AT&T Overview 2006 Session Number Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 1
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 Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 2
AT&T’s Vision To be the only Communications and Entertainment Company our customers will ever want. Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 3
The New AT&T… Nation's largest digital voice and data network 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 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 Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 4
AT&T’s Commitment to the Enterprise Enabling business success The new AT&T Understands The new AT&T Delivers Applications will only perform well in a reliable, global, applicationaware networking environment. Mission-critical applications are available and accessible anywhere, anytime. Agility An integrated, agile networking platform is a requirement for delivering Dynamic IT. Easy management of hybrid environment, no “fork-lift upgrades, ” and timely deployment of network and applications resources. Control Enterprises must have online visibility and control, while employees need flexibility and ease-of-use. Enhanced productivity, management, and ROI, driven by unified command control. The network is the linchpin for end -to-end enterprise security management. Proactive monitoring, predictive intrusion management, and real-time mitigation, a ‘worry free’ network and application experience. Performance Security Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 5
Delivering unsurpassed application performance around the world Leading performance on key metrics AT&T’s MPLS Network Leadership by the numbers – 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 • 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 • Advanced intelligence for performance and traffic management *127 countries served include satellite and leased line extension 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 “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 5000+ employees) polled. ” (Yankee Group, 2005 Global Network Strategies Survey, 12/05) Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 6
Building the best platform for integrating applications quickly and easily with VPN as the foundation 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 endusers 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) Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 7
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 Performance Management • – – • Service-specific capabilities – – Network topology maps Performance reporting Ticketing Ordering End-to-end view of traffic for: • Co. S 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 ad hoc reporting §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 Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 8
Presenting network security expertise and a range of capabilities 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 • • THREATS • Defense–In–Depth Architecture PHYSICAL LOGICAL ECONOMIC POLITICAL Expertise and Experience • More than 1, 400 world-class security experts and support professionals SOCIAL AT&T Global Networ k as Front Line Securit y • Client Enterprise Customer Site Dial DSL Cable Remote Worker 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 Most Comprehensive Security Portfolio • • Personal, network and premise-based firewalls AT&T Internet Protect. SM (predictive alerting and notification) • 194, 000+ tokens managed • Token authentication and PKI • Managed intrusion prevention and detection Anti-Spam and anti-virus scanning • 5, 000+ security devices managed DDo. S defense and mitigation • • • Network integration and consulting "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) Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 9
AT&T’s Managed Services Best Solutions Hosting Provider – Web Hosting Magazine Best Overall Managed Services Portal e-Infrastructure Services – Tier 1 Research VPN Market Leader – Yankee Group AT&T Global VPN Service – Network High Availability & Security Services Magazine Product of the Year AT&T Ranked #1 in pure IP Backbone Performance – Enhanced VPN Services Boardwatch/Keynote Data/IP Connectivity Services Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. Hosting Intelligent Content Distribution Services Managed Data Storage Ultravailable Solutions Business Continuity Assessment Managed Firewall Services Managed Token Authentication Managed Intrusion Detection Enhanced VPN Services Private IP and Native IP Remote Access Site to Site Managed Internet Services Managed Data Services Frame Relay / ATM Private Label Services 10
AT&T Cisco Partnership Benefit Session Number Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 11
How AT&T & Cisco Together Benefit Your Customers Our resources extend the customer’s IT organization Enhancing the portfolio of services available INNOVATION Speeding access to emerging services DEVELOPMENT Key Takeaway: Presentation_ID RESOURCES Innovative solutions, best in class resources, service reliability and improved return on networking investment Collaborating to drive streamlined decisions DESIGN Enabling business productivity & connectivity PERFORMANCE • Customers will be able to take advantage of our combined skills and scale to address networking needs today • Continuous innovation around future networking requirements © 2001, Cisco Systems, Inc. All rights reserved. 12
The Key Differentiators Session Number Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 13
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 IPe. FR (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. Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 14
End-to-End Service Portfolio OUTSOURCING Market Leadership Product Apps Breadth Retail Service Layer/Channel Brand 800 SDN SWITCHED VOICE Scale and Ubiquity VOIP IP IP-ENABLED FRAME/ PRIVATE LINE ATM ACCESS Unit Cost/ Tech Ldrship & Geographic Reach Presentation_ID MANAGED SERVICES OPTICAL © 2001, Cisco Systems, Inc. All rights reserved. Application Connectivity Services Access/ Local Services Transport 15
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 • • • Presentation_ID End-to-end Service Management (Proactive, Reactive & Predictive) Single Global Platform ( i. GEMS) Performance Management (Network / Application) Service Level, Availability and Performance reporting (via portal) Proactive Client Servicing © 2001, Cisco Systems, Inc. All rights reserved. 16
Partner Skills Assessment & Development Partner Technical Skills Assessment Company’s Cisco Certification Level: __CCIE_________ Cisco Specialization IP Telephony VPN/Security Wireless Optical # of Local Engineers 6 3 2 Type CCNA CCNP CCDA CCDP CCIE Total# 454 193 113 57 28 Local# Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 17
Forecasting, Ordering, Claiming and Uplift Session Number Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 18
AT&T Managed Services Order 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. Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 19
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 • • They will provide an SO number(s) for the ESO to claim credit on the Cisco internal URL to do this --http: //wwwin. cisco. com/WWSales/sms/compensation/claims/sms_wct. c gi • Presentation_ID Allocate sales credit to the ESO AM OR Once the AM holds L credit and if solution is eligible for uplift, it may be claimed at http: //wwwin-tools. cisco. com/sales/go/managedservices/pps © 2001, Cisco Systems, Inc. All rights reserved. 20
AT&T Uplift Eligibility Process • AM must have been working with AT&T on the opportunity. • Once the AM has received credit for the managed service he can go to the PPS tool to claim uplift. • AM must have a current SPSE designation. http: //wwwin. cisco. com/wwch annels/spchannels/news/11 0404. shtml Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. http: //wwwin. cisco. com/WWS ales/isp/pps/compensation/i ndex. html • Uplift will take approx 1 -2 weeks to go through the approval process and credit the AM. 21
AT&T Alliance Services Managed Service Router Connectivity Service Portfolio: Timeline ESO Incentive Today +25% Today +50% Frame Relay w/ Managed Router, Managed Internet Service, Managed Access Redundancy Option, Managed Inverse Mux Access (ATM), Frame Relay with Bundled Router 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) Managed Security Portfolio: Managed Intrusion Detection Service, Cyber Security Service, Managed F/W – IOS, Managed F/W – PIX, Internet Protect w/ DDo. S Mitigation Managed Optical Portfolio: Ultravailable (DWDM), Accu-Ring (SONET) Managed Voice: IP Contact Center, Integrated Network Connection Service, Managed IP Telephony Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 22
Presentation_ID © 2001, Cisco Systems, Inc. All rights reserved. 23
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