AT&T Internet for Business AT&T Business Fiber Overview

© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary (Internal Use Only). Not for use or disclosure outside the AT&T companies except under written agreement.

January 21, 2018

AT&T Internet for Business – AT&T Business Fiber Overview(Internal Use Only)

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Why AT&T Business Fiber?

Gain advantage over Cable by solving speed gap in DSL and price gap in ADI

DSL

ADI

AVPN

PNT

Ability to Spend Monthly Recurring Spend

AT&T internet opportunity

Positive Movement: Up-

sell

Negative Movement: Downsize

Cable’s Sweet Spot

??

AT&T Business FiberFiber-based AT&T Internet for Business - AT&T Business Fiber

Built to address a key competitive product gap • High-speed, low-cost service to compete against cable

Symmetric and Asymmetric speeds up to 1 Gbps

Build on Fiber–based Ethernet Infrastructure• Shares access infrastructure with AT&T Ethernet products

Services delivered using AT&T Internet for Business platforms• AT&T Internet Care, Billing and Customer Experience

• AT&T Internet features: E-mail, Anti-Virus, Wi-Fi access

7-10 day provisioning interval objective

• Automated provisioning and single truck roll install

Includes needed CPE at no additional charge

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AT&T Business Fiber

Fiber-based AT&T Internet for Business – AT&T Business Fiber offered exclusively in “AT&T Fiber Ready Buildings”

FEATURES CUSTOMER BENEFITS

• Symmetricand Asymmetric speed offerings of 25Mbps/5Mbps thru 1 Gbps/1 Gbps

• Uses branding

• CPE with LAN ports and Wi-Fi networking included at

no additional charge

• Available with AT&T Phone for Business (bVoIP) - up

to six lines

• No Data Caps

• No Big Data collection/capture

• Available with Static or Dynamic IP addressing

• No signed contracts with long term commitments

• Wi-Fi functionality to enable wireless connectivity

• High-speed, scalable bandwidth supports data

intensive applications used by business customers

• Industry leading ultra high-speed broadband from AT&T at an affordable price

• 7-10 day service delivery objective

AT&T Business Fiber: One Product, Two Architectures

AT&T Business Fiber• Uniform broadband

customer experience• Common speed tiers• One B2B pricing

schedule• Available with AT&T

Phone (VoIP)

EMT Architecture• Switched Ethernet• Only available in

buildings served by EMT

• Default for non-GPON

areas• Symmetric or

Asymmetric speeds• Focus on Type 1 and 2

buildings or those with Enterprise customers

• Up to 1Gbit service • AT&T Phone (up to 6

lines)

GPONArchitecture• Available in GPON

enabled footprint• Predominately single

tenant or Type 3 buildings (those that

were not targeted by the FTTB program)

• Same pricing /features as ABF delivered on EMT

Building Type DefinitionsType 1: 50 or more business customer locations (BCL)Type 2: Between 20 and 49 BCLType 3: Between 6 and 19 BCL

To cover our business customers, we are creating a common service definition that rides over both a switched Ethernet architecture and GPON. Both services will use the brand extension “AT&T Business Fiber”

EMT = Ethernet Multifunction Terminal (previous versions were called, “Ethernet Multiplexer/EMUX”) – both are Switched Ethernet network devicesGPON = Gigabit Passive Optical Network (Fiber Direct to Lightspeed Network not using IPAG, technology used for consumer “GigaPower”)

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AT&T’S BROADBAND TECHNOLOGIESNOTE: WHAT WAS FORMERLY CALLED U-VERSE HIGH SPEED INTERNET ACCESS (HSIA) IS NOW REFERRED TO AS SIMPLY

“AT&T INTERNET FOR BUSINESS”

AT&T Internet for Business

IP-DSL VDSLGPON

(Formerly GigaPower)Fiber to the Building

(EMT/EMUX)

• 768k - 24Mbps speeds

• Asymmetric Broadband Speeds

• Widely available in 22 state footprint

• DTV only for TV Services

• 1.5Mb – 100 Mbps speeds

• Asymmetric Broadband Speeds

• 100Mbps (in development)

• Widely available in 22 state footprint

• DTV only for TV Services(Legacy U-v TV now under sales hold)

• 1.5 Mb – 1Gb Speeds(Don’t Sell Sub 25Mb speeds!)

