at&t internet for business at&t business fiber overview
TRANSCRIPT
© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary (Internal Use Only). Not for use or disclosure outside the AT&T companies except under written agreement.
January 21, 2018
AT&T Internet for Business – AT&T Business Fiber Overview(Internal Use Only)
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Why AT&T Business Fiber?
Gain advantage over Cable by solving speed gap in DSL and price gap in ADI
DSL
ADI
AVPN
PNT
Ability to Spend Monthly Recurring Spend
AT&T internet opportunity
Positive Movement: Up-
sell
Negative Movement: Downsize
Cable’s Sweet Spot
??
AT&T Business FiberFiber-based AT&T Internet for Business - AT&T Business Fiber
Built to address a key competitive product gap • High-speed, low-cost service to compete against cable
Symmetric and Asymmetric speeds up to 1 Gbps
Build on Fiber–based Ethernet Infrastructure• Shares access infrastructure with AT&T Ethernet products
Services delivered using AT&T Internet for Business platforms• AT&T Internet Care, Billing and Customer Experience
• AT&T Internet features: E-mail, Anti-Virus, Wi-Fi access
7-10 day provisioning interval objective
• Automated provisioning and single truck roll install
Includes needed CPE at no additional charge
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AT&T Business Fiber
Fiber-based AT&T Internet for Business – AT&T Business Fiber offered exclusively in “AT&T Fiber Ready Buildings”
FEATURES CUSTOMER BENEFITS
• Symmetricand Asymmetric speed offerings of 25Mbps/5Mbps thru 1 Gbps/1 Gbps
• Uses branding
• CPE with LAN ports and Wi-Fi networking included at
no additional charge
• Available with AT&T Phone for Business (bVoIP) - up
to six lines
• No Data Caps
• No Big Data collection/capture
• Available with Static or Dynamic IP addressing
• No signed contracts with long term commitments
• Wi-Fi functionality to enable wireless connectivity
• High-speed, scalable bandwidth supports data
intensive applications used by business customers
• Industry leading ultra high-speed broadband from AT&T at an affordable price
• 7-10 day service delivery objective
AT&T Business Fiber: One Product, Two Architectures
AT&T Business Fiber• Uniform broadband
customer experience• Common speed tiers• One B2B pricing
schedule• Available with AT&T
Phone (VoIP)
EMT Architecture• Switched Ethernet• Only available in
buildings served by EMT
• Default for non-GPON
areas• Symmetric or
Asymmetric speeds• Focus on Type 1 and 2
buildings or those with Enterprise customers
• Up to 1Gbit service • AT&T Phone (up to 6
lines)
GPONArchitecture• Available in GPON
enabled footprint• Predominately single
tenant or Type 3 buildings (those that
were not targeted by the FTTB program)
• Same pricing /features as ABF delivered on EMT
Building Type DefinitionsType 1: 50 or more business customer locations (BCL)Type 2: Between 20 and 49 BCLType 3: Between 6 and 19 BCL
To cover our business customers, we are creating a common service definition that rides over both a switched Ethernet architecture and GPON. Both services will use the brand extension “AT&T Business Fiber”
EMT = Ethernet Multifunction Terminal (previous versions were called, “Ethernet Multiplexer/EMUX”) – both are Switched Ethernet network devicesGPON = Gigabit Passive Optical Network (Fiber Direct to Lightspeed Network not using IPAG, technology used for consumer “GigaPower”)
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AT&T’S BROADBAND TECHNOLOGIESNOTE: WHAT WAS FORMERLY CALLED U-VERSE HIGH SPEED INTERNET ACCESS (HSIA) IS NOW REFERRED TO AS SIMPLY
“AT&T INTERNET FOR BUSINESS”
AT&T Internet for Business
IP-DSL VDSLGPON
(Formerly GigaPower)Fiber to the Building
(EMT/EMUX)
• 768k - 24Mbps speeds
• Asymmetric Broadband Speeds
• Widely available in 22 state footprint
• DTV only for TV Services
• 1.5Mb – 100 Mbps speeds
• Asymmetric Broadband Speeds
• 100Mbps (in development)
• Widely available in 22 state footprint
• DTV only for TV Services(Legacy U-v TV now under sales hold)
• 1.5 Mb – 1Gb Speeds(Don’t Sell Sub 25Mb speeds!)
