Winning Business With North American Carriers and Suppliers

Winning Business With North American Carriers and Suppliers
Michael Zammit Managing Director O: M: Prepared For:

Agenda Who is Telcordia? US Market Opportunities
What does it take to WIN business in North America? Telcordia Solutions & Support

Telcordia: Network & Product Integrity (NPI) NPI Has Been Core Competency For Decades
50+ year history of Leadership in Telecommunications Bellcore Formerly 1960s 1984 2012 Acquired Granite Software Systems We are part of Bell Labs within AT&T Break-up of Bell System BELLCORE created to providing R&D support for the RBOCs Acquired by SAIC NPI enables use of optical fiber to replace copper in the local loop. Enable FTTP rollouts Integration with Ericsson Renamed Telcordia Technologies NPI Expansion into Global Markets NPI Supports Global Optical Deployments Business Providence Equity and Warburg Pincus acquire Telcordia 3/15/05 Risk Assessments: Network Security & Safety Handles all 800-number calls in the US Enables DSL rollout Creating Telecom OSS Develops call waiting, call forwarding, and caller ID Network Transformation Solutions Risk Assessments and NEBS Testing Key Lab for Verizon GPON Tested Bell System developed technologies Technology Issue 1 of Key Optical GR’s GR-20, GR-326 GR-1209/1221 Delivers managed IP solution Develop Carrier M&Ps to support FTTx Deployment Certification of Passive Optical Components & Factory Audits New Optical GRs & Test Programs 10G/40G/Wireless Backhaul Safety testing a high priority Providing network product and integrity services for over 50 years

Telcordia NPI Team Members
Gain a competitive advantage by leveraging Telcordia expertise to help design, certify, integrate and deploy superior quality products and solutions. Staff Proficiency Optical transmission & measurements Mechanical/Environmental/NEBS Testing Materials Science, Chemical/Electrical Protection Knowledge of Global Industry Standards (TIA, ATIS, Verizon TPRs, IEC, ITU) US National Safety codes & Listing (NEC, NESC, NFPA, UL etc…) Areas of Expertise: Product design & manufacturing Testing methodology (Key Lab for Verizon, AT&T and other global carriers) Product Certification: Features, Functions, and Performance Qualification Failure analysis – product & field/deployment related failures Expert Testimonial (Litigation Support) OSP network design & engineering Physical plant construction & maintenance (aerial, underground) Deployment methods & procedures – OSP/residential/MDU/Enterprise Worker and Product Safety

Over 1,000 customers around the world
Telcordia’s Global Customer Base Telcordia’s diversified, global client base defines the future of the telecom industry TPSA TWC Embarq FairPoint Reliance Embratel Global Manufacturers OTE Aircel Over 1,000 customers around the world 5

A Few of Our Recent Customers
Domestic Carriers Verizon, AT&T, Centurylink, Comcast, Time Warner Supplier Customers: North America Asia/Pacific 3M, ADC, AFL Daewon Samsung BerkTek Go!Foton Sterlite Commscope Huawei SUNSEA Corning ILJIN YOFC Custom Cable LS Cable ZTE Emerson EXFO FEI Europe General Cable Corp. Alcatel-Lucent JDSU Dexgreen OFS/Fitel Ericsson RCS Wire & Cable Oscilliquartz Superior Essex Prysmain/Draka Symmetricom Royal DSM, N.V. TE Connectivity

Global Broadband Market
As of 2011: Over 540 million broadband subscribers (12% YoY Growth). US & China account for about 41% of global subscribers. FTTx is about 14% of all broadband subscribers, but growth of 54% YoY. 9.1% penetration Subscribers by Technology Source © Point Topic Ltd, 2011. Total Broadband subscribers by Region Source: © Point Topic Ltd, 2011

US Broadband Market Current US Statistics
Broadband subscribers by Company Source: GIGAOM Percent Share of Annual Subscriber Growth Current US Statistics Nearly 90 million broadband subscribers 30 million DSL subscribers 50 million DOCSIS Cable modems Aging Telco infrastructure is stimulating investment in FTTH Advanced Services & LTE/4G rollout require more fiber deployment According to the FTTH Council US companies deploying FTTP

