1. BT Wholesale Product Review Forum
Steve Best
Director – Product Management
Welcome, Forum aims
& objectives

2. BT Wholesale Product Review Forum - Agenda
09.30
Welcome, Forum aims & objectives, scene-setting
Steve Best
09:40
Product overview sessions:
Wholesale Ethernet
Wholesale Leased Lines
Including Q&As
Paul Beacham
Leslie Hurrell-smith
11.00
Coffee break
11.20
Next generation interoperability product – IP
Exchange
Managed voice & messaging portfolio:
- Wholesale Calls
- IP voice services
- Messaging
- Conclusion
Lee Hollis
Mike Ward
Andrew Newbury
Melissa Mead / Dawn Cattell
Oli Barker
13.20
Close of Forum
13.30
Lunch

3. BT Wholesale Product Review Forum
Product overview
sessions 3

4. Paul Beacham Head of Wholesale Ethernet & Mobile Backhaul
BT WHOLESALE ETHERNET
Paul Beacham
Head of Wholesale Ethernet & Mobile Backhaul

5. WHOLESALE ETHERNET Coverage and rollout EFM Access Roadmap development
Product overview
Coverage and rollout
EFM Access
Roadmap development
Service update

6. Ethernet market overview
Bandwidth explosion is driving demand for Ethernet
Flexibility of bandwidth increase compared with traditional TDM
iPhone and iPlayer and convergence technology
Mobile backhaul. 2Mbits – 100Mbit/s – 300Mbit/s – 1Gbit/s
Ethernet market growing by 12%
National & International market growing at faster rate
BTW Ethernet order growth
Monthly order volume tripled
Market price reduction
30% in last 12 months

7. Ethernet from BTW - background
20C Ethernet
MegaStream Ethernet
National Ethernet from c.140 nodes
Ethernet over ATM
Available up to 100Mbit/s bandwidth
BTGS Product
Followed by launch of E-Line
SHDS Migrates to Openreach
Launch of 21CN Ethernet
Wholesale Ethernet launched June 2008
BT Group’s 1st 21CN product
Wholesale launched 6 months before retail variant
Initially available from 106 Core nodes
Expanded to 614 nodes by April 2009
Over 800 nodes end March 2010
Launch of copper access
Wholesale Ethernet Future
Continued node rollout based upon customer demand
Expansion of access and bandwidth options.
Enhanced service levels
Enhanced customer experience.
VPLS
SyncE

8. BT Wholesale Ethernet overview
National Ethernet over MPLS service specifically designed for the Wholesale market
Offers flexible bandwidth between 1Mbit/s and 1Gbit/s and a range of copper (EFM) and Fibre access options available
Available from over 800 Fibre Ethernet nodes across the UK
Point to point, point to multipoint + mesh supported
2 CoS supported:
Premium - offering low latency and jitter on an uncontended service
Standard - burstable, delivering bandwidth on demand, contended at 5:1
Hub site discount scheme applies offering up to 100% rental discount on hub links
Customer facing on-line pricing tool plus pricing tool API available
Self-service provision and via portal 8

9. Components of the service
Access circuit (Etherway)
Openreach products
10M,100M (inc LA)
1G (inc LA & ER)
Copper (EFM) 2-10M
Core & Backhaul (Etherflow)
Ethernet over MPLS
21C Backhaul network
1-500M & 1G
Hub circuit (Etherway)
Openreach products
10M,100M (inc LA)
1G (inc LA & ER)
21C Backhaul
Up to 8 copper pairs
106 Metro nodes (EEA)
EFM aggregation equipment in enabled exchange
107 – 810+ Ethernet nodes (EES)
Connectivity from Customer premises to POP (EEA & EES) – “Etherway”
E2E Bandwidth from premises to premises – “Etherflow”