• Symmetric and Asymmetric speeds
• 186k Customers covered (As of Oct 2017)
• DTV only for TV Services(Legacy U-v TV now under sales hold)
• 25Mb – 1Gb Speeds
• Symmetric and Asymmetric speeds
• 1M customers covered (EOY 2016)(footprint is now static)
• DTV only for TV Services
© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission
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AT&T Internet for Business Access Technology Family
AT&T Business Fiber/ABF is an access technology of AT&T Internet for Business. ABF was originally called Fiber Broadband Service/FBS.
AT&T Business Fiber (EMT and GPON)AT&T Internet – 25 25 / 5M
AT&T Internet - 25S 25 / 25M
AT&T Internet - 50 50 / 10M
AT&T Internet - 50S 50 / 50M
AT&T Internet - 100 100 / 20M
AT&T Internet - 100S 100 / 100M
AT&T Internet - 200 200 / 40M
AT&T Internet - 200S 200 / 200MAT&T Internet - 300 300 / 75M
AT&T Internet - 300S 300 / 300M
AT&T Internet - 500 500 / 100M
AT&T Internet - 500S 500 / 500M
AT&T Internet - 1000 1000 / 200M
AT&T Internet - 1000S 1000 / 1000M
IPDSLInternet Basic 768k 768k / 384k
Internet Basic 1.5 1.5 / 384k
Internet Basic 3 3 / 512k
Internet Basic 5 5 / 1M
Internet Basic 6 6 / 768k
Internet 10 10 / 1M
Internet 12 12 / 1M
Internet 18 18 / 1M
Internet 25 25 / 2M
VDSLInternet Basic 1.5 1.5 / 1M
Internet Basic 3 3 / 1M
Internet Basic 5 5/ 1M
Internet Basic 6 6/ 1M
Internet 10 10/ 1M
Internet 12 12 / 1.5M
Internet 18 18 / 1.5M
Internet 24 24 / 3M
Internet 25 25 / 5M
Internet 45 45 / 6M
Internet 75 75 / 8M
Internet 100 100/ 20M
AT&T Proprietary and Confidential Information (Internal Use Only/Subject to Non-Disclosure Agreements). Not to be disclosed or distributed outside of AT&T, AT&T Solution Providers or any of its companies without written permission.©2017 AT&T Intellectual Property. A ll Rights Reserved. AT&T, the AT&T logo and all other AT&T marks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.
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GPON delivered ABF vs Ethernet Delivered ABF
ABF – GPON Delivered ABF – EMUX Delivered
Primarily Single Tenant Locations Primarily Multi Tenant Locations
Fiber only Inside Wiring(Installed by AT&T)
Fiber or CAT6 Inside Wiring (Installed by AT&T)
DTV based TV 1st Option (IPTV is NowSales Hold)
DTV based TV 1st Option
Can support Sub 25Mb Speeds – BUT WHY WOULD YOU SELL THEM!!
25Mb and greater only available
Support for up to 1Gb Symmetrical Support for up to 1Gb Symmetrical
Qualified via Sales Express, BLOOPY,OMS, OPUS
Qualified via Sales Express, BLOOPY,OMS (OPUS Support Targeted Q4 – 18)
Ordered via Sales Express, RDS, OMS Ordered via Sales Express, RDS, OMS (OPUS Support Targeted Q4 – 18)
© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission
© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission.
AT&T Business Fiber over Ethernet Architecture (EMT)Available in ‘Fiber to the Business’ locations
Multi-tenant Building
• Delivered via EMT like other AT&T Ethernet services
• Inside Wire Placed at time of Install• 25Mb – 1Gb Speeds available• Available in Multitenant Buildings Primarily• Transport Type of FTTB-F/C
CommonBackbone
Metro Ethernet Network
Lightspeed
Network
CO
Customer Suite
EMUX/EMT
ADI
AVPN
IPAG AT&T Business FiberTraffic Path
ASE/EaMIS/AVPN Service Path
AT&T Business Fiber
Internet
FBG
Inside Wiring Placedat time of Install
EMT = Ethernetet Multifunctional Terminal / FBG = Fiber Broadband GatewayIPAG = IP Aggregation Gateway/ ADI = AT&T Dedicated Internet AVPN = AT&T Virtual Private Network
© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission.
