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1 © 2001, Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID AT&T Overview 2006
222 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID Objectives Understand the primary elements of ATT’s value proposition to your customers Understand ATT’s value to you (ESO) as a partner Understand the key differentiators for ATT
333 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID AT&T’s Vision To be the only Communications and Entertainment Company our customers will ever want.
444 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID The New AT&T… The Power of the New AT&T Largest U.S. telecommunications provider No. 1 in... switched access lines, LD and DSL lines in service, data revenue and wireless subs in the U.S. One of largest telecom providers in the world Better network with unsurpassed global IP-based network capabilities, assets and resources Strong financial stability Nation's largest digital voice and data network Global backbone network averages 5.4 petabytes per business day Owns 60% of Cingular Wireless ®, the nation’s leading provider of wireless voice and data services including wireless coverage in 170 countries 55.8 million wireless subscribers 7.4 million broadband DSL lines in service Access to more than 33,000 Wi-Fi hot spots in 64 countries Global MPLS service in 127 countries Serves virtually all Fortune 1000 companies and all S&P 500 companies with IP services AT&T and SBC companies combined own more than 6,000 patents and 7 Nobel prizes
555 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID AT&T’s Commitment to the Enterprise Enabling business success Applications will only perform well in a reliable, global, application- aware networking environment. An integrated, agile networking platform is a requirement for delivering Dynamic IT. The network is the linchpin for end-to-end enterprise security management. Enterprises must have online visibility and control, while employees need flexibility and ease-of-use. Mission-critical applications are available and accessible anywhere, anytime. Easy management of hybrid environment, no “fork-lift upgrades,” and timely deployment of network and applications resources. Enhanced productivity, management, and ROI, driven by unified command and control. Proactive monitoring, predictive intrusion management, and real-time mitigation, a ‘worry free’ network and application experience. The new AT&T DeliversThe new AT&T Understands Performance Agility Control Security
666 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID Leading performance on key metrics – Near-perfect packet delivery - highest sustained consistency in the industry – Average 13% better latency Most comprehensive, predictive, preventive, and proactive fault management –Network designed to be single link / single node survivable –All nodes connected to at least two others –Redundant hardware configurations Industry-leading SLAs at network, server, application, and transaction levels Advanced intelligence for performance and traffic management AT&T’s MPLS Network Leadership by the numbers Access to MPLS services in 127 countries from more than 1,500 service nodes* Remote access from over 44,000 points in 149 countries 4 million users of remote access client software 143,000 routers and over 960,000 ports managed for customers Over 100,000 MPLS customer ports 5.4 petabytes of data traffic on avg. business day 30 Global Internet Data Centers Worldwide global network with 523,000 route miles Delivering unsurpassed application performance around the world *127 countries served include satellite and leased line extension “AT&T is clearly the industry's leading primary provider for business voice and data services, and cited as the best-positioned global network provider by 42 percent of 743 Global MNCs (with employees) polled.” (Yankee Group, 2005 Global Network Strategies Survey, 12/05)
777 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID Declared VPN industry leader by three top analyst firms (Forrester Research, In-Stat MDR and IDC) VPN platform is designed to flexibly enable all services over IP – Unique infrastructure supporting application-aware networking – Infrastructure is tuned to meet the requirements of vertical, core enterprise (SCM, ERP, etc) and real-time communication applications Multiple access options: Integrates multiple access technologies, including third-party services, to enable customers to maximize existing assets while building IP capabilities – Wireless: With 55.8 million subscribers, nation’s largest digital voice and data network and largest global presence in more than 170 countries – WIFI: More than 33,000 WIFI Locations in 64 countries with dial up services available in 149 countries – DSL: more than 7.4 million lines and available in all major US markets, Australia, and 11 European countries One of the strongest and most secure forms of access available. AT&T Global Network Clients supports 4 million end- users with a single sign-on and intelligent connection automatically identifying preferred access method Named by CIO Magazine to the Agile 100 list for its ability to adapt quickly to changing business conditions (2004) Building the best platform for integrating applications quickly and easily with VPN as the foundation
