Network for Hospitality

Partner Sales Presentation

June 2018
Ana Mata

1
Content

Hospitality industry
challenges & trends #1
ALE value proposition #2
Optimized infrastructure
Memorable guest experience
Efficient operations
\
Conclusion #3
Customer References #4

2
Hospitality industry challenges
Hoteliers face many challenges in a rapidly evolving industry.

New players Wi-Fi is critical

Compete with disrupting community Paramount requirement for both guests
marketplaces such as Airbnb and booking and employees, for media streaming,
engines. communications, applications, etc.

Digital engagement Everything is connected

Understand customers, analytics, adapt People, devices, applications. BMS, in-
offers, upsell services, increase loyalty, room technology, artificial intelligence,
control booking, eConcierge, etc. robots, etc.

New business models Security

Impact of the cloud, consumption Defend against hacks and ransomwares
models, lower costs, etc. for the hotel systems as well as for the
guests.

3
Market trends

What modern Hotelier’s want: digital engagement, What modern travelers want: Wi-Fi and
analytics and optimized operations! digital engagement!

Top 10 strategic goals for technology in 2017

Improve digital customer engagement /…
65%
Use Wi-Fi with 7mns
Enhance payment and data security
Improve business & customer analytics
E 48%
Increase employee productivity Favor an
Enhance guestroom technoogy App to
Enable seamless reservation across all… interact
Enhance bandwidth 40%
Have more
Support new business models
C A than 3
Keep-up with the competition
devices
Reduce cost of managing technology
0% 20% 40% 60%

4
ALE value proposition
Three main pillars to deliver the hoteliers’ ultimate objectives of differentiation and guest loyalty

Optimized
infrastructure

High performance, flexible and

secure networks platforms, as
foundation to deliver the hotel
services

Memorable Efficient
guest experience operations

Digital engagement, Wi-Fi, in-room Simplified IT operations, analytics

technology, location-based services driven decisions, cloud and as-a-
service business models

The network is the foundation to enable your business

5
 Optimized infrastructure
High performance, flexible and secure network

6
Network LAN & WLAN
ALE reference architecture: one network segregated into dedicated virtual sub-networks

Public, guests,
conference, networks

Pervasive mobility
Unified access Core, access, Wi-Fi, applications
support (inc. VoIP), PAN

Intelligent fabric
IoT friendly
Cyber security, IoT integration, robots,
simplified & automated operations
Smart analytics

Advanced services
IoT containment Analytics, big Data & marketing,
location-based services
Employees, IoT,
applications, networks

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 Hospitality Entry-range
AP1201H AP1201
802.11ac Wave 2 802.11ac Wave 2
2 radios 2 radios
BLE w/USB BLE
1xGbE + 3xGbE 1xGbE
Emerging/SMB RJ45 Passthrough DPI
AP1101 DPI
802.11ac Wave 1
2 radios
1xGbE High-range
AP1231 / AP1232
802.11ac Wave 2
3 radios
BLE
1xGbE + 1x2.5GbE
DPI
Mid-range
AP1221 / AP1222
802.11ac Wave 2 Outdoor
2 radios AP1251
BLE w/USB 802.11ac Wave 2
1xGbE 2 radios
DPI 2x GbE
DPI

Distributed intelligence Cloud enabled Designed for Integrated

8 BYOD
architecture Unified Management Unified Access Guest Management
Hospitality AP1201H
In-room dedicated AP

One AP dedicated per room

Enough for all wired and wireless devices

Switch PBX

802.11ac Wave 2
PoE or DC Power Dual radio
LEDs disabled Controlled RF coverage
No logo Wireless 1x GbE PoE uplink
Devices BLE enabled via USB
One built-in
wall box
(all cabling) In-room services

1xRJ45 IP Phone
Pass-Through
3xGbE downlink, 1xPoE
IP TV VoIP phones, video
streaming, doorcam, …
Analog Phone
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One AP model to cover each necessity
Cost effective, controller-less Wi-Fi adapted to the needs of your hotel

 Common areas: AP1101 (value) or  Outdoor areas: AP1251

AP1221/1222 (performance)

10  High density areas: AP1231/1232

 Stellar WLAN Mesh
Installation versatility for historical buildings and remote areas

2,4 GHz
5 GHz high
5 GHz low

Mesh
link

Reaching areas where cabling is not available

11
 Network solution for all hotel sizes and services
From small / basic service hotels …
Small/2 star hotels Common areas
reference architecture corridors; lobby,
restaurant, etc. Optimized price
Room AP1101 Embedded • Entry-level, enterprise grade Wave1 access point
Express Captive Portal AP1101
• Affordable family of Web-managed Gigabit
switches OS2220 WebSmart, with 8, 24 and 48
ports (PoE and non-PoE) models
Room Room