Local Central Office
AT&T LightspeedBackbone
CustomerSuite
Building
Street Level
7450
OLT
ONT+
NTE
Customer
CPE
PFP“Splitter” 32:1 + FST
LARGE Buildings with 50+ Tenants(FUTURE – Dedicated Splitter placed)
OLT
Customer
CPE
PFP“Splitter” 32:1
7450
AT&T Business Fiber over Gigabit Passive Optical Network (GPON)
Fiber Serving Terminal “FST” (Patch Panel)
FST
Small MTU and Single Tenant Buildings
Wiring to customer suite called Network Terminating Wire (NTW)
• No powered electronics past OLT (increased reliability and reduced OpEx for AT&T and building owners)
• Same speeds/price as EMT Based ABF
• In Small MTU and Single Tenant Buildings fiber NOT pre-run from street to building drop placed at time of install
• Transport type FTTP-GPON
Fiber drop will need run from street to building in most cases for small buildings
Fiber pre-runto MDUs
FST
ONT+NTE
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Traditional AT&T Internet vs. AT&T Business Fiber AT&T Internet today is delivered for the most part over copper infrastructure to consumers and small businesses.
ABF will deliver ultra-fast AT&T Internet for Business service over a switched Ethernet Fiber infrastructure to small businesses.
AT&T Business Fiber Traditional AT&T Internet
Product Name AT&T Internet for Business
Speeds 25Mbps up to 1000Mbps 768 Kbps up to 100 Mbps
Symmetric Speeds Yes No
AT&T Phone (VoIP) Yes - up to 6 lines Yes - up to 6 lines
TV Support Bundle with DirectTV (where available) Yes
Footprint FTTB locations and GPON “Green” buidlings in PON serving areas Widely deployed & expanding in 21 states; higher speeds have smaller footprint
Service Features Static and Dynamic IP support; Free Access to AT&T Wi-Fi Hotspots nationwide; E-mail Accounts; McAfee Internet Security Suite included
Inside Wire Will need installation of inside wire in most cases Relies solely on existing copper inside wire
Network Technology
Fiber-based Ethernet last-mile infrastructure - hybrid IPAG, Lightspeed network OR GPON based delivery
Copper-based DSL last-mile infrastructure - Lightspeed network
Care team AT&T Internet Care Tier 2 (U-Biz ICM) SOS. On-site repair and installation by Technical Field Services (TFS) techs (when on EMT) or IEFS (when GPON)
AT&T Internet Tier 2 (U-Biz ICM) Care. On-site repair and installation by AT&T Internet, Internet & Entertainment Field Services (IEFS) techs
Sales Channels Available to all sales channels (requires use of Sales Express , RDS, CRM/OMS or OPUS for order entry)
Available to all sales channels (requires use of Sales Express , RDS, CRM, or OPUS for order entry)
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AT&T Business Fiber Current Pricing (01/21/2018)
* Three static IP addresses must be assigned as routing IP addressesNote: Customers may have additional inside wire expenses for out of scope conditionsNote: AT&T Business Fiber is an included Broadband element in the All for Less Bundle (AFL)
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AT&T Business Fiber – Market Based Pricing
Billing Element(Description)
SpeedStandalone MTM Price (MRC) All For Less (Incl.w/Phone) Bundle Markets
Internet 2525/5M $40 $30
Available in 40 specific markets.Internet 50 50/10M $50 $40
Internet 100 100/20M $100 $40
Internet 1000 1000/200M $240 $230 Available only in the Atlanta and Nashville DMAs
Internet 1000 1000/200M $305 $295 Available only in the Chicago and Detroit DMAs
Warning: If a seller offers market based pricing to a customer NOT in a promo DMA there is NO WAY TO FULFILL at the promo price!
Zip Code List for Markets with Special Pricing
Special Market Based pricing is available in 40 Designated Market Areas (DMA) where we compete with Charter Spectrum (100M and below asymmetrical) and four DMAs where we compete with Comcast at the 1G/200M speed. Sellers should use ordering systems to validate service address eligibility.
