1 © 2001, Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID AT&T Overview 2006

1© 2001, Cisco Systems, Inc. All rights reserved.

Session NumberPresentation_ID

AT&T Overview2006

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


AT&T’s Vision

To be the only Communications and Entertainment Company our

customers will ever want.


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 5.4petabytes 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 companiesand all S&P 500 companies with IP services

AT&T and SBC companies combined own more than 6,000 patents and 7 Nobel prizes


AT&T’s Commitment to the EnterpriseEnabling 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


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 5000+ employees) polled.” (Yankee Group, 2005 Global Network Strategies Survey, 12/05)


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


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


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

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

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

TH

REA

TS

AT&TGlobal

Networkas

FrontLine

Security

PHYSICAL

LOGICAL

ECONOMIC

POLITICAL

SOCIAL

Customer Site

Client Enterprise

Remote Worker

DialDSL 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)


Enhanced VPN Services

Data/IP ConnectivityServices

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-InfrastructureServices

AT&T’s Managed Services

AT&T Global VPN Service – Network Magazine Product of the Year

Best SolutionsHosting 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



AT&T Cisco Partnership Benefit


How AT&T & Cisco TogetherBenefit 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 reliabilityand improved

return on networking investment

Enhancing the portfolioof services available

INNOVATION

Speeding accessto emerging services

DEVELOPMENT

Our resources extend the customer’s IT organization

RESOURCES

Collaborating to drivestreamlined decisions

DESIGN

Enabling business productivity & connectivity

PERFORMANCE



The Key Differentiators


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.


End-to-End Service Portfolio

OUTSOURCING

OPTICAL

800SDN

VOIPIP-ENABLED

FRAME

MANAGED SERVICES

SWITCHED VOICE

IPFRAME/ATM

PRIVATELINE

ACCESS

MarketLeadershipProduct AppsBreadth

Retail ServiceLayer/ChannelBrand

Scale and Ubiquity

Unit Cost/Tech Ldrship & Geographic Reach

Application

Connectivity Services

Access/Local Services

Transport


Supporting Your Customers Evolving and Complex Environment

CustomersDesign

• 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


Partner Skills Assessment & Development

Type CCNA CCNP CCDA CCDP CCIE

Total# 454 193 113 57 28

Local#

Partner Technical Skills AssessmentCompany’s Cisco Certification Level: __CCIE__________________

Cisco Specialization # of Local Engineers

IP Telephony 6

VPN/Security 3

Wireless 2

Optical



Forecasting, Ordering, Claiming and Uplift


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.


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 --- http://wwwin.cisco.com/WWSales/sms/compensation/claims/sms_wct.cgi

• 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


AT&T Uplift

• AM must have been working with AT&T on the opportunity .

• AM must have a current SPSE designation.

http://wwwin.cisco.com/wwchannels/spchannels/news/110404.shtml

• Once the AM has received credit for the managed service he can go to the PPS tool to claim uplift.

http://wwwin.cisco.com/WWSales/isp/pps/compensation/index.html

• Uplift will take approx 1-2 weeks to go through the approval process and credit the AM.

Eligibility Process


AT&T Alliance Services

Managed ServiceManaged Service TimelineTimeline ESO IncentiveESO 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%


Documents

1 © 2001, Cisco Systems, Inc. All rights reserved. Session Number Presentation_ID AT&T Overview 2006