ACC Business

1
ACC Business Spohn Consulting An Introduction
to Selling Together

• February 24, 2009

2
ACC Business The Basics

• An indirect marketing program within ATT,
  providing essential telecom services to tens of
  thousands of businesses across the United States.
• Tier 1 ATT network, products and support
• Offering a broad range of WAN services
• Dedicated and Switched Local and LD Voice
• Dedicated Internet Access (MIS)
• Private Line
• MPLS IP-VPN -- PNT -- CoS
• Ethernet Access to MIS (EaMIS) EaPNT
• ANIRA with PNT (Trial Phase)

3
Todays ACC Business
Bringing Together Two Strong Telecom Traditions

• 1998 Assets of ACC Telecom are acquired by ATT
  as a component of the TCG acquisition
• The business division of ACC Telecom is
  incorporated as ACC Business, a wholly-owned unit
  of ATT
• ACC Business charter is to serve the
  telecommunication needs of small to mid-sized
  businesses
• Exclusively Indirect Sales with a nationwide
  presence through our sales partners
• A Key Competitive Difference - ATT network and
  product quality, coupled with personalized
  customer care and support

4
Product Positioning
Offering an ATT product portfolio under the ACC
Business brand

• A suite of Essential Products and Services
  targeted to the SMB business client
• Specific features, functionality and optimized
  pricing
• ATT Premium Network, Technical Support, and
  Hardware components
• ACC Business Billing and Customer Care
• Simplified, Flat-Rate Billing
• Live Customer Care

5
ACC Business Voice Assets

• Full Array of Local LD solutions via national
  facility-based carrier (ATT CLEC, T)
• Commission
• Full commission paid on all components of
  service usage, features, access, D channel (PRI)
• Billing
• One clear and concise bill for all locations
  services nationwide
• 4th decimal place true billing on measured LD
  usage ideal for Call Center applications
• ACC Business Program Support
• 100 Agent Channel no direct sales force or
  channel conflict
• Dedicated Agent Managers
• Personalized Customer Care Agent Queue Sales
  Support

6
ACC Business Voice T1s Key Assets

• PrimeExpress PrimePlex Local T-1 PRI
• Offered nationwide on ATT Local facility-based
  network (metropolitan/urban areas)
• premier ATT national, global network assets
• Discounted via annual commitment for locations
  within a specific State
• Can be combined with Dedicated long distance
  rates (6x6 billing) with 200/month usage
  commitment
• Prime Custom Pricing combine multiple States,
  all customer services for most aggressive Prime
  pricing
• ATT Digital Link Long Distance T-1 or PRI with
  added local DOD/DID/8YY functionality
• Available almost everywhere via ATT LD T1s
  much broader footprint than Prime Local
• Ubiquitous ATT POPs allow competitive access

7
ACC Business Toll Free Advanced Features

• Offers customers complex Toll Free routing
  options to multiple terminations
• tied to specific plans, treatment, logic
• Key ACC Business Advanced Features
• Routing based on time variables Time Manager
• great value at 25 MRC per TF!
• Alternate Destination Routing affordable
  overflow solutions
• Real-time online routing changes enabled by Quick
  Call Allocator Online Toll Free Routing Control
  
• offered at 25 MRC per TF!
• Ideal solution for disaster recovery

8
Managed Internet Services

• Included-Managed CPE and Customer-Provided CPE
  service options available
• Included-Managed option includes CPE (Router,
  CSU/DSU, Diagnostic Modem), 24/7 Monitoring and
  Maintenance, Customized Packet Filtering
• Access Port speeds of 56Kbps - 155Mbps (OC-3)
• Primary and Secondary DNS Management
• Bundled T1 pricing includes Local Access for
  solutions up to 12.0 MB (up to 25 miles from POP)
• Dedicated access to the Tier 1 ATT IP Network
• Pricing as low as 502/managed and
  490/unmanaged, if within 25 miles of our POP.
• Discounts available for sites over 25 miles from
  POP, if in ATT territory

