OmniAccess 5510 USG Router

1. OmniAccess 5510 USG Router Pre-Sales Presentation

2. Agenda • Introduction and Objectives • Vision and Strategy • Market Overview • Key Trends • OmniAccess 5510 USG router • Target Applications • Selling the OmniAccess 5510 • Competitive Landscape • Sales Support/Resources • Key Takeaways

3. 1 Introduction and Objectives

4. Objectives • This presentation focuses on how to sell the OmniAccess 5510 Unified Services Gateway (USG) Routers. • After completing this session, you will be able to: • Summarize the principal characteristics and features of the OmniAccess 5510 and its positioning in the USG router product family • Summarize the main value proposition for OmniAccess5510 • Briefly capture the top selling points • Articulate key product differentiation and its positioning • Identify various product insertion opportunities • Understand what resources and tools are available • Align to effective long and short term sales strategy.

5. 2 Vision and Strategy

6. Enterprise - IP Networking Portfolio WLAN WAN SP LAN Edge, Aggregation and Core WAN Access OmniStack LS 6200 OmniSwitch 6850 • AP 85 • Outdoor • AP 124/125 • 802.11n OmniAccess 5780 7450 ESS OmniSwitch 6400 OmniAccess 5740 OmniAccess WLAN OmniSwitch 6855 OmniAccess 5510 OmniSwitch 9000 7750 SR Consistency of Network Services SECURITY AVAILABLITY MANAGEABLE Green IT

7. Scalability & Performance OmniAccess USG Routers Product Family • Simple, cost-optimized, feature-rich streamlined form factor chassis (1/2 Rack width). • All-in-one secure WAN access with 1 T1/E1/ serial/xDSL connectivity. • Always-ON, increased port density & Scalability, feature-rich, high performance, Modular 3RU chassis • Converged, Highly available, branch-office solution with 5-8 T1/E1/Serial connectivity • Flexible, Scalable, feature-rich, high performance, Modular 1RU chassis • Converged branch-office solution with 2-4 T1/E1/Serial connectivity • OA5780 USG NEW • OA5740 USG • OA5510 USG Modularity & High Availability Unified Voice, Data & Security Services Mid-size/Regional Office Small Office/SMB Large Office/HQ

8. 3 Market Overview

9. Enterprise Routers and WAN Optimization Appliances (Aug. 2007) Source: Traditional Enterprise Router Market Worldwide Revenue • Units to grow at 5-year CAGR of 5% • Revenue to grow at 5-year CAGR of 2% • CY08 total: $4.7B • NA – ~$1.9B • EMEA – ~$1.6B • APAC – ~$1B • CALA - ~$.2B Traditional router market is flat but significantly large and in transition

10. Enterprise Routers and IPSec VPN/FW equipment, Worldwide, 2005-2010 (Sept. 06) Analysts Predict Growing Market: Multi-Service/Unified Services Gateways Multi Service Business Gateways: Cisco Under Attack (Apr.07) • The market for MSBGs will grow from $615 million in 2006 to $2.6 billion in 2011 • Growing at a 33.6% compounded annual growth rate through 2011 • Router-based MSBGs will be used to create new hosted services and applications by service providers Traditional router revenue streams will migrate to multi-service gateways

11. Worldwide main offices • (in thousands) • Worldwide remote offices • (in thousands) • Revenue growth for low end and high end MSBGs, 2006–2011 (US$M) Multi Service Business Gateways: Cisco Under Attack (Apr.07) Projected Worldwide Site Growth • Continued growth in the number of enterprise sites, fuels demand for MSBGs

12. 4 Key Trends

13. New Business Innovations Lead to Increasing Demands on the Network • The network must deliver: • High Resiliency • Scalability • Service Flexibility • Simplified Operations Increasing Network Demands Voice • Video • Mobility • Data Collaborative tools Increasing Service Sophistication Enterprises must focus on understanding how services and applications affect the network

