February 23, 2012 · – Over 20 year history of continuous profitability – Record revenue 2011 – Global Presence > 50 Countries The Products Innovative – All-in-one space and

ADTRAN 2012 All rights reserved

February 23, 2012

2 ADTRAN 2012 All rights reserved

More Wireless – Agenda

• Michael Sumitra Product Marketing Manager

INTRODUCTION

• Jamie Britnell Product Manager

WIRELESS SOLUTIONS

• Mike Dunne Channel Development Manager

ADTRAN VALUE & CLOSING


Virtual

Wireless LAN

4 ADTRAN 2012 All rights reserved 3 ® Adtran, Inc. 2011 A rights reserved Proprietary and Confidential ADTRAN ©2011

The Workforce is Increasingly Mobile

Tablets have reached

11% penetration of the

workforce

72% of companies have

effective mobile

workforce programs

45% of workers

are now mobile

In 2011 smart phones and

tablets outsold traditional

laptops and PCs


Wireless LAN Momentum is Strong


Wireless LAN

• Becomes primary network

• Requires “wired” performance

• Consistent user experience

It’s Time for Wireless LAN to Evolve


Virtual Wireless LAN

Virtualized management and

control for maximum scalability,

reliability and security.

Eliminates the cost and scale constraints of controllers

Applies security policies at the edge

Performs more reliably by supporting hitless control plane failover

Reduction of power by 80% and reduction of carbon footprint

Enables cloud based control, either public or private

Introducing vWLAN


ADTRAN Bluesocket vWLAN = Wi-Fi Awesomeness

www.youtube.com/adtraninc

http://www.youtube.com/watch?v=05tdUcy4JTI

http://www.youtube.com/adtraninc


vWLAN

Technology Overview


Four

Dimensions

of Scaling

Coverage More Access Points

Users More Devices

Applications Higher Bandwidth

Mobility Domains Persistent IP Session Across Wider Area

Scale Demands on Wireless Networks


1st Generation 2nd Generation 3rd Generation 4th Generation

Controller-based Controller-less

Autonomous

Access Points

Controller-based Single Channel

Distributed Data

Plane Virtual Control Migration toward

Distributed Data

Plane

WLAN Evolution – (Public Companies)


Traditional Controller-Based Architecture

Three planes exist at the centralized controller

Not a scalable solution for 11n deployments because the controller limits the data throughput

Virtual Controller Architecture

• Eliminates the controller hardware

• Moves control and mgmt to hypervisor

• Moves the data plane to the AP

WLAN Controller Access Points Access Points Hypervisor

Management

Plane

Control

Plane

Data

Plane Physical / MAC

Layer

Management

Plane

Control

Plane

Data

Plane

Physical / MAC

Layer

What is WLAN Virtualization?


• Creates opportunities for resale, hosted and managed services

• Data center cloud access and control eliminates scaling constraints of a single purpose server

–Users

–Access Points

–Bandwidth

–Mobility Domains

• Public or private cloud is economically viable

• Access points anywhere in the networked world can be controlled from a single VMware instance

* Additional scalability through parallel VMware instances

*

Virtualization Changes Everything!


LAN Switch

Wireless Controller

VMware enabled

Access Point

Unwanted

Traffic

Groomed

traffic

Data Center

Virtual Control

Control

traffic

Unwanted traffic is turned away at the

access point and never enters the LAN

An in-line device that can be hacked

(wireless controller) is eliminated

vWLAN Solves Security Problems


vWLAN

Separate control and data

planes allow data flow to

continue during interruption

Controller-based

Data flow interrupted when

control plane is interrupted

vWLAN is More Reliable

Control Data

User Data

16 ADTRAN 2012 All rights reserved 16 ® Adtran, Inc. 2011 A rights reserved Proprietary and Confidential

ADTRAN ©2011

High Availability with other solutions means duplicating expensive controller hardware

With vWLAN, High Availability is achieved in software with a back up virtual control instance and software on the access points

A control plane failover is achieved with zero packet loss. Software upgrades and data center moves supported with no interruption

vWLAN’s High Availability functionality

provides carriers with cost and operational

advantage

With Virtualization – Rethink High Availability


vWLAN

Applications


Opportunity to sell

– Customer Managed

(Re-sale)

– Carrier Hosted Services

– Carrier Hosted and

Managed Services

• Enterprise

• SMB

• Retail

What Can vWLAN Do for You?


