the game plan: adtran solutions roadmap · the game plan: adtran solutions roadmap tim saunders...

® Adtran, Inc. 2010 All rights reserved

The Game Plan: ADTRAN Solutions Roadmap

Tim SaundersVice-President of Product Management

November 9, 2010

2® Adtran, Inc. 2010 All rights reserved

Agenda

Focus Areas

ADTRAN Strategy

Cloud Services Overview

High Level Product Roadmap

Summary


Central Office to the Enterprise Desktop


Internetworking Product Portfolio

• IP Business Gateways (IPBGs)

• Integrated Access Devices (IADs)

• Access Routers

• Premises-based IP PBX

solutions

• Managed Ethernet Switches

Converged Access Solutions Unified Business Solutions


Current Solutions by Customer Size

Small Business, Mid-sized Business Large Enterprise

Small Branch Office Mid-sized branch office Data Center

Router DSL routers, Multi-T1/E1 Routers Multi-DS3 Routers

Single T1/E1 routers 100M Carrier Ethernet 750M carrier Ethernet routers

IP Business 4 port IP BGs 8 – 16 port IP BGs Multi-PRI IP BGs

Gateway 24 port IP BGs

Unified 30 – 100 user systems 100 – 1000 user systems 1000 – 2000+ user systems

Communications

Switches 24 port switches 48 port switches Fiber Switches

Fast Ethernet Gigabit Ethernet 10Gig Backhaul


ADTRAN’s Performance in the Market

#1 market share holder in IP Business Gateways

#2 market share in Branch Office routers (15%)– Main competitor is Cisco’s ISR series – 1900, 2900, 3900

In addition to small and mid-size businesses, ADTRAN networking solutions deployed by some of the largest distributed enterprises and service providers in the country

http://www.cob.ilstu.edu/profsales/images/corprate_recruite/company_logos/fastenal.gif

http://shop.advanceautoparts.com/webapp/wcs/stores/servlet/home___

http://www6.rentacenter.com/Rent-A-Center-Home.html

http://www.deltacom.com/index.html


UC Sales – Success Stories

http://www.deltaenterprise.com/default.asp

http://www.svsd.ca/

https://www.abtexas.com/


ADTRAN Strategy

Develop products that significantly outperform those of our competitors

Develop functionality that makes our products easy to install and maintain

Provide warranties that are much longer than those of our competitors

Continue to invest so that ADTRAN’s post-sales support continues to be rated higher than that of our competition

– ADTRAN ranked highest among all competitors in the post-sales support category in Everything Channel’s 2009 Annual Report Card for Networking Hardware

Include functions in our products’ price that cost extra from our competitors– Firmware upgrades

– Post-sales toll-free telephone support

Invest in hardware design so that where possible we can price our solutions significantly less than those of our competitors


Enterprise Solutions - Drivers and Roadmap


Cloud Services

Cloud Services

Ability to provide Internet-based shared resources, software and information to computers, thin clients (smart phones, iPADs) and other devices on demand. (analogous to the electricity grid)

Drivers

IT complexity and costs

Mobility

Scale

Thin Client Applications

Ubiquitous broadband connectivity

90% of Microsoft’s $9.5B/yr R&D is focused on Cloud

http://en.wikipedia.org/wiki/File:Cloud_computing.svg


Cloud Services – Security/Resiliency

Link from enterprise to cloud

provider must be secure

Corporation relinquishes

physical security of critical data

3G/4G connectivity for

survivability

Failover routing to redundant

data centers

Security, survivability,

redundancy required for CPE


Cloud Services –Management

Connectivity, security,

survivability adds additional

management requirements

Managed services model –

enterprise service managed

from the cloud (i.e. UC)

Quality of Service for

applications and data hosted in

the cloud

Allocation of resources in the

cloud and in the network

dynamically


Cloud Services – Broadband

Critical enabler for cloud

services

Enterprises and consumers

access greater % of service

through the network

Cloud services such as video

and Telepresence accentuate

the need

Business CPE bandwidth needs

and connectivity options will

change

Compression and caching to

increase effective speed


Cloud Services – SaaS/IaaS

Software as a Service

– Applications hosted in the cloud:

per user billing

– Requires security, redundancy,

survivability, quality

Infrastructure as a Service

– Compute, storage on demand:

per hour, GB billed

– Used for “peaking” + backup

– Requires security, live migration

of data + apps, homogeneous

network


Cloud Services – Hosted UC

Hosted Unified Communications

– Cloud based PBX and unified

messaging for businesses

– Typifies move to cloud –

operationally complex and

capital intensive essential

business service

– Coupled with UC centric SaaS

offerings (e.g., Exchange)

– Synergies with mobile carriers

for FMC


Hosted UC Drivers

Reduces the operational costs associated with managing and enhancing

the communications infrastructure

Gives service providers a stickier, higher-valued and more profitable

offering to sell

Businesses are becoming more willing to utilize hosted services (i.e.

