deployment and Integration
Purpose
HPE works with the customer to deploy beacons and beacon management infrastructure in support of their Meridian Mobile Engagement goals and objectives.
Activities
Deployment of Aruba Beacon and Beacon Management
Optimization of routes, placemarks, and beacons 
Deliverables
Beacon Inventory report describing location of each deployed beacon
Completed route, placemark, and beacon optimization checklists
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

25. WP 6—Aruba Meridian Deployment Engineering
Aruba Meridian Services—An Overview
June 2016
WP 6—Aruba Meridian Deployment Engineering
Purpose
HPE technology consultants will be available on site with the chosen physical installation partner to facilitate the transfer of best practices and ensure that proper deployment procedures are being followed, and to assist in developing solutions for problematic areas, ensuring that the beacon placements, routes, and placemark configurations provide an optimal user experience.
Activities
Installation, oversight, and consulting on Aruba Beacon Infrastructure
Optimization of placemarks, routes, portals, and beacons
Deliverables
Onsite Beacon Installation Training for physical installation partners and the customer
Placemark, route, portal, and beacon optimization recommendations
NOTE: This work package will be used only when a third party is doing the beacon installation, with HPE providing oversight only for that installation (as opposed to when TS Support will be doing the beacon installation).
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

26. WP 7—Aruba Meridian Knowledge Transfer
Aruba Meridian Services—An Overview
June 2016
WP 7—Aruba Meridian Knowledge Transfer
Purpose
Throughout the delivery of all of the Aruba Meridian Service work packages, HPE continually provides knowledge transfer and engages the customer IT staff in preparation for their operational control of the mobile engagement environment. The services event is completed with a final knowledge transfer session.
Activities
Scheduling and executing a knowledge transfer session designed to facilitate transfer of network operational control to the network operator
Develops an agenda for the meeting
Reviews each services’ activities, findings, and results; where applicable, reviews the design and recommendations documents and findings
Provides an overview of the implementation—including the steps taken to achieve the implementation together with the functionality of the deployment
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

27. WP 8—Aruba Meridian Program Management
Aruba Meridian Services—An Overview
June 2016
WP 8—Aruba Meridian Program Management
Purpose
HPE can provide comprehensive project management capabilities. To assist the customer with the execution of Aruba Meridian Services, HPE can provide a single point-of-contact HPE project manager who is dedicated to directing services execution, answering questions, and providing documented status updates during all phases of the customer’s Aruba Meridian deployment.
The HPE program manager can:
Provide help in managing HPE and/or partner resources that reduce impact and allow the customer’s IT resources to stay focused on their core tasks and priorities
Provide a cohesive and well-managed phased execution of services
Help provide definition and clear project expectations, objectives, milestones, and deliverables
Provide monitoring and tracking of the Aruba Meridian solution’s implementation
Execute effective and flexible communication methods to help ensure that there is a common understanding of the project’s status
Manage changes to scope that can impact the schedule, quality, and pricing, and keep the changes aligned with priorities
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

28. Selling Key Aruba Meridian Services Work Packages
Aruba Meridian Services—An Overview
June 2016
Selling Key Aruba Meridian Services Work Packages
Key work packages and options
Selling strategies
WP1—Aruba Meridian Service Planning
Always sell to drive the project forward with a detailed and actionable plan
WP2—Aruba Meridian Assessment and Design
Always sell to provide HPE’s review and evaluation of finalized Meridian use cases, requirements for facilities infrastructure maps, beacons and beacon management recommendations, WLAN environment recommendations, and HPE best practice design recommendations
WP3—Aruba Meridian AppMaker Consulting
Only sell when the customer wants to build their own white label app using AppMaker
WP4—Aruba Meridian Mobile Engagement Development
Only sell when the customer wants HPE to develop the customized app for them
WP5—Aruba Meridian Infrastructure Deployment and Integration
Only sell when the customer wants HPE to execute and manage the infrastructure deployment
WP6—Aruba Meridian Deployment Engineering
Only sell when the customer wants to execute and manage the infrastructure deployment themselves and/or with a 3rd party
WP7—Aruba Meridian Knowledge Transfer
Always sell to help enable the customer’s IT team to take ownership of their mobile engagement environment when the services conclude
WP8—Aruba Meridian Program Management
Always sell when complex multi-faceted Aruba Mobile First Services are required (Meridian, AirWave, ClearPass, ALE, Wired & Wireless Infrastructure Services, and so forth)
In case it’s wasn’t totally apparent during the WP review, I’d like to recap with you some important points to consider when positioning and selling Meridian Services.
To start, it’s important to note that Customers have some options. And there are a few work packages that should always be considered.
Lets review some of these points.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