• Symmetric and Asymmetric speeds

• 186k Customers covered (As of Oct 2017)

• DTV only for TV Services(Legacy U-v TV now under sales hold)

• 25Mb – 1Gb Speeds

• Symmetric and Asymmetric speeds

• 1M customers covered (EOY 2016)(footprint is now static)

• DTV only for TV Services

© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission

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AT&T Internet for Business Access Technology Family

AT&T Business Fiber/ABF is an access technology of AT&T Internet for Business. ABF was originally called Fiber Broadband Service/FBS.

AT&T Business Fiber (EMT and GPON)AT&T Internet – 25 25 / 5M

AT&T Internet - 25S 25 / 25M

AT&T Internet - 50 50 / 10M





AT&T Internet - 200S 200 / 200MAT&T Internet - 300 300 / 75M




AT&T Internet - 1000 1000 / 200M

AT&T Internet - 1000S 1000 / 1000M

IPDSLInternet Basic 768k 768k / 384k

Internet Basic 1.5 1.5 / 384k

Internet Basic 3 3 / 512k

Internet Basic 5 5 / 1M

Internet Basic 6 6 / 768k

Internet 10 10 / 1M

Internet 12 12 / 1M

Internet 18 18 / 1M

Internet 25 25 / 2M

VDSLInternet Basic 1.5 1.5 / 1M

Internet Basic 3 3 / 1M

Internet Basic 5 5/ 1M

Internet Basic 6 6/ 1M

Internet 10 10/ 1M

Internet 12 12 / 1.5M

Internet 18 18 / 1.5M

Internet 24 24 / 3M

Internet 25 25 / 5M

Internet 45 45 / 6M

Internet 75 75 / 8M

Internet 100 100/ 20M

AT&T Proprietary and Confidential Information (Internal Use Only/Subject to Non-Disclosure Agreements). Not to be disclosed or distributed outside of AT&T, AT&T Solution Providers or any of its companies without written permission.©2017 AT&T Intellectual Property. A ll Rights Reserved. AT&T, the AT&T logo and all other AT&T marks contained herein are trademarks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.

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GPON delivered ABF vs Ethernet Delivered ABF

ABF – GPON Delivered ABF – EMUX Delivered

Primarily Single Tenant Locations Primarily Multi Tenant Locations

Fiber only Inside Wiring(Installed by AT&T)

Fiber or CAT6 Inside Wiring (Installed by AT&T)

DTV based TV 1st Option (IPTV is NowSales Hold)

DTV based TV 1st Option

Can support Sub 25Mb Speeds – BUT WHY WOULD YOU SELL THEM!!

25Mb and greater only available

Support for up to 1Gb Symmetrical Support for up to 1Gb Symmetrical

Qualified via Sales Express, BLOOPY,OMS, OPUS

Qualified via Sales Express, BLOOPY,OMS (OPUS Support Targeted Q4 – 18)

Ordered via Sales Express, RDS, OMS Ordered via Sales Express, RDS, OMS (OPUS Support Targeted Q4 – 18)

© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission

© 2018 AT&T Intellectual Property. All rights reserved. AT&T, Globe logo, Mobilizing Your World and DIRECTV are registered trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks are the property of their respective owners. AT&T Proprietary & Confidential. Not to be disclosed or distributed outside of Solution Providers or AT&T and any of its companies without written permission.