14. Globalization Puts More Pressure on the Enterprise “Increasing distribution and reach of application data, require a re-think of the IT infrastructure,” Mark Fabbi, Gartner Group • The effects of globalization include: • Increased dispersion and number of branch offices • Need to consolidate data centers to lessen the complexity of application administration • More applications that must be delivered with optimal user experience across branch office connections • The need for a highly available and secure infrastructure • Branch office locations have become more critical to business

15. Globalization’s Impact • Globalization increases the: • Complexity in the enterprise branch office • Equipment cost and numbers - CAPEX • Complexity of management - OPEX • Mismatch among management tools • While decreasing: • Reliability and network uptime • Secure access Voice

16. Ensuring Optimal User Experience Growing dependence on the WAN link means high availability is critical ERP Increasingly sophisticated applications are running through the branch office VoIP Branch Office Branch Office Security threats from the internet are more complex and difficult to contain Corporate Office Branch Office Branch Office CRM More applications running through the branch office must be delivered with optimal user experience

17. Solution - The Services Gateway Headquarters Unified management interface for all services One platform for all services: Network (routing, switching, QoS) Full security (Firewall, VPN, IDS) Analog/packet voice DNS, DHCP, Radius, etc. Multiple WAN interfaces Network Branch office

18. 5 OmniAccess 5510 USG Router

19. Customer/Market Drivers (1/3)Small & Medium Businesses (SMB): Very cost conscious IT Infrastructure Needs • Need same feature richness as of enterprises. • Want cost effective solution with full feature functionality • Need simplicity of deployment & management • Equipments which provide flexibility of different deployments • Make employees more accessible and improve customer service by using flexible communications applications Business Challenges • Compete with larger, more established, companies. • Do not have extensive operating & capital budget • No IT department, No IT expertise • Space constrained Crunch of real estate and are not sure of deployment models? • Improve customer service and worker productivity Business Challenges links to IT Infrastructure Needs Smaller in scale, but still as complex as Enterprises.

20. Customer/Market Drivers (2/3) Small Enterprise branch-offices:Mission critical, revenue generating IT Infrastructure Needs • Consistent set of services from Headquarters to Branch-Offices: security, IP VPN, QoS, voice,.. • Convergence of voice, video, data and desire high service capabilities with high performance. • Device consolidation in the branch office Business Challenges • Enterprises are increasingly reliant on their Small branch-offices. • Enterprises are leveraging the virtual workplace to reduce real-estate costs and attract unattainable employees. • Lower total cost of ownership Business Challenges links to IT Infrastructure Needs As per Nemertes Research: Increased migration towards the branch/remote offices (from ~85% of employees in the branch in 2003 to 91% today) Small branch offices need access to similar infrastructure & services as in HQ.

21. Customer/Market Drivers (3/3) Managed Communication Services (MCS):Managed Services is not a future anymore! N/w Infrastructure Needs • Solution shall allow on-the-fly activation of new services without network disruption. • Need future ready devices for MCS deployment. • Interop with legacy interfaces along with newer interfaces. • Support voice & security functionality along with WAN access & routing functionality. • CPE devices shall provide remote management capabilities which ensures end-to-end management. Carriers Challenges • Always be competitive and adapt to the needs of enterprise/SMB business. • Own the Enterprises TODAY and lock them for a long time . • Extend the life of the current Infrastructure. • Increase the ARPU by offering multiple services like routing, security, voice, etc. • Reduce TCO, Minimize the costly visit of operational personnel at remote locations. Carriers Challenges links to its network Infrastructure Needs Carriers wants to Deliver NEXT Generation solutions TODAY

22. OmniAccess 5510 USG Router Cost optimized platform for secure, wire-speed delivery of voice and data services. Delivering Value to SMB Customers. End-to-end solution Built-on proven, successful ModuliveTM OS foundation. Performance headroom for processing intensive applications. Branch office friendly with consolidation of multiple services. Best-in-class functionality for Lowest TCO. Space and power efficient device with multiple deployment options All the functional richness and flexibility of a ModuliveTM OS architecture is inherited from the USG router product line. Enterprise class data, voice & security at Small Business Price

23. OmniAccess 5510 USG attributes in brief (Hardware) Console • USB 2.0 present on front of the OmniAccess 5510 USG. • Hardware VPN encryption enhances VPN encryption performance.* Power Supply (external) • External PS improves system UP time • Easy spare availability • AC or DC power supply option. Ethernet Expansion Port • 10/100 Copper Ethernet port • High performance L3 routing support • Connect OmniSwitch for additional LAN ports (PoE) • Use as back-up interface • Connect external ADSL/ISDN/Cable modem WAN Interface Port • Single built-in WAN interface • T1/E1, Universal Serial, ADSL2+ (Annex A & B) are supported on respective models. Switched Ethernet Ports • 4 10/100 switched Ethernet ports • VLAN switching • Wire speed switching *Available in Release 2.3.