Trends in U.S. Broadband Efforts
Top 10 service providers control 85% market share Less than 10% of US Broadband subscribers are FTTx Telco providers loosing market share to the cable TV providers VZ/AT&T FY12 CAPEX outlook of US $45B 12% of Global CAPEX and 65% of total US CAPEX spending But, Wireline CAPEX down about 10% At peak GPON deployment, VZ CAPEX was over $10B alone. Shift in CAPEX to wireless backhaul, cloud/data center build-out, targeted revenue generation (eg. MDU deployments) US Government – US $7.2B in broadband stimulus funding Several hundred Tier 2 & 3 service providers, municipal systems, and middle mile providers (focus on digital divide) Network construction is just starting for many of these companies Some restrictions on Buy-America for public systems

US Carriers Focus on Total Life Cycle Cost
Ford Motor Co. - “Quality is Job 1” OSP network must last years! 99.999% reliability for landline voice services Steep FCC penalties for network outages Universal service requirements Highly competitive market, high customer churn Critical focus to reduce installation and maintenance costs US Labor costs very high. Reduce complexity of products & deployment Lower skilled, lower cost technicians Improve accuracy of installation Reduce costly service calls – US $150/hr to roll a truck Product price is NOT the only consideration

China Has Brought Excellence to the US
Telcordia is a leading global provider of telecommunications software and services. Our market leadership is demonstrated by our heritage, our offerings, and our people. We have helped to architect the network and operations infrastructure in the USA, dating back to the introduction of TIRKS® in 1968, as one of the very first resource management systems Today, our software handles 80% of the fixed access lines, 100% of the toll-free traffic, and 90% of the wireless number portability market in the USA Our annual sales of approximately US$900 million is a signal of our market strength and ability to invest in our future With approximately 2,900 employees in 21 offices in 11 countries, we can scope and deliver on transformation programs around the globe Telcordia has signed more than a dozen customers since launching its Hosted Solution for MVNOs in 2005 (starting with Movida and including Disney Mobile, kajeet, Flying J, Total Call and other leading brands). Virgin Mobile USA – the industry’s first MVNO, uses our system as well but has licensed it directly Our number portability deployments include: the USA, Canada, Greece, Lithuania, Saudi Arabia, Pakistan, Oman, and Egypt Our research patents demonstrate our heritage in delivering world class innovation in ADSL, ATM/SONET, AIN, optical networking/WDM, wireless (3/4G, Bluetooth®, cellular, mobility), and security We facilitate and author the generic requirements that provide for the integrity and interoperability of telecommunications equipment, systems, and services We maintain software quality certification in ISO 9001 and TL 9000

Bringing Excellence to the US Market
China also brings excellent optical products to the US! Telcordia is a leading global provider of telecommunications software and services. Our market leadership is demonstrated by our heritage, our offerings, and our people. We have helped to architect the network and operations infrastructure in the USA, dating back to the introduction of TIRKS® in 1968, as one of the very first resource management systems Today, our software handles 80% of the fixed access lines, 100% of the toll-free traffic, and 90% of the wireless number portability market in the USA Our annual sales of approximately US$900 million is a signal of our market strength and ability to invest in our future With approximately 2,900 employees in 21 offices in 11 countries, we can scope and deliver on transformation programs around the globe Telcordia has signed more than a dozen customers since launching its Hosted Solution for MVNOs in 2005 (starting with Movida and including Disney Mobile, kajeet, Flying J, Total Call and other leading brands). Virgin Mobile USA – the industry’s first MVNO, uses our system as well but has licensed it directly Our number portability deployments include: the USA, Canada, Greece, Lithuania, Saudi Arabia, Pakistan, Oman, and Egypt Our research patents demonstrate our heritage in delivering world class innovation in ADSL, ATM/SONET, AIN, optical networking/WDM, wireless (3/4G, Bluetooth®, cellular, mobility), and security We facilitate and author the generic requirements that provide for the integrity and interoperability of telecommunications equipment, systems, and services We maintain software quality certification in ISO 9001 and TL 9000

Trends in U.S. Purchasing Pattern
The high quality and low cost of products from non-U.S. manufacturers are very attractive to U.S. Carriers

Does the Trend Represent OPPORTUNITIE$$?
The buying trend offers TREMENDOUS opportunity to international manufacturers BUT not all will be successful! Companies MUST understand the U.S. market and position products properly to be successful and gain U.S. market share.

Network and Product Integrity Market Forces That Must Be Met
Carriers need: Innovative, cost effective solutions to meet competitive market forces and subscriber expectations Manufacturers need: Knowledge of Carrier Requirements Product differentiator to gain a competitive advantage in the market Delivery Excellence Enterprise customers need: High performance and efficient networks Support to implement new network capabilities

Challenges for International Manufacturers in the U.S. Market
How do we know what the U.S. Requirements are for our products? How do we determine in the pre-production phase of the development cycle if products will meet these requirements? How do we demonstrate that our products meet U.S. performance & quality needs? How do we get the attention of U.S. Carriers? How do we respond effectively to U.S. Carrier RFPs?