9
ATT Global IP Network-US Region (AS7018)
Anchorage, AK
Seattle
Spokane
Portland
E
Portland
Manchester
Worcester
Minneapolis
Chicago
E
St. Paul
Albany
Syracuse
Cambridge
Rochester
Milwaukee
Glenview
E
Framingham
Providence
Hartford
Madison
Grand Rapids
Wayne
Cheshire
Providence
Buffalo
Stamford
E
RollingMeadows
Bridgeport
Harrisburg
Detroit
Plymouth
Des Moines
New Brunswick
NYC
Philadelphia
E
White Plains
NYC Bdwy
Salt LakeCity
E
Pittsburgh
Oak Brook
Sacramento
Davenport
E
Wash.DC
Cleveland
Cedar Knolls
E
Denver
South Bend
E
Akron
Rochelle Pk
San Francisco
Rochelle Pk
E
Omaha
E
Secaucus
Silver Springs
Columbus
Newark
E
Dayton
Hamilton Square
Palo Alto
New York City
Bohemia
Indianapolis
Ashburn
Freehold
Arlington
Kansas City
Baltimore
Cincinnati
Camden, NJ
Norfolk
Oakland
E
Las Vegas
Louisville
E
E
ColoradoSprings
Florissant
San Jose
St Louis
Richmond
Redwood City
E
Raleigh
Nashville
Springfield
Sherman Oaks
Greensboro
Albuquerque
E
OklahomaCity
Charlotte
Tulsa
E
SanBernardino
Honolulu
Los Angeles
Anaheim
E
Little Rock
Note Maps may not be used to predict service
provisioning. Node homing is determined at time
of order.
Gardena
Legend
Memphis
Columbia
Phoenix
San Diego
Birmingham
N X OC768 N X OC192 N X OC48 N X OC12 N X OC3
E
Dunwoody
E
Dallas
Norcross
Ft. Worth
Atlanta
Jacksonville
New Orleans
Austin
Orlando
Houston
E
Backbone Node with Peering
E
Backbone Node without Peering
E
San Antonio
W. Palm Beach
Tampa
Edge Location
E
E
Ft. Lauderdale
April 2008
Remote Access Router (capped, no further customer
deployment)
Ojus
San Juan PR
Miami
Carrier Hotel Site
ATT Proprietary The information contained
herein is for use by authorized persons only and
is not for general distribution
10
What is ACC Business Ethernet Access to MIS?

• EaMIS utilizes Ethernet transport to establish
  connectivity for a customer for managed internet
  service   
• Ethernet rather than private line access (T1,
  NxT1s, DS3) provides connectivity to ATT
• EaMIS is an access method to MIS service and not
  a product onto itself
• Two types of EaMIS access ports
• Fast Ethernet - Port speeds from 500kbps to 100
  Mbps
• Gigabit Ethernet - Port speeds from 70Mbps to
  1,000 Mbps (1Gbps)

11
What are ACC Business EaMIS Key Assets?

• EaMIS national footprint utilizes underlying
  Ethernet services of
• ATT RBOC SBC Bell South
• Verizon,
• Qwest,
• ATT Local/LNS, 
• or other select Ethernet Service Providers (ESP)
• EaMIS PerformanceATT network reliability, 24x7
  technical support, proactive monitoring
  maintenance

12
ACC Business EaMIS Key Product Assets

• ACC Business EaMIS available with or without a
  managed premise router
• Both options available
• ATT requires a premise router (or layer 3
  switch) for unmanaged service
• CPE manages the public IP block
• Router cards for ethernet significantly less
  expensive compared to T1/DS3 cards

13
ACC Business EaMIS Key Product Facts

• ACC Business EaMIS access/port speeds may not
  match
• For example, 25 mb port in Bell South/SBC region
  combined with 50 mb EaMIS access
• ACC Business EaMIS does not include a burstable
  billing option
• ATT developing MACDs (2009 ETA)
• Upgrades require new provisioning
• No rationale for larger access structure sales
  with proximate EaMIS access/ports

14
ACC Business EaMIS Sweetspots

• Optimal pricing factors
• In 22-state region advantages (ATT RBOC
  SBC/Bell South), though aggressive port discounts
  available nationwide (Verizon, Qwest)
• Verizon territory access pricing reduction in
  late 2008
• Unmanaged service
• Longer terms (3 year)
• 10 mbps, 50 mbps, 100 mbps, 200 mbps space
• Significant discount versus DS3/OC3
• Pricing Challenges
• No bursting a factor with larger Gig E pipes
• Carrier hotels
• Lit buildings where Ethernet Service Provider
  (ESP) waive access out of region

15
IP-VPN and Class of Service Traffic Prioritization

• MPLS Network-Based Service Elements
• Options built upon standard MIS service
• Additional MRC pricing add-on to MIS port
• PNT Private Network Transport
• Network-based IP-VPN service
• Fully-meshed virtual private network
• CoS Class of Service
• Traffic differentiation and prioritization
• Label-switched paths
• Applicable to MIS ports or PNT ports based on
  customer application requirements

16
PNT Just The Facts Reliability

• Worlds most experienced network services
  provider for over 115 years
• Each service location has private line
  connectivity (T1.5, DS3, Ethernet) to ATT - no
  shared bandwidth single hop to core
• IP backbone designed with layer 3 multi-ring core
  network architecture (PoS)
• Provides high reliability and millisecond
  re-routing, with no single point of failure
• gt99.95 Reliability
• lt0.05 roundtrip packet loss
• lt37ms average round-trip latency
  (www.att.com/ipnetwork)

17
How ACC BUSINESS MPLS Works

• MPLS-enabled IP Backbone
• Customer Router passes IP packets to Provider
  Network
• Provider Edge Router applies MPLS label to packet
• Path to destination address is across the core
  network. (LSP Label Switch Path)
• Packets forwarded across the network based on
  MPLS Label and Label Switch Path.
• Provider Edge Router (egress) strips MPLS label
  forwards IP packet to destination customer Router