OS2220-P
RSTP managed
@ OS2220 loop
OS2220-P
PMS
OS2220-P

PSTN
OS2220 Technical
OXO Room
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 Network solution for all hotel sizes and services
… up to large / high service level hotels
Large/4 star hotels
Performance & value services Analog phone Room
Common areas
corridors; lobby, reference architecture
IP TV restaurant, etc.
• MultiGig access to enable high speed Wi-Fi
AP1221 – low density areas
and high power PoE ports (up to 75W) to AP1201H
AP1231 – high density areas
Outdoor areas
OS6450-P
power any IoT devices Ruggedized
AP1251
• AP1201H in guest rooms to give service to FLOOR #2
IP TV
several devices
Room
• Different AP models to support common OS6450-P
IP TV
IP Cameras
areas, high density areas, outdoor areas OS6450-P
AP1201H
• Captive portal options OS6560
FLOOR #1
• Management on premises or in cloud
AD/LDAP/DHCP OV2500 + OPTION-
/DNS… External
@ 3
Captive Portal

OV2500 +
OPTION-2 UPAM OPTION-1
OS6860 Guest Captive Portal

OS6860
IPTV PMS
OS6860
PSTN OXE CCTV

13 STACK
Technical Room
IoT offers endless possibilities to differentiate your hotel
Next generation digital engagement

 In-room services &

control
Lighting

Surveillance Cameras

HVAC System Slot machines

Sprinkler system

 Building management
 Energy savings, operations efficiency

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Segment you network according to your services
Easy to add IoT devices, great systems segregation & control, enhanced security
IoT
Restaurant Casino Health & Guest
& Shops Fitness
Containment
floor rooms

Guest Room
Gaming
Automation
Container
Container
SecurityContainer
Gaming
Guest Profile
Room
Security Profile
Profile
Authorize
Authorize&&
Authenticate
Authenticate
Classify
Classify

Auto
Auto ✓Container
✓Container
Provision
Provision ✓Quality
✓Quality
✓Security
✓Security
15 One single Network Infrastructure with one Private Network for Every Need
Cyber Security
Minimize your risks with a comprehensive layered approach

Devices Applications &

Users Network Integrity
(end users) Analytics

Best practices
Network Access Device &
OS Hardening ▪ Design guide & security
Control (NAC) Fingerprint Applications
through UNP (Code Guardian)
Visibility (DPI) documents
▪ Automatic alarms
Protect User Onboard ▪ External authentication
Application DoS Attack
Privacy (Guest (802.1X,
Tunneling) Enforcement Protection
Certificates)

Common
Encrypted
Management Health Check Top N Reports Criteria/
FIPS/JITC

Apple/DLNA Predictive Rogue AP

Multimedia Analysis Detection
NDcPP JITC
Software assurance
certified
Common Criteria

▪ Support
CERTIFIED
contract
IoT
Containment VLAN, SPB, VXLAN Network Access
Application
Profile-driven
▪ Regular upgrades
Visibility &
Segmentation Control
Enforcement
Policies ▪ Backup
16 ▪ Audit trail
Networks portfolio at a glance
The building blocks to cover every need = hardened

Management Services WLAN OmniAccess Stellar OmniAccess

Outdoor
Entry-range NEW
AP1251
AP1101
Mid-range High-range
AP1221 AP1231
AP1201H AP1222 AP1232 4xxx
OmniVista 2500 / OV Cirrus
ProActive Lifecycle OmniSwitch
Management LAN
Core
6900
9900

Access
6865 6465 NEW

Location based services

6860 6560 6450 6350 OS2220

On the move Shuttles Hotels Corporate offices Data Centers

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Users Applications Devices IoT
 Memorable
guest experience
Guest services for digital engagement

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Guest Wi-Fi
Simple and secure guest management

Secure Guest Access

Automated credential creation
• By Guest Operator
• By Sponsor Employee
• By Guest self-registration *
• Pre-set Guest
• Social login*
SSID Guest
Guest portal branding and customization**
SSID Guest Guest traffic segregation
Resilient guest database
SSID Guest
Login records storage for regulations
Guest compliance

19 * Available only on enterprise mode

** More customization options available on the enterprise mode
External Guest Portal Integration

Leading hotel groups re-enforce their brands by leveraging their existing Wi-
Fi networks to provide better in door mobile experiences
• Register: The customer provides personal access data.
• SMS: Message sending to authenticate the service access.
• Social Networks: The customer access by social networks.
• PMS: Hotels can integrate this access method in their own PMSs.
• Customer´s CRM: The data base is used as an access tool.
• App.: Can be integrated with the customers app.
• Paying access: Paypal or credit card. Use the traditional way of paying.