888 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID Offering unparalleled control and visibility from the desktop Network Administration One of the most comprehensive toolkits in the industry, providing a single view for all AT&T services Customized view into your infrastructure, providing visibility and control at the end-user level Service-specific capabilities – Network topology maps – Performance reporting – Ticketing – Ordering End-User Tools Personalized profile management Identical end-user experience for wireless, wireline, etc. Intuitive and user-friendly interface Single log-on Embedded security Web-based billing analysis tool Performance Management End-to-end view of traffic for: – CoS partitioning – Charge-back reports – Visibility of unexpected traffic – Deeper root cause analysis 24/7 data collection across 100% of the traffic Real-time performance reports as part of hosted solution: – URL Availability – Transaction Response Times – On-demand and ad hoc reporting
999 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID Most Comprehensive Security Portfolio Personal, network and premise-based firewalls AT&T Internet Protect SM (predictive alerting and notification) DDoS defense and mitigation Token authentication and PKI Managed intrusion prevention and detection Anti-Spam and anti-virus scanning Network integration and consulting Most Comprehensive Security Portfolio Personal, network and premise-based firewalls AT&T Internet Protect SM (predictive alerting and notification) DDoS defense and mitigation Token authentication and PKI Managed intrusion prevention and detection Anti-Spam and anti-virus scanning Network integration and consulting Defense–In–Depth Architecture Security at every layer from network to application All net flow traffic is monitored, enabling us to respond instantly to abnormalities We detect traffic anomalies and cyber attacks in the early stages, enabling customers to take remedial action to contain risk Defense–In–Depth Architecture Security at every layer from network to application All net flow traffic is monitored, enabling us to respond instantly to abnormalities We detect traffic anomalies and cyber attacks in the early stages, enabling customers to take remedial action to contain risk Core Network Security Core network security is part of every solution We monitor 2.0 petabytes of IP traffic/day for suspicious activity IP addressing plan separates network elements from customer connections Points of presence built with multiple security zones Hardened infrastructure elements Core Network Security Core network security is part of every solution We monitor 2.0 petabytes of IP traffic/day for suspicious activity IP addressing plan separates network elements from customer connections Points of presence built with multiple security zones Hardened infrastructure elements Expertise and Experience More than 1,400 world-class security experts and support professionals 5,000+ security devices managed 194,000+ tokens managed Expertise and Experience More than 1,400 world-class security experts and support professionals 5,000+ security devices managed 194,000+ tokens managed Presenting network security expertise and a range of capabilities THREATS AT&T Global Network as Front Line Security PHYSICAL LOGICAL ECONOMIC POLITICAL SOCIAL Customer Site Client Enterprise Remote Worker Dial DSL Cable "Its processes, especially those related to continuous, proactive performance and security monitoring of both physical and virtual elements, are superior to all others." (AT&T Leads in North American MPLS Services, Forrester Research, Inc, 02/16/2006)
10 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID Enhanced VPN Services Data/IP Connectivity Services High Availability & Security Services Hosting Intelligent Content Distribution Services Managed Data Storage Managed Internet Services Managed Data Services Frame Relay / ATM Private Label Services Enhanced VPN Services Private IP and Native IP Remote Access Site to Site Ultravailable Solutions Business Continuity Assessment Managed Firewall Services Managed Token Authentication Managed Intrusion Detection e-Infrastructure Services AT&T’s Managed Services AT&T Global VPN Service – Network Magazine Product of the Year Best Solutions Hosting Provider – Web Hosting Magazine VPN Market Leader – Yankee Group Best Overall Managed Services Portal – Tier 1 Research AT&T Ranked #1 in pure IP Backbone Performance – Boardwatch/Keynote
11 © 2001, Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID AT&T Cisco Partnership Benefit
12 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID How AT&T & Cisco Together Benefit Your Customers Key Takeaway: Customers will be able to take advantage of our combined skills and scale to address networking needs today Continuous innovation around future networking requirements Innovative solutions, best in class resources, service reliability and improved return on networking investment Enhancing the portfolio of services available INNOVATION Speeding access to emerging services DEVELOPMENT Our resources extend the customer’s IT organization RESOURCES Collaborating to drive streamlined decisions DESIGN Enabling business productivity & connectivity PERFORMANCE
13 © 2001, Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID The Key Differentiators
14 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID AT&T’s Differentiators The only Alliance partner offering 20 Managed Services to the Enterprise marketplace and generating significant revenue The only Alliance partner that has already committed and built out their IP, Frame and Metro Optical networks - all on Cisco technology The only Alliance partner with a Cisco Frame Network, including IPeFR (IP over Frame MPLS Service) A proven “go-to” partner for managed services based on Cisco’s Optical, IP telephony and Security Advanced Technologies. The only Alliance partner with a fully built out MPLS 100% Cisco network Globally - EMEA, Latin America, Asia Pac and Japan The only Alliance partner with an Indirect Channel currently selling Cisco based Managed Services. The only Alliance partner with a true global reach.