SalesForce, Concur, Mozy, ADP eTime)

Typically valued by:

– Smaller enterprises (10 – 50) employees

– Geographically dispersed enterprises

– Businesses without an IT staff

– Enterprises without sophisticated business process integration requirements


Market Forecast: Hosted UC


Market Forecast: Premises-based PBX


Premises versus Hosted Market


Unified Communications Roadmap


Unified Communications Roadmap

• Robust, feature rich communicator client• Desktop and telephony presence

• Business Class Instant Messaging

• Interoperate with 3rd party open IM systems

• Virtualization to support Hosted UC services

• Vertical Market / Business Integration with vertical market leading providers

• Medical practice management systems

• Appointment reminder systems

• Simplified Solution Set-Up and Management

• Integration with FMC Solutions

• ACD Contact Center capability• Agent login/logout

• Real Time queue stats

• Historical Reporting

• Supervisory positions (Silent Monitoring, Barge-in, etc)


VoIP Gateway

What is a VoIP Gateway?– An IP Business Gateway without the Router, i.e., it

converts TDM voice traffic to IP

What is it used for?– To connect an IP PBX to traditional phones lines

PSTN

NetVanta UCEnterprise Communications Server

PRI or Analog Trunks

IP Voice


NetVanta VoIP Gateways

Density

Dig

ita

l

NetVanta 640 Gateways

An

alo

g

NetVanta 620 Gateways

1 – 8 FXO/FXS Interfaces

1 – 8 T1/PRI Interfaces


Access Router Roadmap


NetVanta RoutersP

erf

orm

an

ce

NetVanta 3200

NetVanta 1300

NetVanta 3430/3448

NetVanta 3450/3458

NetVanta 4400


Router Roadmap Drivers

Increasing bandwidth needs of the enterprise– Application driven/Cloud Services

– Higher bandwidths affordable to more businesses

Need for cost-effective methods to increase network uptime– USB NIM with support for 3G and 4G backup

Evolution of router-relevant standards– IPv6 Support

Router virtualization– Multi-VRF Support for BGP, DHCP Client/Server/Relay


Managed Ethernet Switch Roadmap


ADTRAN Ethernet Switches

• Edge and Aggregation Switches

• Gigabit Ethernet and Fast Ethernet models

• PoE and non-PoE models

• Copper and fiber models

• All with Limited Lifetime Warranty and Next

Business Day replacement


Ethernet Switch Roadmap Drivers

Increased bandwidth needs of the enterprise

Increase network uptime

Increase network security– VLAN Aware Port Security

Support evolution of switch-relevant standards– IPv6 support

Desire to reduce the costs of managing a remote network– Virtual chassis protocol support

– IGMP Snooping in layer 3 switches


IP Business Gateway Roadmap


IP Business Gateway Roadmap Drivers

Increased bandwidth and simultaneous call support needs of the enterprise

Adoption of SIP Trunking converged services directly to the IP PBX– Enterprise SIP Gateway

Adoption of Hosted UC Services– Purpose-built IP Business Gateways for the smaller office

Support evolution of router-relevant standards– IPv6 support

Desire to reduce the costs of managing a remote network– Simplified Solution Set-up and Management

– TR-069 support


Conclusions


Summary

ADTRAN provides internetworking solutions for the enterprise

ADTRAN’s strategy is to design for:– Outstanding product performance

– Ease of use, and

– Lowest overall TCO

while providing brilliant support beyond our customers’ expectations

Executing to this strategy has allowed ADTRAN to win significant business throughout the internetworking space

ADTRAN’s is on top of the macro market forces that will drive our solutions’ requirements

This awareness coupled with our culture of continuous consulting with our customers will make for a winning ADTRAN solution for years to come


Question and Answers

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