• Lower TCO

• Deployment flexibility

• Secure solution

• Green solution

• Centralized control

• Better asset utilization

• Moves enterprise closer to pervasive wireless

Benefits of vWLAN for Carriers


Target Customers

Campus

Environments

Distributed Enterprise

CPE Solution

Bluesocket

1800/1840

vWLAN Software

Customer Managed (Resale)


• Target any customer that doesn’t have local data center capability or customers interested in data

center resiliency.

• Control function is at service provider data center

• Controller is not in the data path

• Failure in the control plane can be restored with no interruption in the data plane

• High availability is done through software on the access point and redundant virtual control software

• Control is a fixed cost

• Only physical devices on the premises are the access points

Carrier Hosted Solution


Hosted and Managed - Enterprise


• Single Dedicated vWLAN Instance

• Tailored for customers with:

Tight Security Requirements

Large number of WAPs

Large Campus or Large Distributed networks

• Resiliency

Carrier Hosted with redundant data centers

Carrier Hosted + Customer Hosted controller combination

• Management

Carrier Managed Service option

Customer management access

Hosted & Managed - Enterprise


Hosted & Managed - SMB


• Multi-Tenant vWLAN Instance(s)

• Tailored for customers with: Small number of WAPs

Small Single Site or Small Distributed networks

• Carrier Hosted with redundant data centers

• Management Carrier Managed Service option

Provides secure independent customer access

Hosted & Managed - SMB


Mobile Backhaul Network (SLA-Based)

vWLAN

Controller

AAA, Billing, etc.

AAA

Prox

y

Mobile Offload via Wi-Fi Addresses Two Key Areas of Mobile Broadband Congestion: RAN Congestion and Backhaul Congestion

Subscriber Information

Indoor Enterprise AP

Internet

Service Provider Broadband Network (Best Effort) Mobile Operator A

Network

AA

A HL

R

Mobile Operator B Network

AA

A HL

R

Outdoor AP

SP Data Center

3G/4G Voice

Internet

Mobile Core Data

Typical Mobile Offload Application


• vWLAN with Virtual Control runs on a

hypervisor (such as VMware) in a

secure Data Center in the Cloud

• Eliminating the hardware controllers

results in: Reduction of power by 80%

Reduction of carbon footprint

Frees floor space

Reduces CapEx

Reduces OpEx

Sustainability


vWLAN

Solution Components


vWLAN: Solution Components

Access Point BSAP 1800 or BSAP 1840

Internal Antenna or Mounts for External Antenna

Software for the Access Point Permanent License

Allows the AP to operate with virtual controller

Virtual Controller List Price:

VMware Hypervisor: $0

OR

vWLAN-ready Appliance

ACES: Software Maintenance

per AP 1, 3, or 5 Year Renewal


What is Included and What is Incremental

Basic vWLAN includes

– Wireless intrusion detection

– Stateful firewall imposed at the access point

– Full service guest access

– Full scalability to 1,500 access points and 48,000 users with no

software keys

Note: These capabilities are included in vWLAN but are an incremental

charge with other WLAN solutions!

Two capabilities carry an incremental charge

– High Availability

– Support of users coming through a wired port or third party access

point

Note: These are HUGE competitive differentiators. More on that.


Service

hardware replacement, software

releases, and access to customer

support: $53 USD per AP

One year Hardware replacement of

vWLAN appliance: $149 USD

24X7 call receipt, problem research

5X8 CST

Other options

– 3 year

– 24X7 problem research


•Enterprise wireless networks under

enormous pressure

•Legacy WLAN architectures limit

enterprises’ ability to scale their

networks

•vWLAN redefines the WLAN

industry with cloud-based virtual

control – industry’s first and only

hypervisor-based WLAN solution

•vWLAN fulfills the vision of a highly-

scalable, secure, reliable, wireless

network

Summary


Question and Answers


Next Steps

Download “Handouts” in the upper right hand corner of the window

Go to www.adtran.com/bluesocket

Share “WiFi-Awesomeness” from You Tube: www.youtube.com/adtraninc

Ask Mike! [email protected] – Request participation in the

Hosted Evaluation Program—Test drive vWLAN!

