Asking what are their plans to expand and secure their network can help you purpose an Aruba switching opportunity with a customer by understanding their current and future needs and challenges.

One Aruba solution that you should emphasize meets these requirements is Aruba AirWave with its UCC Analytics dashboard4. Aruba AirWave is a network management tool that provides granular visibility into wired and wireless networks, devices, applications, and users. It also has a UCC Analytics dashboard that monitors key metrics such as call quality, MOS scores, jitter, packet loss, latency, etc., for Microsoft Skype for Business and other UCC applications. It helps IT teams quickly identify and resolve issues affecting UCC performance.

You should recommend Aruba Central on-premises (COP) for managing the ESP solution if the customer has policies that prevent using public cloud services. COP is a private cloud deployment option for Aruba Central that provides the same features and benefits as the public cloud version3.

The same Aruba APs can be deployed in controllerless Instant mode and then later changed to controlled mode12. This protects the customer's investment by allowing them to start with a simple and cost-effective controllerless solution and then migrate to a controller-based solution when their needs change or grow. Aruba does not offer a buy-back program for controllerless Instant APs3.

Customers lack the ability to automate the network and orchestrate network provisioning with storage and compute1. Aruba solutions for data center modernization provide a cloud-native operating system, a unified management tool, and an open ecosystem for automation and orchestration1.