24. OmniAccess 5510 USG Router – Models Value Hardware for Small Office • 4 x 10/100 Switched Ethernet Ports • 1 x 10/100 Routed RJ-45 Port • External AC power, optional DC available • Fanless design, ½ Rack width – Tray mountable • Hardware VPN Encryption* Full Enterprise Services • Routing: RIP, OSPF, BGP, VRRP, PBR, GRE, Multicast, ECMP, Multi-VRF CE* • Advanced Security: SPI Firewall, IPSec VPN, NAT, DDoS and IDS/IPS, Transparent Firewall, ACLs, SBC • VoIP & QoS: Diffserv/TOS Marking, Hierarchical Queuing, Policing & Shaping, Strict Priority, WRED, SIP/NoE ALG, Remote office Voice Resiliency (RoVR)* • LAN Switching: 802.1Q VLANs, Port Mirroring, IRB • WAN: Ethernet, Frame Relay, HDLC, MLPPP, MLFR • Network Services: DNS, DHCP, TACACS+, Radius, HTTP/HTTPS, SSH, FTP/TFTP Common software with OA5740/5780 1 port T1/E1 Built-in CSU/DSU, Clear Channel or Fractional • OA5510-TE 1 port Universal Serial V.35, X.21 or RS-232 cable selection • OA5510-SR 1 port ADSL2+ Annex A – ADSL over POTS • OA5510-AA 1 port ADSL2+ Annex B – ADSL over ISDN • OA5510-AB * Available with R2.3

25. Value PropositionSimplification Save Time, Money, Headaches Reduced Complexity, Easier to deploy and manage • Pre-packaged and ready to be deployed • All-in-one solution, seamless integration • Faster troubleshooting, Minimize network disruptions No Special Training required • Management and service simplification • Familiar Command Line Interface (CLI) means, eliminating the training costs normally associated with learning a new product. • A user-friendly Web-based Graphical User Interface (GUI) provides step-by-step configuration wizards for quick and easy configuration and management. Operational Simplicity: Faster time to productivity and profitability • Quicker time to bring up the small office network • Low commissioning costs & high ROI • External PS improves system UP time with easy spare availability

26. Input (Data+ voice) WAN Voice Data Packet Interleaved output Value PropositionSecure, Scalable, Unified VoIP Services Traditional VoIP Services with voice security • Leverage existing WAN infrastructure to transport voice securely. • Protection against attacks - DDoS, IP spoofing, stateful inspection, PAD. • ALG support for voice signaling and supporting protocols . Call Processing • Built-in local communication server (with CAC functionality) allows full featured IP telephony on OmniAccess 5510. Remote Office Voice Resiliency (ROVR) • Provide backup for central communication server (OXE) when WAN link fails. Sustained voice communications in the event of WAN outage. Voice Aware QoS • Minimal delay and Jitter free voice delivery by LFI. • Existing QoS solution like policing, shaping etc enhances the voice Quality.

