Assessments - 4, GPA: 4
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1There are many established PBX vendors. Why is ADTRAN entering the PBX market? ADTRAN® has a 19-year successful history in the telecom market dating back to our original products that helped public telephone companies upgrade to high speed digital services worldwide. Today, we produce more than 1,300 products for both carrier and enterprise markets, and one of our competencies is the ability to design and engineer lower cost, integrated solutions. Our most recent enterprise successes are in the SMB router market, and we believe a natural extension is to integrate the PBX/Key System functions. The integrated products will target one of the fastest growing segments – the VoIP convergence market—and represents tremendous growth opportunities for ADTRAN and our partners. 2What is ADTRAN’s go-to-market strategy? ADTRAN is entering the IP PBX market in a measured approach, knowing that today’s PBX equipment represents decades of development. The initial offering will provide standard PBX functionality with full-featured LAN and WAN function. New firmware will be released that adds more sophisticated PBX and telephony features and applications. Is ADTRAN committed long term to the PBX and IP 3Telephony market? 4 4 Yes. ADTRAN recognizes that voice-data convergence and IP-enabled next generation solutions compromise the strategic direction for the industry and our company. ADTRAN’s short- and long-term plans are to regularly introduce new products into the market and grow our portfolio of IP enabled voice-data convergence solutions, including PBX, Key system and IP telephony. Are there any preconfigured 4200-level systems with NIM and/orVIM Modules already installed in the NetVanta 7100? No. The NetVanta 7100 only ships as the #1200796L1. The NIM/VIM modules and phones are also ordered individually. What are the target applications for the NetVanta 7100? 5 5 Business locations with 50 stations or less. The standalone SMB that wants high-speed Internet and voice is ideal. Additional target applications include teleworker/home office solutions and small branch office connectivity. What are ADTRAN’s advantages in the market? 6 6 ADTRAN’s advantage is cost-effectiveness and the simplicity of deploying VoIP and converged voice-data networks. We are “de-mystifying” convergence by providing an all-in-one single box that incorporates everything the user needs for LAN, WAN, and PBX communications. The integrated solution eliminates the need for costly and time consuming network assessments to certify existing hardware performance in VoIP applications 7 7 How does the NetVanta 7100 price compare to competitors’ equipment? The NetVanta® 7100 solutions are priced 25 to 50% lower than competing solutions. For example, in a 24-station configuration that includes the PBX, SIP phones, voice mail, IP router, PoE switch, firewall, VPN, and CSU/DSU—ADTRAN’s list price will be about $545 per station. Competitors’ prices range from $600 to $1,000 per station. NetVanta 7000 Series FAQsFAQs 8What are ADTRAN’s competitive advantages? Competitor ADTRAN’s advantages Cisco ISR Better value. Better channel practices. Mitel More extensive LAN/WAN solution. Lower cost. 3COM Integral 24-port PoE switch, router. Lower cost Avaya IP Office Better value. Feature-rich router. Nortel BCM SIP-based. Integral switch-router. 9Why is a single “office in a box” better than multiple pieces of special purpose equipment? Simplicity. The ADTRAN NetVanta® 7100 offers a simple installation, ease of use, and management solution. All the features required to make a converged network run smoothly are integrated and designed to work together out of the box. According to a recent industry report in Light Reading, 90% of SMBs need a network upgrade to accommodate VoIP. Network upgrades can be complex. Multi-vendor approaches require more training, cabling, interoperability testing, software programming, and different management systems. A single, all-in-one solution can significantly reduce installation time and money. The NetVanta 7100 GUI and remote management features also make ongoing M/A/Cs and support much easier and cost-efficient. 10Will preliminary network readiness assessments be required? Not necessarily. The ADTRAN NetVanta 7100 includes the router, PoE switch, firewall, VPN, CSU/DSU, and PBX, so you really do not need additional external equipment for small offices. It may be less expensive to simply pull out old, legacy network devices and install the NetVanta 7100, which delivers a proven solution that works without a lot of site assessments and testing. 11Will ADTRAN sell the NetVanta 7100 in a modular fashion? For example, unbundle the firewall? The NetVanta 7100 operates on a single integrated ADTRAN Operating System (AOS) and includes all the functions bundled together. 12How will ADTRAN handle end user technical support calls? What about Moves/Adds/Changes (MACs)? ADTRAN intends to direct end users to their Certified Dealer. ADTRAN offers free po...