10. Wholesale Ethernet – the growth of access options
Current Access options supported
Fibre Access (EAD based) – 10, 100 & 1000Mbit/s
Standard, local access and extended reach for 1000Mbit/s
Resilient Fibre Access
Etherway Protected (RAO1) – diverse fibre routes, single PoP & switch
Etherway Diverse Plus (RAO2) – diverse fibre routes, PoPs & switches
Etherway Exchange Connect (In-building Handover ) – 1Gbit/s
EFM (Copper) – 2,4,6,8 & 10Mbit/s
Future Access
10G Fibre Access (WES based and IBH)
Radio Access
3rd party access (under evaluation)

11. Wholesale Ethernet – resilience options
Single path from customer site to 21CN Node
Etherway Standard Resilience
2 Routes working as Main / Standby pair with only 1 in use at a time (single 21CN Node)
Etherway Protected
Protected Resilience Option
Etherway Diverse Plus
Jun 2010
Etherway Diverse
2 Discrete Access circuits to separate Nodes
Diversity between the 2 accesses is provided between customer and Nodes
Both accesses can be used at the same time
2 Discrete Access circuits to a single Node
Diversity between the 2 accesses is provided between customer and Node
99.97% Target availability
99.93% Target availability
99.99% Target availability
99.98% Target availability

12. Ethernet geographic reach – Fibre Access
BT offers widest national footprint of high-speed Ethernet in the UK - Fibre Access from 815+ nodes
Interconnect capability available anywhere in the Ethernet network
Interconnect bandwidth flexibility & Resilience options
80%+ Own exchange UK business coverage
Rollout drives competitive commercials with low cost access

13. Ethernet in the First Mile access (EFM)
EFM is an access capability that delivers Ethernet over the existing, ubiquitous copper infrastructure, fitting between DSL and fibre capabilities
FEATURES
Delivered over ‘bonded’ multiple copper pairs
Symmetrical bandwidth
Speeds from 2Mbit/s to 10Mbit/s
Range up to 5km
Used for access to Layer 2 and 3 networks
Roadmap to improve repair SLA to 7hrs
BENEFITS
Rapid deployment - delivered in 25 days
Reduced costs
Inherently resilient (multi-pair deployment)
Flexibility to change speed
SCENARIOS
Suitable for connecting:
Home offices / home workers
Branch offices
Retail premises
Corporate networks
WHY EFM?
Broad geographic reach : 715 nodes across the UK
More flexible and cost-effective than private circuits (reduces costs by up to 50%)
Cheap, flexible and inherently resilient 13

14. 715 EFM Nodes Live Up to 5km distance from exchange
Up to 10Mbit/s offered
Pricing and coverage subject to availability of copper pairs
Multiple pairs supports greater resilience
Access bandwidth flexibility

15. Ethernet product roadmap
Development roadmap on-line
Customer engagement in development process – webinar and workshop inputs
Ethernet product developments
Apr-Jun ‘10
Jul-Sep ’10
Oct-Dec ‘10
Jan-Mar ‘10
Stacked VLAN
Co-ordinated Handover
VPLS
Sep
May
Mar
Knowledge Based Diagnostics
Etherway Diverse
EFM repair SLA improvement
24hr – 7hr
Jun
Nov
10G Access
Feb
Nov
Radio Access
Jan

16. Wholesale Ethernet service update
Wholesale Ethernet provision performance issues in initial part of 2010 affected by Openreach Ethernet service crisis
Standard lead-time for fibre Wholesale Ethernet is currently 60 days subject to survey
Prior to Openreach Service crisis orders were typically delivered in between days
Openreach recovery glide path:
Provision BAU for new services end May ‘10
In-flight BAU including backlog end July ‘10

17. Ethernet service improvements
Improvements being experienced:
Reduced numbers of orders that are being delivered later than CDD outside of backlog
Reduction in the volume of orders which are “delayed” in Openreach
We are also seeing better performance in planning and better CPDs provided for more recently placed orders
SFU success rate increased to 80%+ with backlog clear

18. Thank you Questions?

19. WHOLESALE LEASED LINES
Leslie Hurrell-smith
Head of Data Products

20. WHOLESALE LEASED LINES
Background
History
Key benefits
The future
Questions

21. Wholesale Leased Lines - product family
PARTIAL PRIVATE CIRCUITS
SITE CONNECT
RADIO BASE STATION
Wholesale variant of BT Retail Private Circuits
Network Extenders
Buy or build?
Pricing
Service wrap

