michelle southerland - adtranportal.adtran.com/pub/library/presentations/2014 august bbss... · •...
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ADTRAN Company Confidential® Adtran, Inc. 2013 All rights reserved
Michelle SoutherlandProduct Manager, ProServices, Enterprise
Networks Division
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WLAN Market Overview
Enterprise WLAN: $5B– Approximately 10%
derived from SPs
20% + annual growth since 2010 Record revenue
4Q2013 ($1.2B) and 11% YoY growthController revenue flat
as market shifts to a services and software approach
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
CY12 CY13 CY14 CY15 CY16 CY17 CY18
Historical Forecast
Mill
ions
Access Points Controllers
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
CY12 CY13 CY14 CY15 CY16 CY17 CY18
Historical Forecast
Mill
ions
Asia Pacific CALA EMEA North America
Source = Infonetics
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What Is Driving the Growth?
• More devices
• Wi-Fi is the preferred method to access the LAN
• Steady advancement of the WLAN in terms of speed and security
• Consumerization
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Your Customers Need Wi-Fi…and they Need YOU to Deliver It
GROWING NEED FOR BUSINESS-CLASS WI-FI
NEED FOR RELIABLE, ALWAYS-ONSERVICE
LIMITED TECHNICAL RESOURCESAND BUDGET CONSTRAINTS
SECURITY CONCERNS
DESIRE TO OFFLOAD SOLUTION
PUSH TO VIRTUALIZATION The demarcation point is continuing to push further and further into the customer’s LAN
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If you aren’t supporting your customer’s wireless, someone
else is.
Now is the Time for Wireless LAN
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Do You Have These Customers?
Retail Outlet
MediumEnterprise
LargeEnterprise
SMB
Enterprise
Multi-site, geographical distributed companies
Home and remote offices
Restaurants
Doctor’s Offices
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Do You Have These Customers?
Retail Outlet
MediumEnterprise
LargeEnterprise
Libraries
Government
Education (K12)
Hotels
Multi-dwelling
Assisted living
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Hosted Wireless LAN Market
• Worldwide cloud managed infrastructure and managed services • $2.5 B by 2018
• While WLAN growth will continue, it will begin to flatten. The subset area of tremendous growth will be in hosted and managed wireless services
Source:
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You sell 1% of hosted and managed wireless services today: $6,530,000 in 2014 Grow with market without gaining new revenue, so about
$461,750,000 in growth each year But wait… it is Recurring Revenue
Putting it Into Perspective
Year Revenue / Yr Revenue / Mo2014 $6,530,000 $544,167 2015 $17,677,500 $1,473,125 2016 $26,912,500 $2,242,708 2017 $36,147,500 $3,012,292 2018 $45,382,500 $3,781,875
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Doesn’t include installation services Doesn’t include hardware refreshes or upgrades of
pull through hardware like switches Doesn’t include on-premises solutions, wireless hot
spots, or carrier offload Doesn’t include ancillary services like captive portal
development or mobile device management
Putting it in Perspective
Hosted and Managed Wireless is Huge.
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What is the “Cloud”?
Entity through which various applications, services, and / or storage can be performed
Infrastructure as a ServiceApplication and Software as a ServiceHosted VoIPWireless Local Area Networks (WLAN)Local Area Networks (LAN)
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Why Cloud Wi-Fi?
Minimize upfront capital expense
Security and Compliances
Redundancy (High Availability)
Management across multiple networks
Reduces Power and Operational Consumption
Scalability
Opportunity for Recurring Revenue!
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Complete MRC
• Hardware• Cloud Services• Customizations
(splash pages, help desk)
• Professional Services –Installation separate
Hybrid
• Hardware upfront NRC
• Cloud Services, Customizations, monthly charges
• Professional Services –Installation separate
Complete NRC
• All components purchased up front
Recurring Cloud
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NRC MRC
Recurring Cloud
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Business Case Example
ProCloudWi-Fi
ProCloudWi-Fi
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Worry Free Wi-Fi
Control plane between vWLAN and BSAP.
Customer data remains on customer’s network. Data does not traverse vWLAN controller.