AT&T Business Fiber over Ethernet Architecture (EMT)Available in ‘Fiber to the Business’ locations

Multi-tenant Building

• Delivered via EMT like other AT&T Ethernet services

• Inside Wire Placed at time of Install• 25Mb – 1Gb Speeds available• Available in Multitenant Buildings Primarily• Transport Type of FTTB-F/C

CommonBackbone

Metro Ethernet Network

Lightspeed

Network

CO

Customer Suite

EMUX/EMT

ADI

AVPN

IPAG AT&T Business FiberTraffic Path

ASE/EaMIS/AVPN Service Path

AT&T Business Fiber

Internet

FBG

Inside Wiring Placedat time of Install

EMT = Ethernetet Multifunctional Terminal / FBG = Fiber Broadband GatewayIPAG = IP Aggregation Gateway/ ADI = AT&T Dedicated Internet AVPN = AT&T Virtual Private Network


Local Central Office

AT&T LightspeedBackbone

CustomerSuite

Building

Street Level

7450

OLT

ONT+

NTE

Customer

CPE

PFP“Splitter” 32:1 + FST

LARGE Buildings with 50+ Tenants(FUTURE – Dedicated Splitter placed)

OLT

Customer

CPE

PFP“Splitter” 32:1

7450

AT&T Business Fiber over Gigabit Passive Optical Network (GPON)

Fiber Serving Terminal “FST” (Patch Panel)

FST

Small MTU and Single Tenant Buildings

Wiring to customer suite called Network Terminating Wire (NTW)

• No powered electronics past OLT (increased reliability and reduced OpEx for AT&T and building owners)

• Same speeds/price as EMT Based ABF

• In Small MTU and Single Tenant Buildings fiber NOT pre-run from street to building drop placed at time of install

• Transport type FTTP-GPON

Fiber drop will need run from street to building in most cases for small buildings

Fiber pre-runto MDUs

FST

ONT+NTE

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Traditional AT&T Internet vs. AT&T Business Fiber AT&T Internet today is delivered for the most part over copper infrastructure to consumers and small businesses.

ABF will deliver ultra-fast AT&T Internet for Business service over a switched Ethernet Fiber infrastructure to small businesses.

AT&T Business Fiber Traditional AT&T Internet

Product Name AT&T Internet for Business

Speeds 25Mbps up to 1000Mbps 768 Kbps up to 100 Mbps

Symmetric Speeds Yes No

AT&T Phone (VoIP) Yes - up to 6 lines Yes - up to 6 lines

TV Support Bundle with DirectTV (where available) Yes

Footprint FTTB locations and GPON “Green” buidlings in PON serving areas Widely deployed & expanding in 21 states; higher speeds have smaller footprint

Service Features Static and Dynamic IP support; Free Access to AT&T Wi-Fi Hotspots nationwide; E-mail Accounts; McAfee Internet Security Suite included

Inside Wire Will need installation of inside wire in most cases Relies solely on existing copper inside wire

Network Technology

Fiber-based Ethernet last-mile infrastructure - hybrid IPAG, Lightspeed network OR GPON based delivery

Copper-based DSL last-mile infrastructure - Lightspeed network

Care team AT&T Internet Care Tier 2 (U-Biz ICM) SOS. On-site repair and installation by Technical Field Services (TFS) techs (when on EMT) or IEFS (when GPON)

AT&T Internet Tier 2 (U-Biz ICM) Care. On-site repair and installation by AT&T Internet, Internet & Entertainment Field Services (IEFS) techs

Sales Channels Available to all sales channels (requires use of Sales Express , RDS, CRM/OMS or OPUS for order entry)

Available to all sales channels (requires use of Sales Express , RDS, CRM, or OPUS for order entry)

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AT&T Business Fiber Current Pricing (01/21/2018)