GENERALIZED SOLUTION FOR EXTERNAL CAPTIVE PORTAL INTEGRATION

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Seamless guest mobility with Std Guest
VIP
VLAN2030
distinguished services VLAN
1 Mbps
10 Mbps
Medium Priority
High Priority

Unified Access provides differentiated access rights for guests and

staff while keeping the network secure
• Secure access
• Consistent experience
• One management system Staff – L2
VLAN 10
• Users / VMs mobility made easy
5 Mbps
Medium Priority
USER PROFILE
USER
✓App Control
✓QoS
✓Security
✓Prioritization
✓Bandwidth

Enabling differentiated services, user mobility and seamless access security

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In-door Location-based services
Next generation digital engagement While walking through the resort,
promotional coupons or notifications
of happy hour can be triggered
Geofencing
Notifications
Analytics

When the guest arrives at the People Tracking

hotel, the hotel app locates (independent tracking app)
them on the map and provides
directions to their room
Busiest areas, peak times, …
Geopositioning Hoteliers can adapt
& Wayfinding commercial & advertising
strategies, define optimized
emergency plans, etc
Later on, guest can make a Back to his room, guest calls
reservation to a restaurant reception for a problem with
22 in the hotel and see the the AC. Receptionist can find
directions to get there the closest staff to handle it
 Efficient operations
Simplified IT operations, analytics and new
business models

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One management system for all your network
Simplifying IT operations

PALM
Proactive Lifecycle Management
Facebook
Inventory, lifecycle status of HW, SW &
Applications
Outlook.com

YouTube
services. Cloud based free service
Facebook
SIP Voice
Outlook.com
Gmail
YouTube
Skype
SIP Voice

Gmail

Skype
SalesForce.com

NetBIOS

SalesForce.com

NetBIOS

Network Analytics Network-Wide

Monitors, collects & reports
Unified Management
network resource consumption
LAN & WLAN, unified policies, with
consistent security

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One network with a single network management system
Smart analytics
More control with context-based policies and better business decisions
Limit Netflix access
to VIP customers

Visibility
Stellar AP’s

Rainbow Skype Facebook eConcierge PMS Netflix CAS OS6860E

Control Prioritize Skype and

PMS applications for
employees

Reserve Lower Limit Optimize

Blacklist Prioritize Understand how much
bandwidth priority Bandwidth jitter & latency
the new eConcierge App
is being used

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Integration with external management tools
Openness to ease IT operations

Managed Services Provider

management tool
Stellar
Restful API

It’s the beginning

OV2500
of summer season
Enable SSID Guest
There is a conference in Enable SSID Guest available from 10AM
for a subset of to 7PM
the Auditorium today
APs

Swimming-pool
& Terrace
Auditorium
Hotel

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New business models
Adapting to new investment and effort requirements

OPEX Same technical and innovative

solutions
CPE / cloud / hybrid Consume & outsource: refocus staff on
value-add tasks
New consumption model:
No upfront investment
pay as you use!
Pay-per-use
All included: equipment, management
and support

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 OmniVista® Cirrus
Network Management as a Service

SaaS Model
• Zero Deployment/footprint from Cloud
• Instant activation service
• Smart access anywhere, anytime, any device
• Elasticity, Security, Business Continuity from Cloud
Pure Web • Subscription based model
Techno
Secured
Internet

Full Network Control

• Unified LAN & WLAN management
• Unique admin experience on IoT containment,
OmniSwitch® BYOD, Guest management, Location Based Services
OmniAccess® Stellar
• Business decision accelerations from analytics

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 OmniVista® Cirrus
Network Management as a Service
Multi Tenant (OV Cirrus 2.1 Q4 2018)
Natively Multi-Tenant
Strong isolation per hotel / resort

Multi Geo-Locations
Support fully distributed geo-locations
Anywhere at anytime from any location

Multi Devices
From any device (PC, Tablet, Smartphone)

Hotel 1 Hotel 2 Hotel 3

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Smart Remote Management
 Conclusions