27. 2nd Generation Late 90s 3rd Generation OmniAccess today Data Plane Data Plane Control Plane Control Plane Mgmt Plane Data performance improved, mgmt still tied to data paths Full separation of data and management traffic, accessible even if main processing is unavailable Value PropositionSeparation of Management Plane 1st Generation Early 90s Data Plane Data plane limits performance & mgmt access

28. Value Proposition Purpose-Built for Multi-Service Support • Ro Comprehensive Security Routing LAN Switching SIP-PAD/DOS Stateful Firewall SSH PIM Ethernet Anti-Virus NAT DOS/DDOS RIP 802.1Q VLANs ACLs Radius IDS/IPS STP BGP GRE for IP Radius TACACS+ PVSTP+ IP VPN IRB VRRP OSPF OmniAccess 5510 Unified Services Gateways Port Mirroring Static PBR WAN Other WEB Caching Quality of Service PPP MLFR DHCP SBC Hierarchical Queuing WRED SIP MLPPP HDLC DNS VoIP Marking & Mapping Policing & Shaping Ethernet Frame Relay 3rd Party Congestion Avoidance Strict Priority for Voice Multiple services consolidated on one platform reduces CAPEX/OPEX

29. Management Plane Task Manager and Services Directory Feature Servers User Interface Chassis Management Feature Configuration Control Plane Interface Management Routing Protocols Feature Control Data Plane Packet Switching Device Interfaces Value PropositionLayered Software Architecture with Modulive ™ Software Platform • Built in modularity • Isolation of management components • Preserves integrity of different processes • Robustness that facilitates seamless failure recovery • Easy insertion and removal of services via “plug-ins” • New applications and services can be readily added Software modularity allows rapid service introduction with seamless failure recovery

30. VoIP IDS / IPS Switching Router Firewall VPN IDS / IPS ModuLive™ Platform OmniAccess 700 High Availability: Modulive™ Software Platform Traditional Router • Monolithic OS is high risk for multiple services down • One failure or upgrade = all services down VoIP Switching Router Firewall VPN IDS / IPS Monolithic Operating System OmniAccess 700 • Modular, always-live networking platform • Start / stop individual software modules • Real-time service addition w/o disruption • Insulate system from failure of any service Software modularity allows seamless service insertion and enhances platform high availability

31. Value PropositionHigher performance—scale for future needs • Each packet is classified / inspected only once • Each service performs its action based on the single classification • Saves CPU resources and minimizes latency • Guarantees uncompromised performance + scalability Scalability Packet Ingress Packet Ingress 1 1 Firewall Single Packet Inspection 5 Routing Packet Egress 4 2 2 Security Firewall Routing (again) Multiple Packet Inspections 3 3 Routing Security 4 Packet Egress Traditional Branch Office Routers OmniAccess USG Routers By inspecting packets only once, there is no performance degradation when multiple services are turned on.

32. Router with Security OmniAccess 5510 Unified Services Gateway Security First Architecture Value PropositionSecurity First Architecture • All security services first, then routing/packet forwarding • Unified multi-service architecture that ensures new services automatically receive full protection from existing security functions. • Protects the network from the most sophisticated security threats. Security first architecture enables carrier class security for small offices

33. Router Voice IDS/IPS Firewall VPN QoS Value PropositionProgrammability: Powerful Modular Software Architecture WAN Opt.: Web Cache Compression New Apps: 3rd Party Custom Open Source Applications Application Interface Services ModuLive OS HW IFs ADSL2 T1/E1 V.35/X.21 Ethernet • New services and apps added through software or hardware as required • S/W scales from CPE to data center for target market requirements

34. Device Manager Value PropositionUnified Services Management OmniVista • One management interface for all services • Ability to create policies across multiple services • Live service upgrades • Partitioned management • Access control based on user profiles • Familiar CLI & Web-based GUI • Alcatel-Lucent OmniVista Network Manager • Centralized management • With integrated element management • Network Wide Topology view • Alarm Monitoring • Policy based network access control

35. Value PropositionEco friendly & Flexible deployment option OmniAccess 5510 USG is Flexible and adaptable to changing business needs Multiple installation options • Desktop (rubber feet) • Rack friendly (w/ PS Tray at side) • Dual configuration Rack friendly (PS Tray at back) Optimal use of real estate • 2 OA5510 units can be placed in 1 RU height • Offers the option to pair with OmniSwitch unit (OS6250 or OS6855) to fit in 1 RU height Flexible deployment options • Enterprise branch office deployments using companion OmniSwitch, OmniPCX voice solutions and OmniAccess Wireless LAN portfolio. • True WAN flexibility with multiple models Suitable for noise-sensitive environments • Fan-less design makes OmniAccess 5510 best-fit for noise-sensitive environments like testing centers. Eco-sustainability: Green IT • Low power consumption • No cooling fan required • Option for AC or DC power supply • Fan-less design means no noise pollution

