Transcript a presentation for Company Name date

Filling the Gap
with DSL Access to MPLS
Pre-Launch Partner Training
Launch Date: April 14, 2008
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Today’s Agenda
 Quick Level-Set: Defining MPLS and CoS
 The Gap: Market Needs for SMEs
 Our Solution: New Edge Leverages DSL
 Selling Strategy
– Value Propositions and Benefits
– Identifying Opportunities
– Handling Objections
– Pricing and Promotions
– Competitive Landscape
– Generating Quotes and Proposals
 Q&A with Subject Matter Experts
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Quick Level-Set:
Defining MPLS and Class of Service
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MPLS in a Nutshell
 Multi-Protocol Label Switching
– High-speed switching technology
– Built to work with IP
 Forwards data packets based on labels rather than
routing them based on IP packet headers
– Which means: You can blend Layer 2 and 3
– And: You can assign priority and allocate
bandwidth to different types of data traffic
– And: You can run multiple latency-sensitive
apps on a common infrastructure
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Class of Service in a Nutshell
VOICE
VIDEO
DATA
 Class of Service assigns priorities to packets within a
bandwidth stream
 Quality of Service assigns performance values to the
entire bandwidth stream (e.g., latency, delivery ratio)
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The Gap: Market Needs of Small and
Midsize Enterprises
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The Bottleneck
 SMBs need to do more with less
– Limited budgets, resources, and IT expertise
 Huge gap between DSL and T1 pricing
– Limits the deployment of new applications that could
drive bandwidth demand
• More to the point, demand for YOUR services
– Prevents the deployment of applications that require
private IP space (read: not the Internet) to perform
optimally
 Need managed, turn-key services
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Our Solution:
New Edge Leverages DSL
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DSL Access to MPLS
 Starting April 14, 2008
 Industry first!
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5 classes of service on ADSL
Honored edge to edge
Flexible tagging options
Seamless integration into MPLS T1 network
Uses the latest Cisco CPE
 Gravity, taxes, and other things that don’t change
– DSL is still DSL; T1 is still T1
– 18-hour MTTR line with MPLS over DSL, versus 24 to
48 hours over standard DSL
– All MPLS network SLAs still apply, including CoS
specific
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Backbone
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ADSL Coverage
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Selling Strategy:
Benefits and Value Propositions
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The Elevator Pitch
“New Edge’s MPLS network service is a private, fully
managed, IP-based offering the provides customers
the ability to prioritize applications from end to end.
New Edge offers unparalleled service levels for the
SME market, including an industry-first: MPLS with
Class of Service over ADSL.”
New Edge is the only company that
offers Class of Service over ADSL.
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New Edge Differentiators
 Flexibility
– Each network custom-designed
– Local access agnostic
– Bring-Your-Own CPE or lease managed CPE
– Routing protocol agnostic
 Customer benefit: a “purpose-built” network
– Not NEN product # 10309, but rather…
Acme Corporation’s 10-site MPLS solution,
enabling VoIP and real-time ERP
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New Edge Differentiators
 Implementation Support
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Dedicated Sales Engineer
Dedicated Project Manager
“Smoke-jumpers” for challenging locations
Custom install options
 Customer benefit: painless network turn-up
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New Edge Differentiators
 Personalized Care from Day One
– All-inclusive network proposal upfront
– No hidden costs
– Implementation support with dedicated Project
Manager and Sales Engineer
– Enterprise Support Center
– Dedicated Account Management for the life of the
network and customer
– Automated trouble ticketing and network monitoring
• Utilization reports, configuration archival, and proactive
notification via email
 Customer Benefit: Never wondering what’s going
on with the network
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Custom Portal - MNS
 High-level network visibility
 Ability to quickly drill down to more details
– Status of all network devices across customer’s network
– Device details and IP address by location
 Manage Costs
– Effectively predict network costs, view utilization metrics
and pinpoint problem areas
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Selling Strategy:
Identifying Opportunities
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When Customers Say…
We are planning to implement VoIP [or video].
We’re looking at the new SMB solutions from SAP.
Latency is ruining our application performance.
Some of our locations have a lot of users and a lot
of data, but others don’t need a full T1.
 We are looking for a WAN with disaster recovery
capabilities.
 We are planning to add or move locations this
year.
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Target Customers
 Vertical Profile
– Manufacturing
– Transportation
– Financial services
– Professional services
– Retail
– Health care
 Needs Profile
– Do they have multiple locations?
– Are they running multiple applications?
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Selling Strategy:
Handling Objections
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Handling Objections
 Why would I want CoS on my DSL?
– CoS alleviates network congestion that can degrade
application performance
– By extending CoS to DSL access, customers can
finally have a true, blended MPLS network with access
types finely-tuned to the needs of disparate locations
 How do I know New Edge will be around for the
long run?
