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PROACTIVE LIFECYCLE MANAGEMENT (PALM 3.3.3)

PROACTIVE LIFECYCLE MANAGEMENT (PALM 3.3.3). Asset Management Cloud Application. Rapidly identify opportunities to expand sales and upsell services with minimal effort Oct 2018 Sauveur BARUCH Partner Presentation. END-CUSTOMER CHALLENGES: KNOW WHEN TIME TO REPLACE NETWORK EQUIPMENT.

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PROACTIVE LIFECYCLE MANAGEMENT (PALM 3.3.3)

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  1. PROACTIVE LIFECYCLE MANAGEMENT (PALM 3.3.3) Asset Management Cloud Application. Rapidly identify opportunities to expand sales and upsell services with minimal effort Oct 2018 Sauveur BARUCH Partner Presentation

  2. END-CUSTOMER CHALLENGES: KNOW WHEN TIME TO REPLACE NETWORK EQUIPMENT Recommended Useful Life for Networking Equipment • Network managers must find a balance between maximizing installed equipment lifetime and jeopardizing network availability • Useful life reflects how long equipment can be used before product becomes functionally obsolete • Useful-Life Factor: • Market innovation • Vendor EoL policy • Operating life • Operational cost Source: Gartner (June ‘16)

  3. BUSINESS OPPORTUNITY - REFRESH OBSOLETE EQUIPMENT Opportunity Criteria Definition Solution to Push Key Selling Points Technology refresh and benefit of: • Latest technology for supporting digitalization • Better performances (bandwidth, latency ..) • Latest Advanced features • Better Interoperability • State of the art on Security Use PALM to Identify opportunities: • Obsolete equipment • Equipment being obsolete within the 6 months • Equipment having more than 7 years life Aging products make companies : • Vulnerable on security threats (business/end-users date protection) • Restricted on ability to meet business objectives(lack of Performances/Functionalities/Scalability/Interoperability) • Vulnerable on non quality costs for fixing a system failure (No ALE Tech Support, No faulty hardware replacement) • Vulnerable of operational costs (make a transition to a new product is economically advantageous)

  4. BUSINESS OPPORTUNITY - RENEW SUPPORT CONTRACT Opportunity Criteria Definition Solution to Push Key Selling Points Renew support services contract and benefit of: • Unlimited Software Update/Upgrade for bug fixing and advanced functionalities • Better performances (bandwidth, latency ..) • Better Interoperability • State of the art on Security • 24x7 access to ALE Tech Support Use PALM to Identify opportunities : • Equipment without active support contract • Equipment with support contract terminating in 90 days • Equipment with obsolete firmware • No access to ALE Technical Support experts • No software Patch/Update/Upgrade • Lack of interoperability with other equipment due to aging software • Lack of functionalities and performances • Lack of security

  5. YOUR ASSET TRACKING CHALLENGES • Can you afford using your technical experts to manually complete an inventory of equipment on end-customer network? • Does the vendor till support equipment ? • Does it take you too long to know when support expires on each equipment ? • Active support on equipment ? • Do you know what LAN switches/ WLAN controllers, WLAN APs are running on your network ? • Do you know LAN/WLAN equipment we have in stock ? • Is it time for a end-customer network refresh ? INVENTORY PROACTIVITY VISIBILITY COST

  6. PALM – WHAT IS AVAILABLE 0 Secure Cloud Online tool Live info Installed Base Inventory Freemium What is available? Inventory of running devices on end-customer premise (w/ OV2500 NMS) Inventory of purchased devices from ALE or from VADs for IRs (no OV2500 NMS) Custom view (Hide/Show generic columns, add custom columns) Service support contracts status Support services renewal /entitlement (fully automated) Self-service support activation Periodic reports (Export Excel, Scheduled predefined reports) 360°

  7. Major Benefits for SaaS model from Cloud PALM – AT A GLANCE Public Cloud • Hosted on Public Cloud, Operated and Maintained by ALE staff • Live Inventory of running/purchased devices • Zero Deployment/Zero Footprint • Smart remote Web access from anywhere, at anytime and from your favorite standard web browser • Security and Data privacy protection • Freemium model ALE Datacenter CRM DB PALM Application Secured Internet PALM Browser Pure Web Techno Optional OV2500 NMS (for PALM inventory only) End-Customer sites WAN/LAN WLAN ALE IS HOSTING & OPERATING PALM IN FREEMIUM MODEL