22. Wholesale Leased Lines - history
Partial Private Circuits
August 2001
Oftel determination to encourage competition
BTW launch Partial Private Circuits
2006 – available to Mobile Operators
Radio Base Station
SiteConnect
2002 –
Site Connect launched for the Mobile Operators
Radio Base Station
2004
Radio Base Station launched

23. Traditional Leased Lines – market overview
Spend in decline
Leased line volumes peaked
Sub 2mbit/s volumes show fastest decline
Demand for bandwidth has increased
Traditional market decline is 19%
Ethernet market growth is 12%

24. A “typical” Wholesale Leased Line
Local Exchange
Main Exchange
Main Exchange BT
BT Core
3rd Party Site
Customers
Network
“A”
Point of Handover end.
The Circuit
“B”
3rd party
end.
Terminating Segment
Access via
Fibre or Copper
Handover to Communications Provider
Trunk Segment
Simply – A Wholesale Leased Line will connect customers of another Communication Provider (CP) through the BT Network back to that CP’s network

25. Some detail Bandwidths Partial Private Circuits –
64 Kbit/s to 155 Mbit/s, the staple” is 2 Mbit/s which can be “bundled”
Radio Base Station –
128 Kbit/s up to 2 Mbit/s, and 8 Mbit/s bundles comprising 4 x 2 Mbit/s
SiteConnect –
2 Mbit/s and 155 Mbit/s, and 8 Mbit/s bundles as with Radio Base Station

26. Some detail – regulation
Wholesale Leased Lines are formally regulated by OfCom
Regulated on
Price
Cost
Notification
Discrimination
Eligibility

27. Benefits of Wholesale Leased Lines
National coverage
Robust service levels
On line pricing tool
On line ordering
On line fault reporting
Managed accounts
Dedicated customer management centres
Product specific communications and forum
World class performance

28. World class service

29. World class service

30. What next? Development roadmap
Major launches
- Managed A end shift
- Point of Handover charges
Continued drive on service
- Improving lead times
- Improved diagnostics
- Reduce Early Life Failures

31. 21CN ....... Two main areas of focus for leased lines.
- 2 Mbit/s and above
- Sub 2 Mbit/s

32. And finally
- Decline Growth Alignment to BT Wholesale Ethernet

33. Thank you Questions?

34. BT Wholesale Product Review Forum
Coffee break 34

35. BT Wholesale Product Review Forum
Welcome back
Product overview
sessions continued 35

36. Optimising IP interoperability
Lee Hollis
Head of Product Management
(Interoperability)
BT Wholesale 36

37. What is interoperability?
“…. Interoperability services enable communication providers to connect to each other, to connect their end users to other end users, and to pay and get paid for doing so – independent from the technology, networks or devices used …..”
Traditional wholesale…
Surplus sales to reduce unit cost Sales via price Sales of commodity services Release cycles technology driven

38. Interoperability - meeting the challenges of today’s and future markets
Fixed Operators
Legacy infrastructure
Increased competition
Cost reduction
Improve speed to market for new services
Mobile Operators
Addressing emerging markets
Innovate new services more quickly
Cable Operators
Gain market share on traditional services
Improve penetration of voice
Improve product development
Alternative Network Operators
Acquire new customers
Future proof network investment
Investors and new entrants
Gain market share
Innovation and customer insight
Maintain investment value
Optimise OPEX
Competition
Performance Visibility
Proactive Support
Quality of Service Reporting
Service Level Guarantees
Service Convergence
Operations Costs
Customer Retention
Increased Automation
24x7 tiered Support
The challenges are not the same – the solution needs to be!!! 38

