Transcript The New AT&T…

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
and 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
Advanced intelligence for performance
and traffic management
*127 countries served include satellite and leased line extension
•
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
“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
Performance Management
•
– CoS partitioning
– Charge-back reports
– Visibility of unexpected traffic
Customized view into your
infrastructure, providing visibility
and control at the end-user level
– Deeper root cause analysis
•
•
Service-specific capabilities
– Network topology maps
– Performance reporting
End-to-end view of traffic for:
•
24/7 data collection across 100% of
the traffic
Real-time performance reports as
part of hosted solution:
End-User Tools
• Personalized profile
management
• Identical end-user
experience for wireless,
wireline, etc.
• Intuitive and user-friendly
interface
– Ticketing
– URL Availability
• Single log-on
– Ordering
– Transaction Response Times
• Embedded security
– On-demand and ad hoc reporting
• 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
•
5,000+ security devices managed
•
194,000+ tokens managed
SOCIAL
AT&T
Global
Network
as
Front
Line
Security
•
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 ProtectSM (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
"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
 Hosting
e-Infrastructure
Services
– Tier 1 Research
 Intelligent Content
Distribution Services
 Managed Data Storage
VPN Market Leader
 Ultravailable Solutions
– Yankee Group
AT&T Global VPN
Service – Network
 Managed Firewall Services
 Managed Token Authentication
 Managed Intrusion Detection
Magazine
Product of the Year
AT&T Ranked #1 in pure
IP Backbone
Performance –
 Business Continuity Assessment
High Availability &
Security Services
Enhanced
VPN Services
Boardwatch/Keynote
Data/IP Connectivity
Services
 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
Presentation_ID
© 2001, Cisco Systems, Inc. All rights reserved.
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
RESOURCES
Enhancing the portfolio
of services available
INNOVATION
Speeding access
to emerging services
Innovative
solutions, best in
class resources,
service reliability
and improved
return on
networking
investment
DEVELOPMENT
Key
Takeaway:
Presentation_ID
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 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.
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
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 ( iGEMS)
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
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
Presentation_ID
•
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 --http://wwwin.cisco.com/WWSales/sms/compensation/claims/sms_wct.c
gi
•
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
• AM must have been
working with AT&T on the
opportunity .
• 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.
Process
• Once the AM has received
credit for the managed
service he can go to the
PPS tool to claim uplift.
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%
Today
+50%
Today
+50%
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/
DDoS 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