  8. PALM – HOW TO ACCESS THE TOOL HOW TO ACCESS THE TOOL? You are VAD or DR, you already received your credentials by e-mail. Chartered IRs ? Your VAD can provide you an access Or ask your ALE representative! Connection: https://store.enterprise.alcatel-lucent.com 1 3 Select Proactive Lifecycle Management (PALM) item from the drop list (and not Fleet Dashboard item dedicated to voice Fleet dashboard) 2 Enter your credentials

  9. PALM – WHAT IS AVAILABLE? 1/3 Easy Registration PALM Inventory Fleet Dashboard CSM User Role • Access to PALM Inventory and Fleet Dashboard for ALE employees • All PALM & Fleet Dashboard capabilities (PALM Inventory, Fleet Inventory, Renewal quotes, Support services activation) • Pre-registered access to PALM application for DRs, VADs & IRs • End-Customer PALM registration with self-registration via OmniVista 2500 NMS (Min R4.2.2 MR2) • OmniVista 2500 mandatory on EC premise • Available for all DRs, VADs & End-Customers worldwide Not for IRs • Asset and lifecycle information of running devices for a given EC network (Inventory) • Generate reports • No need of OmniVista 2500 On-Premise • Available for all DRs, VADs & IRs worldwide, not for End-Customers • Asset and lifecycle information of purchased devices by DRs or VADs from ALE and for IRs from VADs RICH CLOUD APPLICATION IN FREEMIUM MODEL

  10. PALM – WHAT IS AVAILABLE 2/3 Advanced Filtering Renewal Quotes/Orders Self Service Activation • Advanced filtering to display devices in Fleet Dashboard Inventory • Generic search on PALM Inventory & Fleet Inventory • Self support services entitlement • Self activation for New Sales/renewals. Optional date for new sales (Max 3 months after Support P/N purchasing) • Immediate or at end of support for renewals activation • Bulk entitlement (Excel import) • Guided Support Renewals • Instant Quote/Order (Partner discount or SDRs or Promocode) • Shopping carts management • No minimum fee Custom views • Custom fields on Fleet Dashboard (elementary and mass assignment thru Excel template) • Hide/Show generic & custom columns RICH CLOUD APPLICATION IN FREEMIUM MODEL

  11. PALM – WHAT IS AVAILABLE 3/3 Fleet Dashboard Specialization APIs (Internal Only) Predefined Scheduled Reports PALM Promotion • Top counters (Total of valid entitlements, Total of expired entitlements, ratio of active contracts) • For VADs, inventory with IR Name/IR CRD ID (mass-provisioning of custom columns) • For DRs & VADs, inventory with End-Customer name (from eBuy orders or mass-provisioning of custom columns) • For IRs, inventory of purchased devices from VADs • Predefined Scheduled Reports sent by email for support services lifecycle (Supported, expired in 30, 60 & 90 days and including service value renewals for 1y proposal) • Predefined Scheduled Reports by emails for hardware lifecycle (Supported HW, Obsolete HW) • +10% promotional discount on top of net contractual price for all support renewals placed on PALM (Fully automated, No discount key, No SDR) • Up to Dec 31st 2018 • APIs to get for a S/N: • Support Model (“End Customer” or “Partner”) • Support Type (“Software”, “Plus” or “Total”) • Support Sales (“New Sale” or “Renewal”) RICH CLOUD APPLICATION IN FREEMIUM MODEL

  12. PALM INVENTORY - KEY CAPABILITIES PALM Inventory • Available for all DRs, VADs & End-Customersworldwide • Asset and Lifecycle inventory of running devices for a given EC network(PALM EC subscriptions to be created in Business Store) • OmniVista 2500 mandatory running on EC premise SUMMARY OF HARDWARE & SOFTWARE LIFECYCLE FOR RUNNING DEVICES