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Why ALE
Executive summary

Focused industry specialist

Digital engagement strategy, enhanced through applications
Cutting-edge solutions to compete with new players and differentiate
Big data strategy contribution through analytics
Ecosystem integration
Flexible business models

01 02 03
Build dependable Create memorable Improve
foundations guest experiences operations

Complete and secure network
infrastructure
Reliable foundations for all the
hotel services & IoT
From in-room technology to
mobility & value-add
applications
Strong Wi-Fi offer & experience
Management in cloud to optimize
IT resources and deliver better
service
Integration with external tools
from Managed Service Providers

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 Customer references

32
 End of the Customer Proposition Presentation

Next Section for ALE and Partner Sales Teams

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Sales Assets

AP1201H Competition Assesment &

Price Positioning

Sales Training

Hospitality Webpage &

\
Marketing Collaterals

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 AP1201H Competition Assessment

802.11ac wave2
Aerohive AP150W
Three radios
Aruba AP-303H Cisco 1810W
1GbE Up, 3GbE down
ALE AP1201H Ruckus H510 Two radios Two radios
2xpass-through
Two radios Two radios 1GbE Up, 3GbE down 1GbE Up, 3GbE down
1GbE Up,PoE,
3GbEDC48V
down 1GbE Up, 4GbE down 1xpass-through 1xpass-through
BLE Integrated
1xpass-through = Performance
No pass-through PoE, DC48V PoE, DC48V
Performance

PoE, DC48V PoE, DC48V BLE Integrated BLE Integrated

BLE USB Enabled BLE USB Enabled

= Price
802.11ac wave1
11ac wave1 Ruckus H500
Aruba AP-203H Two radios
Two radios 1GbE Up, 4FE down
1xpass-through
Ubiquiti AP-AC-IW-PRO 1GbE Up, 1GbE down
Ubiquiti AP-AC-IW 1xpass-through PoE, DC48V
Three radios
Two radios BLE USB Enabled BLE USB Enabled
1GbE Up, 2GbE down
1GbE Up, 2GbE down Only DC48V
No pass-through
No pass-through
Only PoE
Only PoE

99 USD 199 USD 295 USD 365 USD 495 USD 645 USD Price List
299 USD 395 USD
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Sales Training
Official training and certification:
• HOSPWSA002EN Hospitality (ACSR): Dedicated ACSR course (w/certification). ALE
internal and partner sales.
• DT00WPS283 Network for Hospitality Presales: Dedicated ACPS course
(w/certification). ALE internal and partner presales.
(*) Both will be available on the Knowledge Hub by mid-June

Sales webinars:
• Hospitality Network Value Proposition for Sales
• Hospitality Network Value Proposition for Partners

Customer Value Proposition:

• Networking Hospitality Value Proposition
• Converged Hospitality Value Proposition
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Hospitality Webpage

Hospitality webpage (https://www.al-enterprise.com/en/industries/hospitality)

37
Hospitality Webpage

From the Hospitality webpage you can navigate to webpages of the products in the offer

Internet of Things (IoT) for Hospitality webpage

(https://www.al-enterprise.com/en/industries/hospitality/iot
Location-Based Services (LBS) for Hospitality webpage )
Stellar WLAN for Hospitality webpage
(https://www.al-enterprise.com/en/industries/hospitality/location-based-services )
(http://conversation.alcatel-lucent.com/en-stellar-mobility-wifi-hospitality)

38
Marketing collaterals

You can download the marketing documents for end-customers:

• Hospitality Network Solution Guide (brochure)
• Converged communications solution for small and medium-sized hotels
(solution sheet)
• Hardworking Wi-Fi at the heart of your hotel (tech brief)
• Alcatel-Lucent Enterprise Survey 2017 (survey to IT decision makers in
Education, Healthcare, Hospitality and Transportation sectors)

39
Marketing Collaterals

Mobility campaign for Hospitality

• Roadmap to the mobile hotel (infographics)
• Going mobile: The key to your guest’s heart is digital
(eBook)
• 10 Misconceptions about building a mobile-friendly hotel
(eBook)

40
Marketing Collaterals

IoT campaign for Hospitality

• A Layered Approach for Securing “Internet of Things” Devices in
Hospitality (white paper)
• Internet of Things for the Hospitality Industry (solution sheet)

And visualize cool videos and testimonials

So, DO use the Hospitality

webpage and spread it among your
partners and customers

41
 enterprise.alcatel-lucent.com

facebook.com/ALUEnterprise

linkedin.com/company/alcatellucententerprise

twitter.com/ALUEnterprise

youtube.com/user/enterpriseALU

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