ProCloudWi-Fi
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What is your existing target customer profile?– 80% of your customer base
Do you have other cloud or monthly reoccurring services you can bundle?– Security– Storage– VOIP
What are new target customer profiles?– New verticals?– Upstream to larger accounts?
Defining the Target Customer
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Staffing
Costs –capital
and opex?
Technical Expertise
Defining Target
Customer
Going further into the
LAN
Price Points?
Challenges
Challenges can delay your time to market.
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With ADTRAN, it’s Easy.
ProServices for vWLAN
Survey
ProStart
ProCare
ProCloud
ProServices makes entering the wireless space SO EASY… Bring your customer and ProServices will do the rest.
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1• Get to Market Faster• New Monthly Reoccurring Revenue Stream
2• Established pricing and cost structures
3• Extend your footprint• Minimize exposure to competition
Benefits of Turnkey
Turnkey is easy!
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Making Wi-Fi Simple
•90+ stocking locations internationally
•Chassis based pricing
•Flat pricing regardless of geographical footprint through the United States, Canada, and Puerto Rico
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• Remote predictive site survey• Onsite implementation
Planning and Implementation
(ProStart)
• Redundant hosted infrastructure• Complete proactive
management, alerts, reporting
Hosting and Management (ProCloud)
• End user and guest wireless connectivity supportHelp Desk
(ProCare)
Turnkey
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Remote predictive site survey Dedicated Project Manager and Project Engineer Custom data gathering and configurations Onsite installation Test and turn up support Remote training 2 week labor warranty
Planning and Installation
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Power of ProCloud Wi-Fi INSTANTLY BECOME A WIRELESS MANAGED SERVICE
PROVIDER BY RESELLING PROCLOUD WI-FI
Hosted Infrastructure for vWLAN Managed software patches and upgrades 7x24 Proactive Monitoring and Alerts Automatic ADTRAN trouble ticket generation Priority SLAs Monthly Management Reports Move / Add / Change Support Ongoing maintenance and AP
hardware replacement Restricted customer access
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Resolve wireless user connectivity problemsProblem escalation 1-800 Number ProvidedAnswer as “ADTRAN Help Desk”
Power of Help Desk
Libraries
K12
Restaurants
Assisted Living
MDU (Multi Dwelling Units)
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ProCare Help Desk
End User Customer
ADTRAN Support
Help Desk
Technical Troubleshooting
Wi-Fi Access Support
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ProCloud Wi-Fi Branded as Your Own
EMPOWERS YOU TO DELIVER YOUR OWNBRANDED MANAGED SERVICES, RELYING ONPROSERVICES FOR INFRASTRUCTURE ANDBACK END SUPPORT
Hosted Infrastructure Managed software patches and upgrades 7x24 Proactive monitoring on Hosted
Infrastructure Priority SLAs Ongoing maintenance and hardware
replacement
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Dashboard and
Customer Friendly
Tools
Reporting Monitoring, Alerts
Proactive Management
Wi-Fi Branded as Your Own
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ProServices Total Solution
TurnkeySP
Managed, ADTRAN Supported
Custom
You can move between service options as business model changes or on a case-by-case basis
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ADTRAN Wi-Fi Cloud Options
Private Cloud(Control on End-User’s Premises)
MSP Cloud(Control on SP
Premises)
Public Cloud(Control on ADTRAN’s
Premises)
ADTRAN’s ProCloud Service!
Existing vWLANDeployment Options
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ADTRAN Partnership
ADTRAN Turnkey Services
Service Provider and ADTRAN Perform Services
Service Provider Solution, Customized ADTRAN Support
Start here. Stay for as long as you want.
End here.
Transition to here. Stay for as long as you want.
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Next Steps
What Level of Services do you need from ADTRAN?
Let’s Build your Return on Investment (ROI) Model
Let’s Plan when you would want to move the services in-house
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Wireless Made Simple
Load part numbers
Joint collateral
Sales training support
Technical training support
Custom bundles are available for part numbers
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Services for Success
Find 2 customers that need a wireless solutionLet’s do this together!