Direct sellers using RDS should validate by zip code here before submitting order form:
Region DMA Region DMA Region DMA Region DMA
Southeast Birmingham (Anniston and Tuscaloosa), AL Central Paducah-Cape Girardeau-Harrisburg, KY-MO-IL Northeast Traverse City-Cadillac, MI West Bakersfield, CA
Southeast Montgomery-Selma, AL Central Evansville, IN Northeast Cleveland-Akron (Canton), OH West Los Angeles, CA
Southeast Orlando-Daytona Beach-Melbourne, FL Central St. Louis, MO Northeast Columbus, OH West Santa Barbara-Santa Maria-San Luis Obispo, CA
Southeast Kansas City, MO-KS Central El Paso (Las Cruces), TX-NM Northeast Dayton, OH West Reno, NV
Southeast Louisville, KY Central Milwaukee, WI Northeast Youngstown, OH
Southeast Lexington, KY Central Green Bay-Appleton, WI Northeast Zanesville, OH
Southeast New Orleans, LA Central Madison, WI Northeast Toledo, OH
Southeast Charlotte, NC Central Dallas-Ft. Worth, TX Northeast Marquette, MI
Southeast Raleigh-Durham (Fayetteville), NC Central Austin, TX Northeast Flint-Saginaw-Bay City, MI
Southeast Greenville-Spartanburg-Asheville-Anderson, SC-NC Central Harlingen-Weslaco-Brownsville-McAllen, TX
Southeast Greensboro-High Point-Winston Salem, NC Central Waco-Temple-Bryan, TX
Southeast Columbia, SC Central San Antonio, TX
Southeast Myrtle Beach-Florence, SC Central Corpus Christi, TX
Southeast Jackson, TN
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Go-to-Market Speed Tiers and Strategy
• Lead with Symmetric Speeds 100Mb and higher to differentiate from cable
• Back down to Asymmetric Speeds offer or lower speeds for price conscious customers
25 Mbps 50 Mbps 100 Mbps 200 Mbps 300 Mbps 500 Mbps 1000 Mbps
Download 200 MB video in 72 seconds
Download 200 MB video in 36 seconds
Download 200 MB video in 18 seconds
Download200 MB video in 9 seconds
Download 200 MB video in 6 seconds
Download 200 MB video in 4 seconds
Download 200 MB video in 2 seconds
Symmetric $100 $200 $300 $450 $450 $450 $650
Asymmetric $60 $85 $140 $300 $300 $300 $500
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Cable MSOs presence - by AT&T in-region major metro
MW City Cable MSO
Chicago Comcast
Cleveland Cox
TWC
Detroit Comcast
Bright House
Green Bay TWC
Indianapolis Comcast
Bright House
Milwaukee TWC
Rockford Comcast
WEST City Cable MSO
Los Angeles TWC
Orange
County
Cox
TWC
Riverside Charter
TWC
Sacramento Comcast
San Diego Cox
TWC
San Francisco Comcast
SE City Major Cable MSO
Atlanta Comcast
Charter
Birmingham Charter
Bright House
Charlotte TWC
Charter
Jacksonville Comcast
Memphis Comcast
Miami/Ft.
LauderdaleComcast
Nashville Charter
Comcast
New Orleans Cox
Orlando Comcast
Bright House
Raleigh Charter
TWC
SW City Cable MSO
Austin TWC
Dallas TWC
El Paso TWC
Houston Comcast
Kansas City TWC
Little Rock Comcast
OKC Cox
Salina Cox
San Antonio TWC
St. Louis Charter
Topeka Cox
Tulsa Cox
Waco TWC
Wichita Cox
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AT&T Business Fiber – Roadmap Development Projects
Project CI Target
New Fiber Broadband Gateway – BGW210(key enhancement – increased simultaneous IP Session quantity of 8K +)
April 16, 2018
NTE to EMT Conversions(key significance – will expand ABF footprint by converting existing NTEs into EMT which will support ABF service)
1Q2018
AT&T Business Fiber
Inside Wire
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AT&T Business Fiber – Inside Wire Challenges and SolutionsInside Wire (IW) is critical to AT&T Business Fiber success
• Technical Field Services (TFS – formerly BSIM) technicians will do inside wire work (if allowed by Building Owner) during service installation (assuming no out of scope conditions)
• Site-survey and installation in single dispatch to get to 7-10 day delivery target
• Construction and Engineering may Pre-build intra-building cable for larger locations
Fast Service Delivery
• Inside Wire installation at no cost to customer to reduce sales barrier (when in scope)•AT&T CC-LCON inside wire issue resolution team to try to overcome out of scope conditions
– still at no cost to customerLower Cost
• Single truck roll for vast majority of installations (~ 85% estimated)• CC-LCON inside wire issue resolution team to assist customer in resolving out of scope
conditions
• Inside wire centric offers to assist in any unresolved out of scope conditions
Effortless Customer Experience
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AT&T Business Fiber – Important Inside Wire ConsiderationsAT&T Technical Field Services/TFS will always install IW when allowed and when there is path
Manage Customer Expectations for IW Placement
Understand the IW Issue Resolution Process
• All buildings and office spaces within a building are UNIQUE – making IW unique with each ABF order
• Since ABF is a “single truck roll,” service, out of scope or complex inside wire conditions are not determined until the TFS tech actually attempts to install service on day of install.
• AT&T cannot place inside wire if the Building Property Management team will not allow it or if Out Of Scope or complex IW conditions exist
• In some instances, the Building Property Management will require AT&T to use their designated IW vendor and prohibit AT&T from placing the IW directly.