39. Optimisation Drivers Challenges Common IP NGN Capex Innovation
Customer led
Flexibility
Quality options
Costs options
Portal driven service options
Growth opportunity
Challenges
Capex
Opex challenges
New technology
Platform stability
Plethora of interfaces
TDM Base
Substitution effect
Support ISUP legacy
Migration
“…. Interoperability services enable communication providers to connect to each other, to connect their end users to other end users, and to pay and get paid for doing so – independent from the technology, networks or devices used …..”
Traditional wholesale…
Surplus sales to reduce unit cost Sales via price Sales of commodity services Release cycles technology driven

40. Management information
BT Interoperability (IP Exchange: the basics)
IP EXCHANGE:
enables communication providers to connect to each other,
to connect their end users to other end users,
and to pay and get paid for doing so –
independent from the technology, networks or devices used …..”
IP EXCHANGE
SS7 IP
CP BBV NETWORK
MOBILE NETWORK
PSTN NETWORK
Call Manager
Number translation
Billing & Charging
Management information
SS7/IP
Growing market?
Service doubling in scale every 6 months.
Includes Full IP-IP , IP to TDM and TDM to IP Interoperability
Strategic “Enum enabled” Number Management and Number Portability.

41. IP Interoperability - bespoke approach to customers - expanding global reach
Complete range of IP-based services relying on BT 21CN Core ( BT Global IPX )
Open and flexible environment - Unified Access (connect to one, connect to many)
Building-block approach to match all CP and SP needs from inter-provider connectivity to value-added services
BT provides specific services based on customers’ needs, allowing them to pick and choose from the different layers what fits their market ambitions

42. The protocol challenge – “getting there”
There is a growing demand for multiple deployments of SIP from our customers
Drivers:
Many ISPs & VoIP providers do not require the full ISUP feature set
Demand early interconnect to meet aggressive business plans
Protocol requirements driven by softswitch and end device combination
Current status:
BT has 100+ IP interoperability customers in the UK with many flavours of SIP
BT launched SIGTRANS to support Vodafone in Dec 2009
BTW won ITSPA Award for “Most Innovative Product” for IP Exchange in Dec 2009

43. How do we optimise given these challenges?
Diverse and separate access options : “Gig E to
Diverse and fully resilient IP core – national and global
Unified access to IP Exchange to support multiple services
Involved in i3 , GSMA, remaining at the heart of future standards
NOC to NOC Service Support Model
Sandbox testing
Captive model – simulate live network
All new customers go through sandbox
All new software loads tested
www. access to sandbox for rapid testing
CRITICAL to technical optimisation
GSMA requirements

44. Our solution is the ENUM platform
Controls all routing functions based on commercial rules
Contains number portability data
enabling portability aware routing
ENUM global interworking to facilitate remote data base look up
minimise transcoding
reduce cost of termination
Underpins Federation opportunities to enable the above
Enables the scalable association of applications to numbers.

45. Commercial optimisation
Challenges
Routing decisions – cost & quality
Number portability data & costs
Migration costs from TDM to IP
Replacement of established interconnect arrangements
Multi Bi-lateral overheads
Our Response:
Enum routing and IP Federation–
Number portability & 999 support
Port flexibility with low commitment entry level
Competitive PPM rates (Full A-Z)
Pre-pay capability
Connect once - connect to many
Future VAS roadmap (Eg Video)

46. Service development roadmap
09/10Q4 10/11Q1 10/11Q2 10/11Q3 10/11Q4 11/12Q1
Value-added Services
Pre -Pay
Automation
VAS
Trials
Launch VAS
Transactions & Clearing
T&C
Trials
Launch T&C
ENUM Routing
(Advanced Federation Trials)
Automated / Enhanced UK Number Management
Numbering & routing / ENUM
ENUM Routing
Non-UK number hosting and management
Global IP Voice
Pre-launch
Global IP Voice Launch
Global IP Voice Strategic expansion
Inter-provider connectivity
Trial Mobile IP Signalling Exchange
Launch Mobile IP Signalling Exchange
IP Interoperability Platform and Service improvements
Target Launch
Committed
Not committed

47. Interested in hearing more?
Team available today for one to one debate
Opportunity to experience the solution and grow
Test and connect now – then grow together
Minimum 30 port agreement