* Three static IP addresses must be assigned as routing IP addressesNote: Customers may have additional inside wire expenses for out of scope conditionsNote: AT&T Business Fiber is an included Broadband element in the All for Less Bundle (AFL)

http://marketing.web.att.com/oil/download?oilID=441216e73f0e1b&file=att_business_fiber_with_AFL_job_aid_091214.docx&title=AT&T Business Fiber with All for Less (AFL) Bundle Job Aid&category=233

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AT&T Business Fiber – Market Based Pricing

Billing Element(Description)

SpeedStandalone MTM Price (MRC) All For Less (Incl.w/Phone) Bundle Markets

Internet 2525/5M $40 $30

Available in 40 specific markets.Internet 50 50/10M $50 $40

Internet 100 100/20M $100 $40

Internet 1000 1000/200M $240 $230 Available only in the Atlanta and Nashville DMAs

Internet 1000 1000/200M $305 $295 Available only in the Chicago and Detroit DMAs

Warning: If a seller offers market based pricing to a customer NOT in a promo DMA there is NO WAY TO FULFILL at the promo price!

Zip Code List for Markets with Special Pricing

Special Market Based pricing is available in 40 Designated Market Areas (DMA) where we compete with Charter Spectrum (100M and below asymmetrical) and four DMAs where we compete with Comcast at the 1G/200M speed. Sellers should use ordering systems to validate service address eligibility.

Direct sellers using RDS should validate by zip code here before submitting order form:

Region DMA Region DMA Region DMA Region DMA

Southeast Birmingham (Anniston and Tuscaloosa), AL Central Paducah-Cape Girardeau-Harrisburg, KY-MO-IL Northeast Traverse City-Cadillac, MI West Bakersfield, CA

Southeast Montgomery-Selma, AL Central Evansville, IN Northeast Cleveland-Akron (Canton), OH West Los Angeles, CA

Southeast Orlando-Daytona Beach-Melbourne, FL Central St. Louis, MO Northeast Columbus, OH West Santa Barbara-Santa Maria-San Luis Obispo, CA

Southeast Kansas City, MO-KS Central El Paso (Las Cruces), TX-NM Northeast Dayton, OH West Reno, NV

Southeast Louisville, KY Central Milwaukee, WI Northeast Youngstown, OH

Southeast Lexington, KY Central Green Bay-Appleton, WI Northeast Zanesville, OH

Southeast New Orleans, LA Central Madison, WI Northeast Toledo, OH

Southeast Charlotte, NC Central Dallas-Ft. Worth, TX Northeast Marquette, MI

Southeast Raleigh-Durham (Fayetteville), NC Central Austin, TX Northeast Flint-Saginaw-Bay City, MI

Southeast Greenville-Spartanburg-Asheville-Anderson, SC-NC Central Harlingen-Weslaco-Brownsville-McAllen, TX

Southeast Greensboro-High Point-Winston Salem, NC Central Waco-Temple-Bryan, TX

Southeast Columbia, SC Central San Antonio, TX

Southeast Myrtle Beach-Florence, SC Central Corpus Christi, TX

Southeast Jackson, TN

http://marketing.web.att.com/oil/download?oilID=1d538a49ed27fb

http://marketing.web.att.com/oil/download?oilID=1d538a49ed27fb&file=DMA_zip_code_list-09062017A.xlsx&title=AT&T Internet Market Based Pricing Zip Code List&category=306

http://marketing.web.att.com/oil/download?oilID=1d538a49ed27fb

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Go-to-Market Speed Tiers and Strategy

• Lead with Symmetric Speeds 100Mb and higher to differentiate from cable

• Back down to Asymmetric Speeds offer or lower speeds for price conscious customers

25 Mbps 50 Mbps 100 Mbps 200 Mbps 300 Mbps 500 Mbps 1000 Mbps

Download 200 MB video in 72 seconds



Download200 MB video in 9 seconds




Symmetric $100 $200 $300 $450 $450 $450 $650

Asymmetric $60 $85 $140 $300 $300 $300 $500

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Cable MSOs presence - by AT&T in-region major metro