15 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID End-to-End Service Portfolio OUTSOURCING OPTICAL 800 SDN VOIP IP-ENABLED FRAME MANAGED SERVICES SWITCHED VOICE IP FRAME/ ATM PRIVATE LINE ACCESS Market Leadership Product Apps Breadth Retail Service Layer/Channel Brand Scale and Ubiquity Unit Cost/ Tech Ldrship & Geographic Reach Application Connectivity Services Access/ Local Services Transport
16 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID Supporting Your Customers Evolving and Complex Environment Customers Design Design Centers of Excellence 200+ Engineers and Designers Technical Leads Average 13+ Years of networking & IT Experience Define Architecture and Topolgy Network and Access Security Hardware/Software Engineer for Performance and Business Continuity Deploy Creation, execution & management of Project Plans (ISO 9001 Certified)Global Procurement & Provisioning Global Configure/Test/Installation Establish & Integrate operational Infrastructure (performance reporting, portal access, etc.) Trained Professionals using Proven processes (7,500 global individuals) Manage End-to-end Service Management (Proactive, Reactive & Predictive) Single Global Platform ( iGEMS) Performance Management (Network / Application) Service Level, Availability and Performance reporting (via portal) Proactive Client Servicing
17 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID Partner Skills Assessment & Development TypeCCNACCNPCCDACCDPCCIE Total# Local# Partner Technical Skills Assessment Company’s Cisco Certification Level: __CCIE__________________ Cisco Specialization# of Local Engineers IP Telephony6 VPN/Security3 Wireless2 Optical
18 © 2001, Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID Forecasting, Ordering, Claiming and Uplift
19 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID AT&T Managed Services Order Process Process CPE orders for Managed Service deals typically take longer to book than simple hardware drop-ship (resell) orders based on the following factors: level of detail of the overall solution complexity of the network design provided by the SP value-added support (ie. SLAs, etc) and most importantly, due to the lead times for turning up local loops which are outside of AT&T ’ s control. Cisco CPE is typically not ordered for managed deals when contracts are signed but when the design is completed and visibility to the local loops turn-ups is available.
20 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID AT&T Managed Services Claim Process If an ESO does not receive credit for a Managed deal 6 weeks after the customer has signed off, or suspects credit for a managed deal was not provided, they should: Collect the following information and pass it onto the local AT&T CAM Which AT&T managed service was sold (eg. MIS+, INCS, MRS, etc.)? Customer name and location? What Cisco products were sold (models), and what quantity of each? Name of AT&T sales person and contact information? Dollar Amount of Order at List Price? AT&T CAM will verify the claim and forward to AT&T Direct Team who will Allocate sales credit to the ESO AM OR They will provide an SO number(s) for the ESO to claim credit on the Cisco internal URL to do this --- gi gi Once the AM holds L credit and if solution is eligible for uplift, it may be claimed at
21 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID AT&T Uplift AM must have been working with AT&T on the opportunity. AM must have a current SPSE designation. annels/spchannels/news/ shtml Once the AM has received credit for the managed service he can go to the PPS tool to claim uplift. ales/isp/pps/compensation/i ndex.html Uplift will take approx 1-2 weeks to go through the approval process and credit the AM. EligibilityProcess
22 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID AT&T Alliance Services Managed Service Timeline ESO Incentive Router Connectivity Service Portfolio: Frame Relay w/ Managed Router, Managed Internet Service, Managed Access Redundancy Option, Managed Inverse Mux Access (ATM), Frame Relay with Bundled Router Today+25% Managed VPN Portfolio: Enhanced VPN, IP-FR w/ Managed Router, Remote Access VPN (Premise Based), Site-to-Site VPN (Premise Based), Private Network Transport (PNT) Today+50% Managed Security Portfolio: Managed Intrusion Detection Service, Cyber Security Service, Managed F/W – IOS, Managed F/W – PIX, Internet Protect w/ DDoS Mitigation Today+50% Managed Optical Portfolio: Ultravailable (DWDM), Accu-Ring (SONET) Today+50% Managed Voice: IP Contact Center, Integrated Network Connection Service, Managed IP Telephony Today+50%
23 © 2001, Cisco Systems, Inc. All rights reserved. Presentation_ID
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