Customer Site 2
Customer Site 1
18
ACC Business MPLS/VPN - Security
MPLS offers Security Similar to Frame Relay

• VPN route uniqueness and segregation
• Route Distinguisher (RD) - Qualifies a VPNs IPV4
  routes
• Virtual Routing Forwarding Tables (VRF) Each
  VPNs routes stored in separate tables
• Route Targets (RT) - Controls iBGP distribution
  of routes to VRF
• VPN traffic segregation
• MPLS label stack Inner label controls VPN
  connectivity Outer label controls switching
  packet across core ingress/egress PEs and
  eliminates need for core to carry VPN routes
• VPN membership controlled by ATT Provisioning
• Customer interfaces on PEs are assigned to
  customers VRF
• Unique Route Distinguishers are assigned to
  customer routes
• Unique Route Targets assigned to VRF, controls
  route distribution
• Customers unaware of the RDs and RTs associated
  with VPN

19
PNT Key Technical Selling Points

• Reach - ATT IP domestic core is ideal for
  networking. POP in each LATA. 35 core/access
  router cities
• Consistency - Private line access from each
  customer port, directly to the ATT network core
• Performance - PNT is an OUTSTANDING networking
  environment. Customer applications need strong
  latency performance. We deliver it.
• ATT Core Network SLS average Latency is 37ms
• Network-based MPLS VPNs avoid requirements for
  latency-increasing encryption
• Simplicity - ATT managed CPE routers enable a
  complete turn-key WAN solution
• Reliability - ATT true Tier 1 network
  continuity, redundancy, disaster recovery is
  unmatched

20
ACC Business ANIRA beta offer

• Adds powerful new VPN solutions to PNT, allowing
  customers to connect small offices remote
  workers securely into MPLS
• Seamless scalable VPN (Virtual Private Network)
  integration for small offices remote workers
  into PNT
• Small offices establish VPN connections into PNT
  network via ATT-managed premise equipment
• Remote workers connect securely to PNT network
  via the ATT Global Network Client. ANIRA RA
  (Remote Access) supports 3rd party authentication
  
• Remote offices (SOHO) workers (RA) transmit
  securely to gateways/ATT network-Private Network
  Connection/PNC
• Customers separately purchase broadband
  connections
• ACC Business ANIRA will soon include
  international VPN!

21
ANIRA Components

• ANIRA Remote Access (RA)
• for single users utilizing ATT Global Network
  Client
• Varied access methods are supported
  (customer-provided broadband, DSL, Wireless)
• ANIRA SOHO
• for multi-users based on the ATT Netgate/Cisco
  871
• Varied access methods are supported
  (customer-provided broadband, DSL, Wireless)
• ANIRA Private Network Connection (PNC)
• Virtual Interface Gateway (VIG) into MPLS PNT
  network. ANIRA solutions will always include a
  PNC

22
Architecture- Private Network Connection

• Supports access path into the Customers PNT
  network (PNC) or the IP Connection on the VIG
  complex
• Designed on a fully redundant VIG PVC
  infrastructure
• VIG Gateway selection based on VIG health check
  (home VIGs)

Regional Office
MGX
OC3
Internet or ATT IP Backbone
Firewall
MPLS VPN
PVC
MGX
OC3
NetGate or Netclient
HQ
Secure Tunnel
PVC
Routed Connection
23
Business Direct Online Reporting

• MIS and PNT usage reports are accessed by
  customers through the Business Direct portal
• Agents and customers can easily identify port
  utilization statistics for network planning
  purposes, including bandwidth utilization by COS
  profile
• DNS Provsioning Tool (DPT) allows for online
  customer administration of DNS changes (view,
  add, delete DNS records for existing zones)

24
SIMPL Online Pricing Portal

• SIMPL Sales Information Management Pricing Link
• Online 24/7 pricing for all Data Services and
  Dedicated Voice Access circuits
• Automated special pricing where required
• Professional quotations to your customers
• All quotations saved in online customer project
  folders within individual agency partitions

25
Upfront Cash Bonuses

• Current Bonus!
• 800 per 2 MIS sale (T1 or NxT1)
• 75 of EaMIS sale
• 50 of the MRC for PNT sales
• 40 of full or frac MIS DS3 sale
• 40 of the MRC for Private Line sales
• 750 per voice T1
• In addition to your standard monthly, residual
  commissions!

26
Why ACC Business?

• Financial stability of ATT and reliability of a
  Tier 1 network
• Live Customer Care at 888-286-2686
• Flat rate billing platform
• Monthly product and sales training
• Technical support for agents and customers
• Aggressive rates and commissions (including
  loops)
• Special pricing with no commissions reduction
• Bonuses!

27
Questions and Answers

• Thank You for participating in todays session!