• Ultimate determination of the type of IW required (fiber or CAT5e/6) is made by the AT&T TFS technician when attempting to install the ABF service
• Only the AT&T TFS tech can determine if there is an inside wire issue and that would only happen during the installation process of the ABF order
• If inside wire requirements exceed the work the TFS tech can perform, the TFS tech will “jeop” the order to the inside wire resolution team (CC-LCON) and advise the Customer the resolution team will work to resolve the iW issue
• The CC-LCON team will work with AT&T contracted IW vendors to see if the IW issue can be overcome
• It is CRITICAL during the CC-LCON resolution process NO NEW Due Date (whether by Sales or the Customer) is applied to the jeop’d order or else the order will be re-dispatched only to encounter the IW issue again
• CC-LCON will work to resolve the inside wire issue as quickly as possible and once resolved, CC-LCON will release the order for installation rescheduling
© 2014 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property.AT&T Proprietary (Internal Use Only) Not for use or disclosure outside the AT&T companies except under written agreement.20
Telco Room AT&T Equipment
(EMUX/EMT)
Customer Inside Wiring
Fiber Broadband Gateway
AT&T Business Fiber Architecture
ABF customer inside wiring can be:
• Copper – CAT 6 grade only (when 300ft or less in distance)
• Fiber Optic (Single Mode or Multi Mode [SM preferred])
AT&T Business Fiber
Seller Mobile Tool Support
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Sales Express Solution: ABF Express ABF Express places orders into back office systems in real-time from the sellers iPad.
ABF Express – creates Fast Accurate Orders for ABF Service in Real Time.
• Allows Sellers to create a new or carry forward an existing opportunity.
• Search for ABF available buildings via map.
• Check for ABF Service Availability
• Qualify an Address for service
• Process small business Credit Checks
• Create a Customer BAN
• Capture Minimum Data Set (MDS) for ABF order
• Select an Installation Date on a Technician’s Calendar
• Submit the order for service
• Email Customer Order Summary
© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission.
AT&T IP Broadband on Sales ExpressSales Express is a mobile application providing an on-the-go user interface to design, price, propose, contract and order AT&T’s IPBB
offers
Offers BenefitsAT&T Business Fiber, GPON, VDSL, IPDSL
available from a single search
AT&T Phone for Business (New for 2018)
All IP Broadband Promotions, Waivers and Pricing present
AT&T Internet Security Suite powered by McAfee® includes anti-spyware, anti-virus, and a firewall
Qualification and Order Entry combined in under 10 minutes per order.
No need to fill out forms, and wait for confirmation. Order placed into provisioning systems directly by end users.
Most common order entry errors corrected prior to automated submission without human interference.
Service Availability Check in Real Time eliminates qualification/ availability questions
Lower Cancel Rate than ordering via RDS submission
© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission.
Top Ten Tips and Tricks for sellers on Sales ExpressSales Express order entry tips and tricks:– SE orders automatically save when you move to the next page via Save and
Continue
– Sellers can recall past solutions from the Solutions tab under “current solutions”
– ALL MDU buildings will require the Supplemental address for provisioning
– The Unit type can be changed in Sales Express via a drop down on the address search page
– PO boxes cannot be used for billing or service in Sales Express
– All sites are one ckt one bill
– Clearing the cache on your Sales Express browser will yield consistently accurate results
– When ordering voice for the Yellow Pages listing category if no listing is desired type “none”
– Even if the customer refuses to give you the second contact phone number fill one in on the Billing address screen or your order will be forced to go thru manual processing
– Sales Express will give you notice if an order has been placed previously at a location entered by a seller
– If an address qualifies for a service you were not expecting and it is an MDU –you may need to add the suite to AT&T databases via the NAFG
AT&T Business Fiber
Additional Technical Material
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AT&T Business Fiber EMUX/EMT EquipmentCurrently deployed network elements
Ciena CN 5140
EMUX/EMT
Ciena CN 5150
“Super” EMUX/EMT
Estimated 10,000 5140 EMUXs installed from beginning of FTTB program through June 2014
5150’s used exclusively starting June 2014 will only be placed in larger buildings once small EMUX/EMT is delivered in Q1 2015
Ciena CN 3940
“Small” EMUX/EMT
3940’s will be placed primarily in smaller buildings starting Q1 2015
Network Architecture (ABF EMUX/EMT Switches)
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Ciena NTE/E-Mux Products - AT&T Certified
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Carrier Ethernet Solutions (CES)