MW City Cable MSO

Chicago Comcast

Cleveland Cox

TWC

Detroit Comcast

Bright House

Green Bay TWC

Indianapolis Comcast

Bright House

Milwaukee TWC

Rockford Comcast

WEST City Cable MSO

Los Angeles TWC

Orange

County

Cox

TWC

Riverside Charter

TWC

Sacramento Comcast

San Diego Cox

TWC

San Francisco Comcast

SE City Major Cable MSO

Atlanta Comcast

Charter

Birmingham Charter

Bright House

Charlotte TWC

Charter

Jacksonville Comcast

Memphis Comcast

Miami/Ft.

LauderdaleComcast

Nashville Charter

Comcast

New Orleans Cox

Orlando Comcast

Bright House

Raleigh Charter

TWC

SW City Cable MSO

Austin TWC

Dallas TWC

El Paso TWC

Houston Comcast

Kansas City TWC

Little Rock Comcast

OKC Cox

Salina Cox

San Antonio TWC

St. Louis Charter

Topeka Cox

Tulsa Cox

Waco TWC

Wichita Cox

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AT&T Business Fiber – Roadmap Development Projects

Project CI Target

New Fiber Broadband Gateway – BGW210(key enhancement – increased simultaneous IP Session quantity of 8K +)

April 16, 2018

NTE to EMT Conversions(key significance – will expand ABF footprint by converting existing NTEs into EMT which will support ABF service)

1Q2018

AT&T Business Fiber

Inside Wire

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AT&T Business Fiber – Inside Wire Challenges and SolutionsInside Wire (IW) is critical to AT&T Business Fiber success

• Technical Field Services (TFS – formerly BSIM) technicians will do inside wire work (if allowed by Building Owner) during service installation (assuming no out of scope conditions)

• Site-survey and installation in single dispatch to get to 7-10 day delivery target

• Construction and Engineering may Pre-build intra-building cable for larger locations

Fast Service Delivery

• Inside Wire installation at no cost to customer to reduce sales barrier (when in scope)•AT&T CC-LCON inside wire issue resolution team to try to overcome out of scope conditions

– still at no cost to customerLower Cost

• Single truck roll for vast majority of installations (~ 85% estimated)• CC-LCON inside wire issue resolution team to assist customer in resolving out of scope

conditions

• Inside wire centric offers to assist in any unresolved out of scope conditions

Effortless Customer Experience

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AT&T Business Fiber – Important Inside Wire ConsiderationsAT&T Technical Field Services/TFS will always install IW when allowed and when there is path

Manage Customer Expectations for IW Placement

Understand the IW Issue Resolution Process

• All buildings and office spaces within a building are UNIQUE – making IW unique with each ABF order

• Since ABF is a “single truck roll,” service, out of scope or complex inside wire conditions are not determined until the TFS tech actually attempts to install service on day of install.

• AT&T cannot place inside wire if the Building Property Management team will not allow it or if Out Of Scope or complex IW conditions exist

• In some instances, the Building Property Management will require AT&T to use their designated IW vendor and prohibit AT&T from placing the IW directly.

• Ultimate determination of the type of IW required (fiber or CAT5e/6) is made by the AT&T TFS technician when attempting to install the ABF service

• Only the AT&T TFS tech can determine if there is an inside wire issue and that would only happen during the installation process of the ABF order

• If inside wire requirements exceed the work the TFS tech can perform, the TFS tech will “jeop” the order to the inside wire resolution team (CC-LCON) and advise the Customer the resolution team will work to resolve the iW issue

• The CC-LCON team will work with AT&T contracted IW vendors to see if the IW issue can be overcome

• It is CRITICAL during the CC-LCON resolution process NO NEW Due Date (whether by Sales or the Customer) is applied to the jeop’d order or else the order will be re-dispatched only to encounter the IW issue again