29. Pursuit / Opportunity process flow
0 Pre-sales Pursuit Scoping
Pursuit engages app dev team
App request form template – 1 pager
High-level app project plan
Determine AppMaker or SDK choice
If AppMaker, we will need to be sure the appropriate Meridian product SKUs are ordered for app publication
SOW – quote to customer
1 Service Planning
Kick-off
Meridian mobile engagement project plan
2 Meridian Assessment and Design
Use cases
Map recommendations
Reference WLAN assessment deliverables where needed
Beacon infrastructure & beacon management recommendations
4 Meridian Mobile Engagement Development
WireFrame
App Content Checklist
App Available via AppViewer – app beta testing phase
Final App ready for pub
App available on Google Play
6 Meridian Deployment Engineering
Beacon and mgmt install Training
Placemark, route, beacon optimizations
Aruba Meridian Services—An Overview
June 2016
Pursuit / Opportunity process flow
Optional if Customer/3rd party deployed
3rd Party
Optional if Customer/3rd party app dev
Who Installs Beacons?
3 Meridian AppMaker Consulting
Customer-app recommendations
Recordings of weekly meetings
App available on app stores
This slide depicts an opportunity process flow starting with presales scoping activity to be performed by pursuit with support from our application development team.
We need to provide the app dev team with enough information about the mobile engagement requirements to be able to provide initial/rom quotes for services and or product related to meridian app.
We then move through the selected work packages outlined in the SOW.
What we want to portray here is the choices customers have, as depicted on the previous slide,
They can chose to create the App themselves using AppMaker and hire HPE to help them with Meridian App Maker consulting, in which case we need to ensure they order the right product SKUs for the ultimate publication of their new apps to app stores.
They can chose to hire HPE to create the app using either AppMaker (for simple apps) or Meridian SDK based apps for the more complex and highly tailored app requirements. Wherever AppMaker is used, meridian products SKUs are required.
They can also hire HPE to execute the infrastructure deployment and integration, or they can choose to do it themselves or with an Aruba partner. In this case, they can hire HPE to assist with deployment engineering consulting and guidance.
5 Meridian Infrastructure Deployment and Integration
Location/prox beacon deployment & Beacon Management deployment and configuration
Placemarks and Routes Configuration
HPE
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

30. Aruba Meridian Services Enablement Team
Primary region enablement – Technical team
Skipper McCreight, Aruba Partner Enablement Guru
Rion Odenbach, WW NMC Portfolio Solution Architect Guru
Keith Holland, Mobile Engagement Development Guru
Extended enablement – Technical escalation team
Jeff Enters, WW NMC Chief Architect and Strategist Guru
Justin Sergi, Aruba Meridian PLM Guru
Chia Cha, Aruba Meridian PLM Guru
Portfolio and business management enablement – Escalation team
Ed Fleming, WW Portfolio Manager – Aruba Mobile First Services
Dara Keogh, Galway CoE lead, Mobile Engagement Development
Confidential – For Training Purposes Only

31. Ordering information and additional resources
Aruba Meridian Services—An Overview
June 2016
Ordering information and additional resources
Now let’s talk about pricing before we wrap up with some learning checks and additional resources.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

32. Aruba Meridian Services—An Overview
June 2016
Ordering information
Tailored for you—Statement of Work
The following SKUs for custom-tailored services are designed to offer the customer complete flexibility with their Aruba Meridian service purchase:
Service name
SKU
Price
Aruba Custom Consulting Service (UoS) **
H1Y14A1#012
$100 per unit
** A mutually agreed upon and executed SOW will detail the precise number of SKUs and Aruba Meridian Services to be provided. This SOW is required for the customer to order these services and for HPE to provide them.
Now let’s talk about pricing before we wrap up with some learning checks and additional resources. Pricing for these services is tailored and based on the customer’s service requirements.
The intention is to help the customer maximize their product purchase investment by including the services they need to get Aruba Meridian up and running and integrated into their network as quickly and as efficiently as possible.
Aruba Sales and Channel partners can transact HPE SoW-based Aruba Meridian Services by using an Aruba Custom Consulting Service SKU called UoS or Unit of Service. Each unit is priced at $ per unit and should not be confused with an hour or an hourly rate.
It is simply a way for sales to transact HPE services using standard ordering systems. HPE pursuit will define the exact SoW and price and convert that price to the appropriate number of units that must per purchased on to order the SOW-based service. For example, if the price for the engagement is $10K, sales would need to order Qty=100 of SKU H1Y14A1#012.
Aruba Sales and Channel partners can transact HPE SOW-based Aruba Meridian Services by using an Aruba Custom Consulting Service SKU called Unit of Service (UoS)
Price is $ per unit, which should not be confused with an hour or hourly rate
HPE Pursuit support teams can be engaged around the globe to help define the exact SOW, and to price and convert that price to the appropriate number of units that must per purchased to order the SOW-based service
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

33. Aruba Meridian Services—An Overview
June 2016
Summary
Customers face challenges with how to derive business value from their network
There is enormous opportunity to leverage Aruba Meridian product and service features to serve businesses in private enterprise and public-facing environments
Aruba Meridian Services are designed to provide uniquely tailored Meridian mobile engagement solutions that can be delivered globally in any scale or scope, and that can help meet our customers’ business challenges
HPE provides a flexible set of Aruba Meridian Services options and can help customers achieve their mobile engagement goals by leveraging HPE’s skills, experience, and trusted transformation approach
We hope you leverage Aruba Meridian Services value propositions to engage your customers and identify the pragmatic steps that customers can take by partnering with HPE
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

34. For additional information
Aruba Meridian Services—An Overview
June 2016
For additional information
TSC Master Services Repository
0Services
Regional Pursuit Contacts
AMS
U.S. Mike Thessen
Canada Joe Verhaeghe
LATAM (Mexico, MCA, Brazil) Jaime Morais Carolina Reichert
APJ
Brian Quah Damien Kim
EMEA
Susanne Latzer Athanassios Liakopoulos
For more information, visit our TSC Master Services Repository and the Production and Solutions Now Portal.
Or, reach out to our Regional Pursuit Contacts for further support.
TIP: Go to the above sites now and add them to your Favorites.
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only

35. Aruba Meridian Services—An Overview
June 2016
Thank you
Thank you for your time!
Confidential – For Training Purposes Only
Confidential – For Training Purposes Only