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Objection

It is not a Layer 3 switch.

Cisco already has a 48-port

switch for the wiring closet.

Why should I buy Nortel

Networks BayStack

470-48T Switch?

Nortel Networks isn’t committed

to the enterprise market.

Objections

Response

Nortel Networks position for the LAN is "switch where

you can and route where you must." This approach

enables enterprises to build networks that are inherently

simpler to install and operate, more robust, and more

reliable. Also, deploying Layer 3 switches in the wiring

closet increases deployment and operation costs because

configuration, management, and maintenance require

the services of expensive technicians. Layer 3 routing

should be reserved for the enterprise core and where

required, for legacy WAN interconnectivity.

a. Cisco Catalyst 2950G-48 switches do not offer built-in

stacking ports. Cisco requires customers to purchase

GigaStack modules for stacking at the cost of $250 per

switch. Nortel Networks is the only major vendor in

the industry to eliminate stacking modules.

b. With Cisco Catalyst switches, GBIC uplink ports are

sacrificed for stacking; only one GBIC can be used for

uplink. With the BayStack 470-48T, both GBIC ports

can be used simultaneously for uplink purposes. This

allows the network operator to double uplink bandwidth.

c. With Cisco switches, port aggregation cannot be done

from different units in a stack. With Nortel Networks

Distributed MultiLink Trunking (DMLT) feature, cus-

tomers can aggregate ports from more than one

switch in the stack. This provides higher fail-over pro-

tection to critical network devices. DMLT also allows

use of up to 16 GBICs for uplink in a full stack of

BayStack 470-48T Switches.

d. With Nortel Networks Passport 8600 Split MultiLink

Trunking (SMLT) feature, customers can create multi-

ple active connections from BayStack 470 Switches to

Passport 8600 Switches. This eliminates single points of

failure in the network and provides sub-second fail-over

protection in the unlikely event a link is disrupted.

e. Cisco Catalyst switches have a cascading bandwidth

of only 1 Gbps in a stack of three or more switches.

BayStack 470 Switches offer 2.5 Gbps cascading bandwidth.

f. Cisco Catalyst Switches do not support protocol-based

VLANs. Baystack 470 Switches support both port and

protocol-based VLANs.

The introduction of the new BayStack 470 and 380 Switches

demonstrates Nortel Networks continuing technology inno-

vation for enterprise customers. These LAN switches are key

building blocks of the enterprise data portfolio. They enable

enterprise customers to build reliable, scalable, secure LAN

infrastructure for next-generation wiring closets.

Business case and justification

Save money and time

– No need to purchase any stacking

module (average cost $250 to $334)

– Save installation time with simpler,

quicker stacking—simply connect the

stack cable shipped with the switch!

Investment protection

– Stack compatible with Business

Policy Switches (BPS)*

– QoS feature addresses the needs of

mission-critical or bandwidth-inten-

sive applications, i.e. SAP, Voice

over IP, video streaming

Higher uplink bandwidth

to backbone

– Both GBIC ports can be used for

uplink without the need to sacrifice

a port for stacking—up to 16 GBIC

ports in a stack

Minimal network downtime

– Provides resilient connections to

mission-critical devices for uninter-

rupted access

Competitive analysis

Strengths

– Built-in stacking ports

– Two built-in GBIC ports per switch

– Up to 16 GBIC ports in one eight-

unit stack

– GBIC ports are not sacrificed for

stacking purposes and both GBIC

ports available for uplink

– 2.5 Gbps cascading bandwidth is

higher than competitors

– Distributed MultiLink Trunking

provides port aggregation across

different switches in a stack

– First vendor with SNMPv3 support

for user authentication and data

encryption

– Protocol-based VLAN support

– 16,000 MAC addresses support

– GBIC SX module costs only $345

* Future software release in Q4, 2002.

Nortel Networks Confidential. Internal Use Only 3

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