– Request call/meeting with your account manager

http://www.youtube.com/adtraninc


Thank you for joining us for this 3-part webinar series!


More Support


ACES: Supporting the ADTRAN Solutions

Multi

Service

Routers

Retail Outlet

L2/L3

Managed

Switches

IP

Business

Gateways

IP

Phones Small

Enterprise

Branch Office

Medium

Enterprise

• 90 open stocking locations

• Over 61,000 products under

coverage

• Chassis based pricing

Network

Management

Large

Enterprise Unified

Communications

ACES is a comprehensive and flexible

installation and maintenance service

program designed to meet essential

network deployment and support needs


Professional Services – Tiered ‘On the job training’ implementation

until comfortable self installing

Remote Install

Assisted Install

– Staging/Plug n’ Play (reduce/omit truck rolls)

– Flexibility to use private label in region and resell full ACES solutions out of region or while building branded offering

Maintenance – 3rd Tier TAC to partner

– Advanced replacements w/optional feet on the street for out of region

– Move, Add, Change support

– Software maintenance

Service Provider Branded Enablement Offerings

Utilize full ACES solutions to go to market NOW! Our training solutions to ensure your

team is ready to deliver your own brand of services and Private Label offerings to reduce

CapEx and extend your reach!

Determine new market

opportunity

Engage ADTRAN for solution

Go to Market NOW with Turn

key ACES Solutions

Migrate installations in-house w/ADT training, on-

boarding professional

service offerings

Migrate maintenance

support in-house w/ADT Private Label solutions

Enable maintenance

delivery with ADT Mgmt Software

and On-line tools

Extend footprint by utilizing ACES turn key offerings

out of region


Customer priority mentality – “Above and Beyond” core

company value

– Reputation established on premiere support

– Employees empowered to “problem solve”

Above and Beyond Support

Pre- & Post-sales technical support

– U.S.-based knowledgeable and dedicated staff

– Engineering focus

Product updates without service contracts

Industry renown warranties

– 5-year, 10-year and Lifetime


The Company Strong Stable

– Strong Balance Sheet

– Over 20 year history of continuous profitability – Record revenue 2011

– Global Presence > 50 Countries

The Products Innovative

– All-in-one space and cost-saving solutions with integrated functionality

Carrier Class Reliability – Multi-service platforms leverage new service

deployments

The Support Exceptional, Customer Oriented

– “Above and Beyond” core company value

– Employees empowered to “problem solve”

Why ADTRAN?


Who is ADTRAN?

Leading provider of innovative networking and communications equipment

– ADTRAN solutions enable converged voice, data, video, and Internet services

– Broad customer base with solutions widely deployed by carriers and businesses of all sizes, worldwide ADTRAN Headquarters, Huntsville, AL

Smart, reliable solutions for today’s communications networks – 25 years of experience building innovative solutions supporting next generation

technologies

– Continued market leadership in key technologies from integrated access, DSL, and VoIP to routing

Dependable solutions for business and residential connectivity – Entrepreneurial engineering capabilities

– Demonstrated financial competence


ADTRAN - The Right Choice

Strong, Stable Company

Innovative, Carrier Class Products

Outstanding Support


Next Steps

Download “Handouts” in the upper right hand corner of the window

Go to www.adtran.com/bluesocket

Share “WiFi-Awesomeness” from You Tube: http://www.youtube.com/watch?v=05tdUcy4JTI

Ask Mike! [email protected] – Request participation in the

Hosted Evaluation Program—Test drive vWLAN!

– Request call/meeting with your account manager


Thank you for joining us for this 3-part webinar series!


Question and Answers


The End

Documents

February 23, 2012 · – Over 20 year history of continuous profitability – Record revenue 2011 – Global Presence > 50 Countries The Products Innovative – All-in-one space and