How to sell RAD’s leading EAD and vCPE solutions...ETX-2 G.8032 Rings RNC ETX-2 ETX-2 GPS GbE 10 GbE HQ ETX-2 n x 10 GbE 100 GbE Data Center ETX-2 Remote Branches ETH over Fiber/DSL/PDH/GPON

How to sell RAD’s leading EAD and vCPE solutionsRAD Training July 10th 2018Eyal Aloni, Head of Service Providers Line of Business

RAD Proprietary and Confidential WBT July 2018 2

Agenda

• EAD and TDM migration solution

• vCPE Market and opportunities

EAD for business, mobile and wholesale


• 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


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

Presenter

Presentation Notes

The ETX solution is targeting three main applications: The first application is mobile backhaul, where operators need to provide connectivity between radio network cotroller sites to the cell towers. This network must be highly reliable and must also provide accurate timing distribution. The second usecase is providing Ethernet or IP-VPN services to enterprise customers. To connect remote branches to headquarters, and increasingly with the proliferation of cloud applications to connect remote branches to data center. For enterprise customers, the operators must provide quality of service assurances. The third use case is for wholesale network providers, who provide connectivity services for service providers. They must be able to meet strict SLA contracts, and therefore require comprehensive service assurances. Increasingly, service provides as well as wholesale network providers are starting to offer value added services through virtual network functions. In those application RAD provides the complete solution that includes: End to end service assurance tools, including service onboarding, service activation testing, performance monitoring, accurate fault isolation A rich portfolio of devices that can fit demarcation or aggregation, with support for any type of access infrastructure Support for any network topology, from simple end to end lines to full mesh connectivity. In 2018 we will continue our focus on those 3 target applications, and improving our competitiveness and enhancing our product line.


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


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


• 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


• 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

Presenter

Presentation Notes

https://www.cloudtango.org/


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


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)


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


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


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


• 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


• 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

Documents

How to sell RAD’s leading EAD and vCPE solutions...ETX-2 G.8032 Rings RNC ETX-2 ETX-2 GPS GbE 10 GbE HQ ETX-2 n x 10 GbE 100 GbE Data Center ETX-2 Remote Branches ETH over Fiber/DSL/PDH/GPON