36. 6 Target Applications

37. Private Network Frame Relay V.35 Serial Ethernet MLPPP T1/E1 MFR Enterprise private network using dedicated lines A variety of WAN interface connects are supported by OmniAccess 700 Connectivity to the Internet is via a gateway at a main location Internet New New OA 5740 OA 5780 New New OA 5740 OA 5780 New New OA5510 Headquarters OA 5780

38. MLPPP or MLFR Single, Consistent end-to-end Management Secure WAN connectivity/access Branch Office Embedded Firewall OA 5510 USG Headquarters OA 5510 USG Branch Office ADSL 2+ OA 5780 USG T1/E1 OA 5510 USG WAN Serial (V.35, X.21, RS232) Provides multiple WAN connectivity options with built-in security • Fixed configuration offerings which meets region specific WAN connectivity needs. • Ideal branch access solution where streamlined h/w form factor, flexibility, value pricing, and extensive features are required • OA5510 provides optimal commissioning and configuration while maintaining feature richness & flexibility

39. Headquarters PSTN Unified networking services for Small Enterprise Branch Offices OA 5780 USG IP Touch IP Touch OA 5510 USG PC WAN LAN / Ethernet T1/E1 Servers Unified Networking Services • Unifies routing, security, VoIP and other services • Highest throughput and lowest latency for voice traffic • RoVR: Local & PSTN call routing during WAN link outage • Network Services: DNS, DHCP, Radius, TACACS+ • No compromise with performance when multiple services are enabled. Enterprise Branch Office Site Enables enterprises to move to VoIP convergence

40. ISP #2 ISP #1 ISP #1 Primary Secondary Embedded Firewall Basic Internet connectivity & secure VPN communications Remote office location connects to the local Internet Service Provider for browsing only and establishes VPN connection for having communication with Enterprises IPSec tunnels are configured at each branch location to build an Enterprise VPN over the Internet IPSec VPN tunnel IPSec VPN tunnel Branch Office OA 5740 USG IPSec VPN tunnel OA 5510 USG OA 5780 USG OA 5510 USG Secure Internet Access • OmniAccess USG routers allow users in a small office to share a secure broadband connection with an integrated stateful inspection firewall. • USG routers can connect to the Internet or corporate networks through T1/E1, serial (X.21, V.35, RS-232), ADSL2+ or via an Ethernet WAN port connected to an external DSL or cable modem. OA 5740 USG Each location connects to the Internet via closest/cheapest Service Provider

41. SP MPLS Network Frame Relay V.35 Serial Ethernet MLPPP T1/E1 MFR Corporate Connectivity via MPLS VPN Network of Service Providers MPLS VPN network does not extend to the CPE. VPN assignment is done at the PE corresponding to the interface which is tied to a specific customer. Mark voice and data traffic using L3 DSCP/TOS so PE can identify and assign to separate VPNs as required. New New OA 5780 OA 5740 New New OA 5510 OA 5780 New New OA 5510 Headquarters OA 5780 OmniAccess 700 CPE device could be owned/managed by the Enterprise or by the Service Provider. Prioritize voice over data using L3 QoS priority queuing and policing.

42. PSTN. GW Terminal Gateway WAN Outage Enterprise Voice deployment with survivability* • Centralized Call server with redundancy. • Remote offices connected to central server via gateway having voice survivability support. • Gateway is connected to Media gateway to support PSTN trunks and Analog phones. • PSTN access from remote office to Central site. IP Media Gateway PSTN SIP Phone LAN WAN LAN / Ethernet OA5510 USG SIP Com Server (Primary) LAN SIP Com Server (Secondary) * Will be available from Q3 2009