48. Our answer is IP Exchange from BT Wholesale
Major Investment focus 10/11
European VoIP interoperability
SIP and SIP-I live across Europe- Flexible Commercial options
NOC to NOC Service Support Model-
Customer recognised excellence re “Sandbox” approach.
ITSPA “Most Innovative Product of the Year”
Our
Customer

49. Thank you Questions?

50. Managed Calls & Messaging Product Line
Mike Ward
Melissa Mead
Dawn Cattell
Andrew Newbury
Oli Barker

51. Agenda Overview Mike Ward Wholesale Calls (WSC) Mike Ward
Messaging Melissa Mead & Dawn Cattell
IP Voice Services (IPVS) Andrew Newbury
Conclusion Oli Barker

52. Managed Calls & Messaging Product Line
Overview
Mike Ward
Head of Product Manager (BTW) 52

53. BT Wholesale’s voice & messaging portfolio
WCLA
WCLI
Wholesale 1571
Call Mapping
Fixed Line Text
Hosted VoIP (IPT/Centrix)
SIP Trunking
IP Access (DSL)
Equipment (IP Phones & Media Gateways)
Calls
Future Messaging
WSC & MSG
Wholesale Calls, Messaging
IPVS
IP Voice Services
CONVERGED MSG
Messaging & Voice Applications
TDM IP
TDM/IP 53

54. The voice evolution
Traditional TDM services under threat from emerging Next Generation IP services
TDM is still going strong but IP is here and needs to be embraced and not shied away from
BT Wholesale provide ‘Legacy’ and ‘Next Generation ‘Managed’ telephony services TODAY and provides them as a commercial bundle
BTW will continue to innovate in the field of voice communications, staying static is not an option

55. Managed Calls & Messaging Product Line
Wholesale Calls
Michael Ward
Head of Product Manager (BTW) 55

56. What is Wholesale Calls (WSC)?
“Allows BT Customers to provide a managed End 2 End calls service without the need to build, run or maintain a switching infrastructure”
“Provides an alternative to either Carrier Pre-selection (CPS) or Indirect Access (IDA).”

57. 1 2 3 4 Product overview Wholesale Calls from BT Wholesale
Wholesale Calls Line Associated (WCLA) 1 2
Wholesale Calls Line Independent (WCLI)
Tiered and Bespoke Pricing 3 4
BT Account Management

58. Market positioning
WSC is mature product that BTW launched over 12 years ago in a market that is still expanding…even with the rapid advancement of IP Voice services
Target primary market is intermediates calls market, including CPS
WSC serves both consumer and SME markets
WSC is a major player in the market competing alongside the likes of C&W, Gamma and CPW
WSC will continue for the foreseeable future to co-exist with IP Voice type services, providing a gradual migration path from TDM to IP

59. Product benefits for BT’s customer2
Simple, Flexible Pricing
• Pricing tiers
Bespoke Pricing
No set-up costs 1
Managed Network
• No need to build a network
Save capex, low risk • Facilitates market entry 3
One Stop Shop
• Combine Calls with Access 4
Built by BT
•Unrivalled UK experience in calls and access markets
Backed by leading UK network, trusted brand
•99.9% call success rate 5
Combined Commitments
• IPVS calls and Wholesale calls count towards Wholesale Calls Commitment package

60. Key product roadmap development items
DEDS re-platform (cost reduction) June 2010
Customer billing information (NCIP) July 2010
Anti Slamming (RIDS backfill) July 2010
Invoice, & Rate Card formats, fraud mgmt Sept March 2011
Single migration process (regulatory) /2012

61. Managed Voice & Messaging Product Line
Melissa Mead & Dawn Cattell
Product Managers 61

62. 1 2 3 4 5 Product overview Wholesale Messaging Wholesale 1571
Call Mapping 2
Fixed Line Text 3 4
Converged Messaging 5
BT Account Management

