Industry Leadership

1
A division of
2
Selling xDSL
3
Prepared For
Telegroup/Primus Agents
4
The Future is with DSL
5
Why Sell DSL?

• Last words of the analogosaurus telecomus

6
Selling xDSL Internet Services

• A Great Professional Challenge
• Complete Back Office solution for the Agent
• Generous Commission structure
• Residual Commissions
• Dedicated Sales Support
• Web-based training
• On-line provisioning with Telegroup
  RepLink-2000
• On-line Agent management tools

7
DataCom Bottleneck
Performance Increase 1988-1998
8
What is DSL?
DSL
Digital Subscriber Line (DSL) is a Group of
Technologies that Deliver Higher Speeds over
Existing Telephone Copper Wiring
9
Types of DSL
HDSL
SDSL
ADSL
VDSL
RADSL
IDSL
10
Types of DSL
HDSL
SDSL
ADSL (Asymmetric DSL) ADSL Offers a Variety of
Downstream Upstream Rates. ADSL is Often
Provisioned with Greater Downstream than Upstream
Rates (Hence the Asymmetric Name). These Rates
are Dependent on the Distance a User is from the
CO and May Vary from as Little as 384 Kbps up to
1.5 Mbps.
ADSL
VDSL
IDSL
RADSL
11
Types of DSL
HDSL
SDSL
SDSL (Symmetric DSL) Developed as a Modified HDSL
Software Technology, if you qualify SDSL can
provide up to 1.1 Mbps in Both Directions over a
Single Twisted Pair. However, the Distance
over Which This Can Be Achieved is limited.
ADSL
VDSL
IDSL
RADSL
12
Types of DSL
HDSL
SDSL
IDSL (ISDN DSL) IDSL Provides up to 144-Kbps
Transfer Rates in Each Direction and Can Be
Provisioned on Any ISDN-Capable Phone
Line. Unlike ADSL and Other DSL
Technologies, IDSL Can Be Deployed Regardless of
the Distance the User is from the Central Office.
ADSL
VDSL
IDSL
RADSL
13
Time To Download 5Mb File
Access
This is a residential product, and not a business
solution for our business customers
Time
Note Cable Modems work on a shared network
Speed is determined by the number of active users
on the network. Theoretical maximum speed limited
by Ethernet board at 10Mbps. Actual maximum speed
typically 1-3Mbps.
14
Technology Alternatives
Access DSL T1 ISDN Cable Analog

• Speed Price Security Availability

4 4 4
4 4 4
4 4
4 4 4
15
DSL Advantages

• DSL is Faster Than Analog, ISDN, Cable, or
  Wireless Solutions.
• DSL Provides a Secure Remote Access over a
  Dedicated Copper Phone Line.
• DSL is Cost Effective to Implement, Requiring No
  Expensive Engineering or Infrastructure
  Build-Outs.
• Since DSL Utilizes Existing Copper Wiring (if
  available) Infrastructure, DSL is Deployable
  Today.

16
DSL Advantages

• DSL Operates over Ordinary 2-Wire Phone Lines
• Always Connected - Like a Dedicated T1 to the
  Home.
• No Waiting for Connection or Busies.
• Enables High Bandwidth Push Apps.
• Cheaper than traditional T1 and Frame Relay
• Faster than dial-up service

17
Digital Select NOC
NOC Proactive Monitoring 24x365. Network Status
Available _at_ digitalselect.net
18
Client (End User) Connection
To CO
Small Business
1. Install Wiring from NID to RJ-45 Wall Jack
(Optional )
2. Install a Pre-Configured xDSL Digital Modem
3. Connect the Modem to the Hub, Router, or Switch
4. Connect the Modem to the RJ-45 Wall Jack
5. Test End-to-End Connection to Primus
19
Client (End User) Connection
To CO
Employee or Consumer Home
1. Install Wiring from NID to RJ-45 Wall Jack
(Optional )
2. Install a Pre-Configured xDSL Digital Modem
3. Connect the Modem to the Computers Ethernet
Card
4. Connect the Modem to the RJ-45 Wall Jack
5. Test End-to-End Connection to Primus
20
Customer Premise Equipment
21
Customer Premise Equipment

• Ethernet (10BaseT) Connection to Clients
  Workstation or Hub
• DigitalSelect Provides Flowpoint 144 (IDSL),
  Diamond Lane 2000 (ADSL), Flowpoint 2200 (SDSL)
  and others
• DigitalSelect will Configure and Install Its CPE
• Firewall now included, customer is responsible
  for configuration

22
Telegroup/Primus Network Design
xDSL
CLEC Hub
T1 or T3
xDSL
T3 or OC3
xDSL
23
National Network
Portland
Minneapolis
Detroit
Chicago
Denver
Raleigh
Phoenix
Dallas
Houston
Austin
Miami
Cities where service is currently available
Created By Ann Martin
24
DC/Baltimore Footprint
Example of service availability
25
Check if Customer Qualifies

• Telegroup Service Availability
• Complete the following form to estimate Telegroup
  Service availability for Clients
• Inputting only the phone number will indicate
  overall Telegroup Service Availability for the
  Central Office that serves that phone number but
  wont provide estimation of obtainable speed.
• Inputting the phone number and address will
  indicate estimated service speed based on the
  serving Central Office and distance from that CO
  to the client.

26
xDSL Loop Lengths
Up To Up To Up To 12,000 15,000 18,000

• Service
• Speeds
• 144 K/144 K
• 192 K/192 K
• 384 K/384 K
• 768 K/768 K
• 1.5 M/384 K
• 1.1 M/1.1 M

4
27
Telegroup vs. Bell Atlantic

• Business Quality Services
  Residential Service is scheduled for mid 2000
• ADSL, SDSL IDSL
• Easy Inexpensive to Upgrade to 1.1Mbps
• Substantial Upgrade from Slower, Dial-Up,
  Usage-Based ISDN
• Substantially Less Expensive Than Frame Relay or
  T1

28
Costs - A No-Brainer



Telegroup/Primus
vs.
Bell Atlantic Business ISDN
700
600
500
Bell Atlantic Business ISDN
DSL 144
400
DSL 192
Average Monthly Cost ()
DSL 384
300
DSL 768
200
DSL 1.1 or 1.5
100
0
4
8
12
Hours Usage/Work Day/Month
29
Sales Issues

• Qualify the Loop at partners.digitalselect.net
  but Remember Driving Distance, not as Crow
  Flies (if you need a DSL password notify Agent
  Support at dslinfo_at_telegroup.com)
• No Guarantee of Bandwidth Delivery
• Customer is Better Off Obtaining CPE from
  Telegroup

30
Sales Issues

• Manage Expectations - Up to 45-60 Days after
  Telegroup receives completed paperwork and Covad
  receives the order
• If They Absolutely, Positively, Have to Have the
  Bandwidth but Have Distance Issues, Sell Leased
  Lines! (available in selected areas)
• Must Have Contact at End User Site
• Residential Issues Complicate Things - Focus
  on Business, (residential to follow in mid 2000)

31
DSL

• High Tech Jargon for MONEY

32
Agent Support1-877-375-33881-877-375-3180
faxdslinfo_at_telegroup.com