  13. PALM INVENTORY - SUPPORTED PRODUCTS • OMNIACCESS™ WAN ESR OA5710, OA5720, OA5725, OA5800 (2) • OMNISWITCH™ LAN MODULAR • OS10K, 0S6900, OS9900 & OS9000E (1) • OMNIACCESS™ WLAN CONTROLLER & IAP • OA40xx, OA4x04, OA4x50 & OAW-IAPxxx(1)(3) • OMNIACCESS™ WLAN STELLAR • AP1101, AP1201H ,AP1201, AP1221, AP1222, (2) AP1231, AP1232, AP1251, AP1251D (2) • OMNIVISTA 2500 NMS AS COMPANION PRODUCT • (1) Min OV 4.1.2 R03 • (2) Min OV 4.2.2 R01 • (3) Only IAPs but not APs • OMNISWITCH™ LAN FIXED • OS6850/E, OS6860/E, OS6450, OS6855 (1), • OS6560, OS6400, OS6350, OS6250 (1), • OS6465, OS6865, OS2220 (2)

  14. PALM – FLEET DASHBOARD KEY CAPABILITIES 1/4GLOBAL VIEW Fleet Dashboard • Available for all DRs, VADs and IRs worldwide, but not End-Customers • Asset and lifecycle inventory of purchased devices by DRs or VADs (resold to IRs) • No need of OmniVista 2500 NMS SUMMARY OF HARDWARE & SUPPORT LIFECYCLE FOR PURCHASED DEVICES

  15. PALM – FLEET DASHBOARD KEY CAPABILITIES 2/4 CUSTOM COLUMNS Fleet Dashboard • Custom Columns • Create/Edit/Delete Custom Columns • Assign value to custom columns (to all or part of) Serial Numbers (Elementary assignment or mass-provisioning thru Excel import) CUSTOM COLUMNS (ELEMENTARY OR EXCEL MASS PROVISIONING)

  16. PALM - FLEET DASHBOARD KEY CAPABILITIES 3/4END-CUSTOMER NAME Fleet Dashboard • End Customer name now available when filled in eBuy orders My Customer 1 My Customer 2 My Customer 2 END-CUSTOMER NAME IF FILLED IN eBUY ORDERS

  17. PALM - FLEET DASHBOARD KEY CAPABILITIES 4/4INDIRECT RESELLER Fleet Dashboard My IR 1 My IR 1 My IR 1 My IR 1 • IRs have access to Fleet Dashboard • VAD to fill CRD ID column with the CRD ID of IRs • When an IR is connected, Fleet dashboard displays all devices associated to CRD ID of this IR My IR 2 My IR 3 SUMMARY OF HARDWARE & SOFTWARE LIFECYCLE FOR PURCHASED DEVICES

  18. PALM – KEY CAPABILITIES RENEWAL QUOTES (DRs & VADS) Renewal quotations & purchase (DRs & VADs) • Instant Quote/Order • Shopping carts management • Support model, type, duration, co-termination • Lifecycle warnings • Full automated entitlement • Orders placed visible thru eBuy GUIDED SUPPORT RENEWALS

  19. PALM – KEY CAPABILITIES RENEWAL QUOTES (IRs & ECs) Renewal quotations request (from IRs & ECs) • Quote request • Support model, type, duration, co-termination • Lifecycle warnings • Request sent to list of @emails GUIDED SUPPORT RENEWALS – QUOTE REQUEST TO @EMAILS

  20. PALM – SUPPORT SERVICES ACTIVATION Support Activation • Guided self support services entitlement • List of available Support Services P/Ns purchased via eBuy (New or Renew) • List of S/Ns compatible with support P/Ns • Optional free activation date for support P/N New (Max 3 month timeframe) Optionally select activation date for new sales (Max 3 months after P/N purchasing date), Immediate activation or at end of current contract for renewals) Select support services P/Ns available 1 Select devices to entitle (PALM list S/Ns compatibles) 2 3 EASY AND GUIDED SUPPORT ACTIVATION