– New Edge is a division of EarthLink, a $1 billion,
publicly traded company; that financial strength has
allowed for significant investments in New Edge,
including the network upgrade that has made this new
feature possible.
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Handling Objections
 Do you really have a true nationwide MPLS
network?
– New Edge owns over 800 carrier class switches
interconnected with an optical OC-12 backbone.
 Why should I buy New Edge versus AT&T or
Verizon?
– Unlike our competitors, we give customers total
flexibility, unparalleled implementation support, and
personalized care for the life of the relationship.
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Pricing and Promotions
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Pricing
 ADSL with CoS and Cisco CPE: starting at $225
– Allocation of Class 1 traffic doesn’t affect price
• Customer can tweak to optimal network performance
without affecting budgets
– ADSL with no CoS or Cisco CPE: as low as $90
 T1 pricing unchanged…
– Except the totally sweet promo on the next slide:
HELLOOOO, $399 flat-rate!
 Non-recurring charge is the same for all networks
– $399 for T1 and $299 for DSL
– Includes two hours onsite for installation and service
activation, including 25’ of inside wire
– Custom installations also available
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Promotions
 MPLS T1 Price Break
– 1.5 Mbps = $399 and 768 Kbps = $379
– Only on New Edge Core and Covad T1 access
– Includes MNS, CPE, and 5 Classes of Service
 MPLS T1 Spiff
– $200 extra cash spiff per MPLS T1 installed
– 1.5 Mbps only
 Minimum 2 year term commitment
 Limited-time offer
 See all terms and conditions on
http://my.newedgenetworks.com
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Value Added Services Pricing
MPLS
T1
MPLS
DSL
Project Management
Included
Included
Class of Service (with CPE)
Included
$135 MRC
On-Hand Spare Router
Available
Available
N/A
$15 MRC
Available
Available
N/A
$35 MRC
Included
$15 MRC
Available Services
(price varies by router)
Split Tunnel
Custom Installation
(price varies by scope of work)
Dial Back Up
Managed Network Services
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Value Added Services Pricing
MPLS
T1
MPLS
DSL
Additional IP Addresses
Available
Available
PCI /CISP
$10 MRC
$10 MRC
Direct Connect
$10 MRC
$10 MRC
Remote Engineering Services
$150 NRC
$150 NRC
Available Services
(price varies by number of addresses)
(price is per hour of service)
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Selling Strategy:
Competitive Landscape
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Competitive Landscape
 Bottom line: No other carrier offers true Class of
Service over DSL at this time.
– Some carriers can integrate DSL into an MPLS
network, but they do not allow the customer to
assign priority to different applications or types of
traffic.
 Beware of imitators!
– Some providers offer LAN queuing and call it CoS,
but CoS tags are stripped when the traffic hits the
larger network.
– Some providers offer Quality of Service and call it
CoS, but tags are applied to the entire bandwidth
stream, not to packets within the bandwidth.
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Included Features
New
Edge
AT&T Sprint Verizon
Qwest
XO
Support all
standards-based
routing protocols
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Dedicated project
manager
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Managed services/
monitoring included
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Number of CoS
priorities available
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5
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Honor CoS
end to end
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Can integrate DSL
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Offer CoS over ADSL
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SLA Comparison
New Edge
AT&T
Sprint
Verizon
Availability
99.999%
100%
100%
100%
Jitter
1 ms (C1)
5 ms (C2+)
1 ms
10 ms
n/a
Delivery
Ratio
99.95% (C1)
99.90% (C2+)
99.95%
99.90%
99.50%
Transit
Delivery*
39 ms (C1)
45 ms (C2+)
37 ms
55 ms
45 ms
* Roundtrip
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Selling Strategy:
Generating a Quote and Proposal
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Quote/Contract Process
 Engage your New Edge Account Executive and Sales
Engineer on a customer call
 Provide Account Executive a list of locations
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Use Excel and provide address and phone #s
Most quotes returned in 24-48 hours
 Standard process: Proposal generation, design review,
contract negotiations
 Customer signature required on three documents:
1. Network Services Agreement
2. Service Order Form
3. Statement of Work
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Questions and Answers
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Q&A Session
 To
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get the ball rolling…
How are packets prioritized on the DSL loop?
Will CoS be available on all types of DSL?
What equipment is required?
Is there a minimum speed requirement?
How does this new feature affect existing customers?
 An FAQ document is posted on MyEdge.
 Many subject matter experts are on the call today.
– Please take advantage of this pre-launch time to ask
about anything that isn’t clear.
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Contact Information
 For more information, please contact:
– Your Account Executive
– Channel Partner Team, 877-689-5755
[email protected]
Thank you for your time today!
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