How to sell RAD’s leading EAD and vCPE solutions...ETX-2 G.8032 Rings RNC ETX-2 ETX-2 GPS GbE 10...
Transcript of How to sell RAD’s leading EAD and vCPE solutions...ETX-2 G.8032 Rings RNC ETX-2 ETX-2 GPS GbE 10...
How to sell RAD’s leading EAD and vCPE solutionsRAD Training July 10th 2018Eyal Aloni, Head of Service Providers Line of Business
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Agenda
• EAD and TDM migration solution
• vCPE Market and opportunities
EAD for business, mobile and wholesale
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• Large and growing market• RAD among top 3 players, taking market share from competitors • Many RFP/RFQs during 2017, customers are open to alternatives • RAD continues to invest in order to maintain leadership
– Pay as you grow, license activated 10G ports– NFV enabled EAD with NETCONF support – 100G EAD will be available this year– Cost optimized DSL MEF EAD
EAD for Business, Mobile and Wholesale
Recent wins
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EAD for business, mobile and wholesaleCe
ll To
wer
Mobile backhaul
RADview
Service Assurance
ETX-2G.8032Rings
RNCETX-2ETX-2
GPS
GbE10 GbE
HQ
ETX-2
n x 10 GbE100 GbE
Data Center
ETX-2ETH over Fiber/DSL/PDH/GPON
Rem
ote
Bran
ches
ETX-2
ETX-2i withD-NFV Module
ETX-2
Premium Ethernet/IP with virtualization VAS Wholesale
ETX-2 ETX-2WholesaleNetwork
L2 + L3Services
• End to End Service Assurance• Demarcation and Aggregation over Any access• Flexible Network Topologies
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Keep EAD leadership!
Jan/18 Apr/18 July/18 Jan/18 2H/2019Oct/18
ETX-203AX SHDSLPremium CE2.0 services over integrated 8W SHDSL
ETX-2i-64E1/T1High Scale TDM migration for PoP and MDU applications
ETX-2-100GHigh Speed Carrier Ethernet demarcation and aggregation
ETX-203AX-LTEOptical + cellular access for high availability and fast rollout
NG ETX-2-10GASIC based 10G
ETX-205A, ETX-2i-10GNew synchronization capabilities
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TDM Migration
Recent wins
• TDM services are still very profitable for many SPs– Obsolescence puts SPs under pressure to shut down their TDM networks
• In some areas, TDM networks are still the most viable Access option– Existing legacy infrastructure is useful also for delivery of new services
• RAD continues to invest in order to maintain leadership– High density 64xE1 MEF EAD
– Pluggable PWE device enhancements
vCPE Market and Opportunities
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• Embryonic market finally about to happen– SD-WAN gaining traction
– Combining SD-WAN with other VNFs makes the uCPE concept attractive
– uCPE concept prevents Vendor Lock-In
• New NFV Architectures– Carriers realizes that BOTH Distributed and
Centralized VNFs are required
• Industry standard x86 server platforms– Whitebox (COTS) for hosting virtual functions
throughout the network getting traction
Opportunity Profile
vCPE Solution Lifecycle
Introduction Growth Maturity Aging
Sale
s
Today
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• Phase 1: Centralized solution - virtualization in the Data Centers• Phase 2: Distributed solution – virtualization in the Edge• Separate RFPs for Orchestration, Whiteboxes and Operating System
Typical Service Provider vCPE Strategies
• Prefer distributed solution - Pay-as-you-grow strategy• Request a complete solution including all components
• Challengers – fast movers, fast decisions• SD-WAN important solution component • Prefer Distributed solution – Pay-as-you-grow• Request complete solution
Managed SP
SPTier-1
SPTier-2 / Tier-3
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RAD’s vCPE Journey: vCPE Toolbox evolution
uCPE with Acceleration
NFV
ETX-2i
NFV
RADview
Domain Orchestrator
VNF Offering 3rd Party Orchestrators
White Box uCPE
ETX-2v
NFV
2-4-8-16 Cores
VNF & PNF
P-PNF
vAccess
vFirewall
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Any VNF - networking, security and ITAny Orchestration & SDN controllerRapid evolvement based on open source industry components
RAD’s vCPE Toolbox: Ready-To-Go Without Lock-in
vCPE OptimizedSlim and high performance
Operating System
Any AccessSeamless management of RAD’s pluggable PNFs for Carrier Ethernet, Cellular, xDSL, PON & TDM
Any HardwareRAD’s Whitebox and 3rd party server
RAD’s gray-box supporting Carrier Ethernet Complements RAD’s pluggable PNF for access monitoring & timing
High AvailabilityWAN, NFVI & VNF performance monitoring, troubleshooting &
self healing
Open
RAD’s vCPE Toolbox offers everything service providers need to roll out carrier-grade NFV/SDN-
based business services todaywhile maintaining full openness to
work with any VNF, controller, orchestrator, and third-party white
box (no vendor lock-in)
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Comprehensive Lifecycle Management solution
vCPE DeploymentZero Touch Deployment
Secure Management channels
VNF OnboardingVNF certification
Network Service Design
VNF provisioning NFV instantiation & Chaining
Day 1 VNF configuration
Service RecoveryvCPE Backup / Restore
VNF SW Backup / Restore
SW Maintenance uCPE SW updates/rollbackVNF SW updates/rollback
ReconfigurationRemove / Replace VNFs Flexible Service Chains
Daily Operation vCPE / NFVI / VNF Analytics
vCPE Fault Management
RADview
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Making Your White Box Sparkle
• White box CPE• Vendor independence • Agile solution• Limited networking
functions
Software Functions
White Box
Boosting white box performance with Open vCPE-OS and pluggable PNFs
• Any access• Advanced networking
functionality• Monitoring, analysis,
troubleshooting• Test generators,
responders
Hardware Acceleration
Pluggable PNF (P-PNF)
+ =• vCPE-OS provides open environment• Service reach & assurance• Agile & flexible solution• VNF hosting using Open NFVI toolbox• Service acceleration• Scalability• Light integration
Software Functions with Hardware Acceleration
Carrier-Grade White Box
vCPE use-cases
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Typical vCPE use-case for branches
RAD ETX uCPE platform
Cellular
Assured TransportVirtual Network Functions + VAS
Broadband
Fixed
InternetBranch
Enterprise HQ
Cloud
Cellular
IP/MPLS/Ethernet
NOC
Opportunity for Managed services
VNF 6VNF 5 VNF 7 VNF 8
LAN Security Monitoring
Video Surveillance
IP PBX
Web Proxy
IT services
VNF 2VNF 1 VNF 3 VNF 4
SD-WANFirewallQoS/QoEmonitoring
WiFiController Network services
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• Service providers can increase managed service portfolio
• Flexible and Agile service delivery• Market competitiveness
Customer Benefits
IP VPN Services with VAS
RAD ETX uCPE platform
Assured TransportVirtual Network Functions + VAS
Broadband
Fixed
IP-PBX WAN OPT Firewall
Cellular
Value Added Services… Cellular
InternetBranch
Enterprise HQ
Cloud
IP/MPLS/Ethernet
IPVPN services
• Wide ETX-2v portfolio• Carrier-grade vCPE-OS• Any access (LTE, WiFi, xDSL, pluggables)• RADview as domain orchestrator• RAD’s home bred vNFs (vFW, vAccess)
RAD’s Offering
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• Solution strategy• Win more EAD market share • Harvest TDM Migration opportunities• Breaking Through vCPE, generate
recurring revenues
Takeaways
Thank youF o r y o u r a t t e n t i o n