43. SMB Deployment scenario with WAN redundancy Voice Data OA5740 OA5740 Headquarters Redundant Routers MLPPP GIA FR Cloud OA5510 GIA Outpatient, Doctor Remote Sites Primary Tunnel Voice Primary Tunnel Data Primary Tunnel GIA Secondary Tunnel Voice Secondary Tunnel Data Secondary Tunnel GIA OA5740 Data Voice Single WAN Link supporting 3 VRFs * Will be available from Q3 2009

44. 7 Selling the OmniAccess 5510

45. Target Customer/Market:Meeting the SMB IT infrastructure needs OmniAccess 5510 USG • It runs on ModuliveTM OS architecture which has same feature richness as of enterprise routing solution, but still meets the price point desired by SMBs. • Pre packaged OmniAccess 5510 USG router is easier to configure & maintain and has compact form factor with flexibility of deploying either in rack or desktop friendly environments. • Ensures business continuity and disaster recovery via high-availability configurations & modular architecture. SMBs can deploy new applications to support business changes w/o disrupting existing services. IT Infrastructure Needs • Need same feature richness as of enterprises. • Want cost effective solution with full feature functionality • Need simplicity of deployment & management • Equipments which provide flexibility of different deployments • Make employees more accessible and improve customer service by using flexible communications applications

46. Target Customer/Market:Meeting the Enterprise’s Small branch-offices Needs OmniAccess 5510 USG • Single code source provides consistency across features implementation from HQs (OA5780/5740) to BOs (OA5510). • Low power consumption enhance enterprise’s eco-sustainability. • OnePass™ packet processing, ensures uncompromised performance for processing intensive services, even when all services running. • OmniAccess 5510 USG router is All-in-one solution. It unifies multiple services/applications desired by branch-offices in single platform. IT Infrastructure Needs • Consistent set of services from Headquarters to Branch-Offices: routing, security, IP VPN, QoS, voice,.. • Meet the GREEN-IT goal of enterprises. • Convergence of voice, video, data and desire high service capabilities with high performance. • Device consolidation in the branch office

47. Target Customer/Market:Meeting the MCS n/w Infrastructure Needs N/w Infrastructure Needs • Solution shall allow on-the-fly activation of new services without network disruption. • Need future ready devices for MCS deployment. • Interop with legacy interfaces along with newer interfaces. • Support voice & security functionality along with WAN access & routing functionality. • CPE devices shall provide remote management capabilities which ensures end-to-end management. OmniAccess 5510 USG • Always-ON Modulive OS enables carriers to deploy new services w/o disrupting existing services. • Open-source architecture enables easy addition of future applications. • It interops with both legacy (T1/E1, serial) & newer interfaces (ADSL2+). • OmniAccess 5510 USG router unifies data, security & voice services in single purpose-built device. • Comprehensive & Consistent end-to-end management framework provides a simplified, uniform view of all components and network services operating in the carriers network.

48. Summary of Key Selling Points Simplicity of deployment & management • Faster rollout of services. • Best of both worlds - ready to go and different connectivity options • Low commissioning costs and high ROI. Cost-effective Scaling for an End-to-End solution • Leverages the USG product family to provide end-to-end branch-office solution. • Consistency of services and performance for all enterprise employees Best combination of price, space, and power. • Perfect fit for deployments that require a cost effective box with complete set of services. • Optimal use of real estate • Alcatel-Lucent’s GREEN initiative is extended to enterprise router’s family.

49. Three Minutes to Convince Your Customers Technical IT/operations • Pre packaged, fixed configuration OmniAccess 5510 systems are easier to configure & maintain and takes less time to bring-up the branch offices. • Familiar & consistent CLI and network management system (NMS) across the network helps in reducing management and provisioning times. • Provides option of deploying either in rack-friendly or desktop-friendly environments. Executive level (CxO) • OmniAccess 5510 USG routers enables organizations to become more productive, efficient, and responsive to customers. • Offers comprehensive portfolio of enterprise branch office networking products. • Reduce CAPEX & OPEX with a single platform accomplishing multiple functions. Director of IT/Network Operations • Organizations can activate new services as per their needs, respond more rapidly to change, and better protect, optimize, and grow their business • Ensures business continuity and disaster recovery via high-availability configurations and a modular architecture. • Environment friendly, GREEN IT.

50. 8 Competitive Landscape