• CC-LCON will work to resolve the inside wire issue as quickly as possible and once resolved, CC-LCON will release the order for installation rescheduling

© 2014 AT&T Intellectual Property. All rights reserved. AT&T and the AT&T logo are trademarks of AT&T Intellectual Property.AT&T Proprietary (Internal Use Only) Not for use or disclosure outside the AT&T companies except under written agreement.20

Telco Room AT&T Equipment

(EMUX/EMT)

Customer Inside Wiring

Fiber Broadband Gateway

AT&T Business Fiber Architecture

ABF customer inside wiring can be:

• Copper – CAT 6 grade only (when 300ft or less in distance)

• Fiber Optic (Single Mode or Multi Mode [SM preferred])

AT&T Business Fiber

Seller Mobile Tool Support

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Sales Express Solution: ABF Express ABF Express places orders into back office systems in real-time from the sellers iPad.

ABF Express – creates Fast Accurate Orders for ABF Service in Real Time.

• Allows Sellers to create a new or carry forward an existing opportunity.

• Search for ABF available buildings via map.

• Check for ABF Service Availability

• Qualify an Address for service

• Process small business Credit Checks

• Create a Customer BAN

• Capture Minimum Data Set (MDS) for ABF order

• Select an Installation Date on a Technician’s Calendar

• Submit the order for service

• Email Customer Order Summary


AT&T IP Broadband on Sales ExpressSales Express is a mobile application providing an on-the-go user interface to design, price, propose, contract and order AT&T’s IPBB

offers

Offers BenefitsAT&T Business Fiber, GPON, VDSL, IPDSL

available from a single search

AT&T Phone for Business (New for 2018)

All IP Broadband Promotions, Waivers and Pricing present

AT&T Internet Security Suite powered by McAfee® includes anti-spyware, anti-virus, and a firewall

Qualification and Order Entry combined in under 10 minutes per order.

No need to fill out forms, and wait for confirmation. Order placed into provisioning systems directly by end users.

Most common order entry errors corrected prior to automated submission without human interference.

Service Availability Check in Real Time eliminates qualification/ availability questions

Lower Cancel Rate than ordering via RDS submission


Top Ten Tips and Tricks for sellers on Sales ExpressSales Express order entry tips and tricks:– SE orders automatically save when you move to the next page via Save and

Continue

– Sellers can recall past solutions from the Solutions tab under “current solutions”

– ALL MDU buildings will require the Supplemental address for provisioning

– The Unit type can be changed in Sales Express via a drop down on the address search page

– PO boxes cannot be used for billing or service in Sales Express

– All sites are one ckt one bill

– Clearing the cache on your Sales Express browser will yield consistently accurate results

– When ordering voice for the Yellow Pages listing category if no listing is desired type “none”

– Even if the customer refuses to give you the second contact phone number fill one in on the Billing address screen or your order will be forced to go thru manual processing

– Sales Express will give you notice if an order has been placed previously at a location entered by a seller

– If an address qualifies for a service you were not expecting and it is an MDU –you may need to add the suite to AT&T databases via the NAFG

AT&T Business Fiber

Additional Technical Material

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AT&T Business Fiber EMUX/EMT EquipmentCurrently deployed network elements

Ciena CN 5140

EMUX/EMT

Ciena CN 5150

“Super” EMUX/EMT

Estimated 10,000 5140 EMUXs installed from beginning of FTTB program through June 2014

5150’s used exclusively starting June 2014 will only be placed in larger buildings once small EMUX/EMT is delivered in Q1 2015

Ciena CN 3940

“Small” EMUX/EMT

3940’s will be placed primarily in smaller buildings starting Q1 2015

Network Architecture (ABF EMUX/EMT Switches)

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Ciena NTE/E-Mux Products - AT&T Certified

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Carrier Ethernet Solutions (CES)

Documents

AT&T Internet for Business AT&T Business Fiber Overview