Understanding Product Requirements
Don’t assume that a product made for other markets will meet U.S. Requirements. Requirements for U.S. Carriers are well-defined and specific  Largely based on Telcordia “Generic Requirements” but sometimes they may deviate in subtle ways. There are HUNDREDS of “Generic Requirements” documents and it is challenging to find the specific requirements for a given product or application! Correlation with a specific GR is not always so straight forward Product requirements may come from more than one GR Proper interpretation of GR criteria is critical Both Suppliers & Carriers assist Telcordia in developing and have access to these “Generic Requirements” Lower you risks significantly by gaining detailed knowledge on the “Generic Requirements” used by YOUR customers!

Common GR Documents for Optical Fiber, Components & Products
Cable & Connectors GR-20, Optical Fiber & Outside Plant Cables (*Update coming in 2012!) GR-409, Indoor Optical Cables GR-1209, Passive Optical Components (* Updated in 2010) GR-1221, Component Reliability Assurance (* Updated in 2010) GR-326, Single Fiber Optical Connectors (* Updated in 2010) GR-1081, Field Mountable Optical Connectors GR-1435, Multifiber Optical Connectors GR-3120, Hardened Single Fiber Connectors GR-3152, Hardened Multi-Fiber Connectors GR-2866, Optical Fiber Fanouts GR-3172, Active Optical Cables (New in 2012!) GR-3173, Composite Optical Cables for Wireless tower applications (New in 2012!) Splice Closures, Terminals, Fiber Distribution Hubs Active Components GR-418, Generic Reliability Assurance Requirements for Fiber Optic Transport Systems GR-468-CORE, Generic Reliability Assurance Requirements for Optoelectronic Devices Used in Telecommunications Equipment GR-1312, Optical Amplifiers and Proprietary DWDM Systems SR-332, Reliability Prediction Procedure for Electronic Equipment GR-771, Splice Closures GR-3123, Indoor FDH GR-3125, Outdoor FDH GR-3161, MDU Terminals GR-950, FTTx ONU Closures GR-487, Electronic Equipment Cabinets GR-449, Fiber Distribution Frames (*Updated in 2012!)

There are MANY more GRs! Coaxial Cable Wire & Cable Products
Connectors & Splices Pedestals and Equipment Enclosures Building Entrance Terminals (BETs) Concrete Shelters, Vaults, Handholes Network Interface Devices (NIDs) Terminal Blocks CATV Broadband Distribution Components Network Protection and Grounding RFI Filters Field Test Sets

Typical GR for a “Component”
Unlike other Global Standards, each Telcordia GR contains very detailed functional requirements, test procedures, sample configuration, and performance criteria levels. Fundamental Requirements Documentation, Packaging & Shipping Basic design features, Intermateability Product labels, markings & packaging Service Life Requirements Installation and handling stresses Normal Stresses during the operational life of the product Optical, Mechanical & Environmental Performance Criteria Extended Reliability Requirements Evaluate performance of product design & materials over time Temperature/Humidity Aging – how to accelerate testing? Chemical, UV, Water Exposure, Dust & Other Contaminants Reliability and Quality Assurance Program Reliability Assurance Requirements Philosophy Overview of Reliability Assurance Qualification Criteria Quality and Reliability Criteria

Navigating through requirements
Telcordia Roadmap to Generic Requirements (GR) Technologies: A Free Guide to the Collection of 150+ GR Technical Documents ROADMAP-TO-AIN-1, Telcordia Roadmap to Advanced Intelligent Network (AIN) Documents ROADMAP-TO-CLASS-1, Telcordia Roadmap to CLASS Feature Documents ROADMAP-TO-CUSTOM-CALL-1, Telcordia Roadmap to Custom Calling Services Documents ROADMAP-TO-FIBER-1, Telcordia Roadmap to Fiber and Optical Technologies Documents ROADMAP-TO-LIDB-1, Telcordia Roadmap to Line Information Database (LIDB) Documents ROADMAP-TO-NEBS-1, Telcordia Roadmap to NEBS Documents ROADMAP-TO-NGN-1, Telcordia Roadmap to Next Generation Network (NGN) Documents ROADMAP-TO-OP-SVCS-1, Telcordia Roadmap to Operator Services Documents ROADMAP-TO-RELIABILITY-1, Telcordia Roadmap to Reliability Documents

