Michelle Southerland - ADTRANportal.adtran.com/pub/Library/Presentations/2014 AUGUST BBSS... · • More devices • Wi-Fi is the preferred method to access the LAN • Steady advancement

ADTRAN Company Confidential® Adtran, Inc. 2013 All rights reserved

Michelle SoutherlandProduct Manager, ProServices, Enterprise

Networks Division

ADTRAN Company Confidential® Adtran, Inc. 2013 All rights reserved 2

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


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


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


If you aren’t supporting your customer’s wireless, someone

else is.

Now is the Time for Wireless LAN


Do You Have These Customers?

Retail Outlet

MediumEnterprise

LargeEnterprise

SMB

Enterprise

Multi-site, geographical distributed companies

Home and remote offices

Restaurants

Doctor’s Offices


Do You Have These Customers?

Retail Outlet

MediumEnterprise

LargeEnterprise

Libraries

Government

Education (K12)

Hotels

Multi-dwelling

Assisted living


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:


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


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.


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)


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!


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


NRC MRC

Recurring Cloud


Business Case Example

ProCloudWi-Fi

ProCloudWi-Fi


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


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


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.


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.


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!


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


• 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


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


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


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)


ProCare Help Desk

End User Customer

ADTRAN Support

Help Desk

Technical Troubleshooting

Wi-Fi Access Support


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


Dashboard and

Customer Friendly

Tools

Reporting Monitoring, Alerts

Proactive Management

Wi-Fi Branded as Your Own


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


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


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.


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


Wireless Made Simple

Load part numbers

Joint collateral

Sales training support

Technical training support

Custom bundles are available for part numbers


Services for Success

Find 2 customers that need a wireless solutionLet’s do this together!

Michelle Southerland - ADTRANportal.adtran.com/pub/Library/Presentations/2014 AUGUST BBSS... · • More devices • Wi-Fi is the preferred method to access the LAN • Steady advancement

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