63. Product benefits/USPs1 2
Wholesale 1571
Allows EUs to keep in contact with friends, family
Simple-to-use, cost-effective and innovative answering solutions
Increases call stimulation and completion rates
Call Mapping
Allows CPs to utilise BT’s network functionality and conveyance with their own voic 3 4
Fixed Line Text
Cost-effective addition to your service portfolio boosting network traffic
A springboard for other SMS-based services
Converged Messaging
Voic accessible in any format, on any device

64. Converged Messaging End User Communications Provider
Voic
not always easy to use
not always available
Voice to Text
read and listen to messages
available when and where you need it
low cost entry level product
Communications Provider
Voic
a cost
an ante-item
Voice to Text
directly interface with CP’s voic platform
capability available on WS1571
with integrated voic
Why purchase Voice to Text from BT?
High margin item with reasonable end customer price points
Optional advertising revenue and multiple mailboxes per home
Product differentiator leading to increased customer retention
Managed service offering

65. Converged Messaging – how does it work?
Caller
Operator
Call/Scrip Flow
Call is placed – no reply – goes to Voic
Voic recorded (via BT or CP platform)
Voic sent to Voice to Text, converted and returned in text format
Text file sent onto end user via SMS, and on-line
Web based visual voic 65

66. 1 2 3 Launch status Customer trials May - June 2010
Phase 1 launch July - December 2010 3
Phase 2 launch January - March 2011

67. Managed Calls & Messaging Product Line
IP Voice services
Andrew Newbury
Senior Product Manager (BTW) 67

68. IP VOICE SERVICES 3 MINUTE MESSAGE (VIDEO)

69. 1 2 3 4 5 6 Product overview Next Generation Voice from BT Wholesale
Hosted IP
Telephony 1
SIP Trunking 2
IP Access 3 4
Customer Premise Equipment
BT Advance Marketing Support 5 6
BT Account Management

70. Market positioning
Sectors Construction, Public Sector, Retail, Hospitality, Managed Offices, Professional Services
Proposition
Flexibility
Home working
Low Capex
Free On-Net calls between all sites
Advanced telephony features
Disaster recovery
Meet ‘Green’ obligations
Extend the life of the PBX, both TDM and IP
Reduce ISDN costs

71. Product benefits for BT’s customer2
Portal driven
• Reseller & End User Portals provided • Real time Customer, or End User, driven activation 1
BT Managed network
• No need to build a network • Backed by ‘Award Winning’ IP Exchange Platform 3
White label service
• Reseller Branded Portals and applications • Reseller brand able marketing collateral provided 4
Integrated hosted IPT & SIPT
•Hosted IPT and SIPT ordered from the same portal
•On Net calls between both services 5
Combined commitments
•IPVS calls and Wholesale calls count towards Wholesale Calls Commitment package

72. 1 2 3 Launch status Market trials Dec 2008 – March 2009
Trial extension April 2008 – March 2010 3
Full launch 17th May 2010

73. Key product roadmap development items
Plusnet Partner ‘Assured Voice’ DSL June 2010
Call Recording July 2010
High Speed Access Oct-Dec 2010
Fault Diagnostics Platform July 2010
IP-PBX Interop Programme Phase October 2010

74. Trial feedback from customers
"The quality of the call routing has been very good”
“The support is good”
“Pre provisioned phones from eCatalogue make provisioning a lot easier."
"The support desk is superb.
“The call quality and lack of delay is excellent compared to some other SIP providers we've experienced."

75. Managed Calls & Messaging Product Line
Conclusion
Oli Barker
Head of Product Manager (BTW) 75

76. Preparing for your future..

77. Pro-actively respond to business and market changes

78. BTW as your key supplier in the journey

79. Managed Calls & Messaging Product Line
Further information 79

80. Further information www.btwholesale.com Roadmaps Products Contact
Available to registered users
Product developments and updates
Products
Product descriptions/user guides
FAQs/technical information
Contact
Your BT Account Team

81. Thank you Questions?

82. BT Wholesale Product Review Forum
Steve Best
Director – Product Management
Close of Forum 82

83. BT Wholesale Product Review Forum
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