North American Standards for Optical Fiber & Optical Fiber Cable
North American Customers may have additional requirements: Additional Verizon TPRs (largely based on the Telcordia GRs): TPR.9424, Optical MDU Drop Cables TPR.9441, Bend Optimized Performance Fiber TPR.9442, Optical Fiber Microducts TPR.9459, In-living unit Optical Cables TPR.9460, Multimode Fiber Requirements TPR.9462, Blown Optical Fiber Cables TPR.9445, Manufacturing Quality & Production Audit Requirements Cable TV & Tier 2 Carriers sometimes use the following: ANSI/ICEA S , OSP Optical Fiber Communication Cables RUS BULLETIN 1753F-601a, Optical Cables (Backbone, Feeder, and Distribution Cables) RUS BULLETIN 1753F-601b, Optical Cables (Subscriber Drop Cables)

How do we know what the U.S. Requirements are for our products? How do we determine in the pre-production phase of the development cycle if products will meet these requirements? How do we demonstrate that our products meet U.S. Requirements? How do we get the attention of U.S. Carriers? How do we respond effectively to U.S. Carrier RFPs?

Raise the Confidence of your Customer!
US Carriers expect products to last years! Traditional suppliers are the ‘trusted advisors’ Raise the confidence of your customers by demonstrating that you have the ability to compete on price, performance, and quality. Foreign supplier challenges: No brand recognition No track record Perception may be low quality Knowing the requirements is speaking the language

Certifications Quality Management System Testing Laboratory
Pre-production or prototype testing Product Certification Manufacturing Facility Audit

Key Offer: Laboratory Audit & Certification
Telcordia will review, analyze, and certify supplier laboratory test capabilities. Objective: Determine if the supplier lab has the capability and proficiency to perform the complex test programs required to properly qualify passive optical components against Telcordia Generic Requirements and other product specifications such as IEC, ICEA, and RUS standards. Method: A Telcordia optical test expert will perform a detailed on-site review and assessment of your laboratory infrastructure, your operating procedures, and evaluate staff qualifications. Telcordia has many years of expertise writing GR specifications for optical components and we operate our own state of the art testing laboratory in the US. Telcordia will leverage this deep knowledge and expertise in optical component testing to help you become more efficient and proficient in performing these highly complex test programs. Improve the EFFICIENCY and PERFORMANCE of your Laboratory Improve the accuracy and reliability of your test results Improve lab efficiency Enhance R&D and product development capabilities Reduce lab operating cost Level the playing field with your competitors Raise customer confidence Telcordia certification of a supplier laboratory will allow you to demonstrate to your customers that you have the required measurement equipment and capabilities, proper lab procedures, and a well trained staff.

Key Offer: Prototype Design Verification
Telcordia has authored product specifications (Telcordia GRs) for over 30- years. We understand carrier needs and expectations and can anticipate whether a product will be well received by your customer. Do not loose site of the importance of proper packaging, labeling, and user instructions Craft interaction, ease of assembly, operation, maintenance is also quite important Telcordia has tested numerous PFOC products from every leading global manufacturer. Telcordia Red Flag Test Program Red Flag program includes abbreviated testing against critical GR performance criteria Accelerate your product development schedule Low cost, efficient, and effective way to assess pre-production conformance Identify any possible product design issues prior to the start of certification testing Resolve key design issues before presenting your product to your customers Approximately day duration We recognize likely failure modes resulting from material selection, poor design choices, assembly issues, and craft interaction – before you go to Production!

Key Offer: Product Certification
Telcordia design review & certification will raise the confidence of your customer and give you a marketing advantage. US Carriers are very familiar with the lab testing capabilities of the major global manufacturers. But they are skeptical with unknown, smaller new entrants Telcordia can help level the playing field by providing a comprehensive set of testing services that is highly respected by North American carriers Telcordia provides not just “testing”, but industry expertise in a wide-range of technologies to provide analysis of test strategies, test configurations, test criteria, test scope, test failures, etc. In some cases Telcordia is able to witness testing at the Supplier’s facility. This requires Telcordia review and approval of supplier capabilities prior to the start of testing. Suppliers can leverage this core competency of Telcordia and give their prospective carrier customers “confidence” in their products/solutions Telcordia branded test reports are a valuable marketing tool which can be used to show the commitment you have to meeting your customers requirements Telcordia is an accredited, Independent Test Laboratory (ITL)