  21. PALM – SCHEDULED REPORTS 1 Click on the Bell Reports generation • Partners subscribe to receive by email scheduled reports • Predefined reports on HW/SW lifecycle and Support • Includes Support quotation based on 1Y SOFTWARE & PLUS support P/Ns Register button on OV FORM to fill AUTOMATED REPORTS GENERATION TO DISTRIBUTION LIST

  22. PALM – SCHEDULED REPORTS Select a predefined report (support service 30 days from expiration, 60 days, 90 days, Obsolete hardware etc …) 2 Select a frequency (immediately, every month, every quarter etc …) 3 FORM to fill 4 Fill emails distribution list 5 Create Report AUTOMATED REPORTS GENERATION TO DISTRIBUTION LIST

  23. PALM - CSM USER ROLE CSM User Role • Available for all ALE employees – all regions • List of applicants configured in Business Store ( !!!! shared with Fleet dashboard CBD) • All PALM inventory, Fleet dashboard, Quotes for renewals, Activation Support, scheduled reports … capabilities available on behalf of a partner ACCESS TO ALL PALM CAPABILITIES ON BEHALF OF A PARTNER

  24. PALM - HOW REGISTERING (EC SELF-REGISTRATION) Click on register button on OV 2500 1 2 FORM to fill (Administrative info, optionally choose a partner DR or VAD from a pick list, but not an IR as not proposed) Omnivista 2500 NMS (Min R4.4.2 MR2) AdministratorPreferencesSystem Settings ProActive Lifecycle Management page END-CUSTOMER SELF-REGISTRATION FROM OV2500

  25. PALM - COLLATERALS Yammer ALE Public Site Business Portal Youtube ALE Spacewalkers • https://businessportal2.alcatel-lucent.com/proactive-lifecycle-management https://www.yammer.com/al-enterprise.com/#/threads/inGroup?type=in_group&feedId=7628872 • https://www.al-enterprise.com/en/products/network-management-security/proactive-lifecycle-management-palm https://www.spacewalkers.com/ https://www.youtube.com/watch?v=EbdZKTxwLPc&feature=youtu.be PALM user guides PALM Datasheet PALM Partner & Sales Presentations PALM Sales Brief

  26. “Get 10% extra discount when using PALM to purchase renewal of Support Services” PALM PROMOTION • Promo details • Offered only through authorized ALE partners (VADs or DRs) all regions • Available till Dec, 31st 2018 • +10% discount on top of ALE contractual net partner prices on renewals orders placed on PALM (not for new sales as PALM is not supporting new sales support ordering) • Not offered when purchased via eBuy • Can’t be combined with SDR/EDR/PAF or other promotions or special pricing • Fully automated, no discount key, No SDR needed • ALE Benefits • Increase PALM adoption by partner • Full entitlement automation decreases ALE Bottom-line • Renewals impact positively ALE Top-line • Re-educate ALE partners of values of support • Partner Benefits • Quickly identify business opportunities • Freemium cloud application • Full entitlement automation decreases Partner bottom-line • Get a 360° visibility on installed base • Trusted advisor

  27. PALM – Metrics (Oct 30th) ~2000 OV2500 NMS ~200Subscriptions 204 775 Logins per Month End-Customer Subscriptions

  28. PALM – TAKEAWAYS – BENEFITS • PURE ALE CLOUD BASED SERVICE • SaaS model • 0 Footprint, 0 Deployment for partners and end-customers • 24x7 Perpetual access via standard web browser • EASE OF MANAGEMENT • View the status of your network or your equipment at a glance from an easily identifiable color scheme. • With a couple of mouse clicks, drill down to obtain details per device • TRUSTED ADVISOR • Rapidly identify opportunities to expand sales and upsell services with minimal effort • Ensure network is high performing and secured • Easily identity/track running devices/devices in stock • RISK REDUCTION • Quickly identify devices to be upgraded, hardware to be replaced, or support services renewed. • Ensure that your devices are up to date and network operation risks are minimized • SAVE TIME / MONEY • Gather inventory and lifecycle information in a minute • Freemium commercial mode, Totally Free Of Charge • Grow revenue by identifying refresh of outdated products or support renewals • SIMPLIFIED BUDGET PLANNING • Advance warning based on scheduled reports • Proactive budget plan. Better know the network for higher performance and better security!

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