QMS & Manufacturing Facility Audit
Key Areas of QMS Review: Procedures / Test Plans / Requalification Vendor Qualifications / Approval / Vendor-Supplied Data Records Results Internal Audits / Corrective Actions Training Customer Issues / Field Returns Manufacturing Facility Audit Design / initial qualification testing Receiving / receiving inspection Production process / process capability / process controls In-process inspection (visual/mechanical) In-process testing (electrical/functional) Storage and handling practices / environmental conditions Equipment maintenance / calibration Nonconforming material process / field issues Final testing Packaging and shipping practices Raise the confidence of your customer by demonstrating the capacity to consistently provide high quality products.

Tested By Telcordia Laboratory Accreditations: ISO 9001:2008
The Tested by Telcordia logo identifies products that have undergone a thorough testing and analysis program conducted by Telcordia. Laboratory Accreditations: ISO 9001:2008 TL 9000® standards ISO 17025 Verizon Certified Independent Test Lab

Making First Contact What is your US presence?
Branch office Strategic Partner Distributor or Product Rep Rarely is there a single decision maker Many carriers implement a cross-functional approach to product selection. Network Solutions/Technology Network Planning & Engineering Network Construction Procurement/Purchasing Many US carriers purchase SOLUTIONS not components!

Key Offer – Engage Carriers Directly
Develop and sell products to the U.S. Market and gain a sustained competitive advantage based on timeliness, price and quality of products What else is needed? Deliver products that meet the standards, quality and deployment needs of the customer Clearly and thoroughly characterize non-conformances Focus on implementation and deployment costs

Address Customer Concerns:
Don’t lose sight of what is important to procurement organizations: How will you warehouse sufficient inventory? Can you ensure timely, efficient, and easy distribution of product? Do you have proper packaging, product labeling, and a well written instruction manual? Customer support – do you have highly available technical and administrative personnel? Establish a US based entity, partner, or use a distributor? “Buy America” may be required for certain Stimulus Funds and some larger carriers

RFP Response Development and Support
RFPs are the main tool used by U.S. Carriers to get product information and pricing - Are you getting carrier RFPs? The RFP response development process is the key to winning large carrier business deals RFP content is usually very comprehensive (not just pricing) Product conformance with carrier performance quality criteria Product Availability, Shipping, Training Warranty & Penalties Technical & Admin support Pricing RFP response must be equally comprehensive & timely

Develop an Effective Strategy
Demonstrate that you know your customers needs. Know the specific deployment requirements Show that you are reducing installation & maintenance costs Position solutions not commodity components Raise confidence through independent certifications of your products and production process. Product certification will help to level the playing field Carriers expect year performance Engage Carriers directly Leverage strategic partners Partner for solutions Show a commitment and availability to be in the market In North America, the RFP is very important! Best chance to show all of the above If awarded the business, the RFP response often becomes the basis for the contract.

Thank you! Michael Zammit Managing Director
Optical Analysis & Services Wencao Li FOC Business Developer - China

These are 5 ways to help your company enter the U.S. market
EASIER, FASTER and MORE COST EFFECTIVELY GR Consulting/Training 150+ GR Documents National Codes Vast Knowledge Site to Order GRs Telcordia Product Certification Test Report Used as Marketing Tool Test All Technologies (Optical, Access, Switching, OSP, Signaling) QMS & Factory Auditing Develop & Manage OEM’s Identification/ Provision of Applicable Standards Product Qual. QMS/Factory Auditing Engineering & Planning Perform Carrier Readiness Assessment Solution Development System integration Product Selection Process RFP support Prototype Design Verification Red Flag Testing Carrier Field Trials Engage with Carriers Directly Carrier Network Consulting Identify Carrier Contacts/RFPs Brokered Meetings (TRIAD Program)

五方面的协作，帮助贵公司进入美国市场更容易，更迅速，更有效！产品和互配性的测试确认美国国内的标准 RFP 的理解和反馈
把测试报告当成市场推广的工具测试所有产品互配性和兼容性 GR咨询 GR 文件产品和互配性的测试确认美国国内的标准 RFP 的理解和反馈执行运营商的审查评估 RFP 咨询 RFP 回答 RFP 支持高于运营商的预期和运营商直接合作交流设计确认性分析红旗测试计划电信类运营商咨询确认运营商的联系合作三方间合作

Winning Business With North American Carriers and Suppliers

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