efficient networks. agenda service provider problem/issues who we are, why are we here focus on...
TRANSCRIPT
Agenda
• Service provider Problem/Issues
• Who we are, why are we here
• Focus on Increase ARPU
– VPN and Firewall managed services
• Why an Efficient solution
About Efficient Networks®
• Founded in 1993, based in Dallas, 400+ employees• Worldwide leader in DSL routers
–Delivering enterprise grade routing functionality for nearly 10 years–Leader in access technologies for small businesses (ADSL, SDSL, G.SHDSL, IDSL)
• April 2001: Efficient acquired by Siemens• Siemens
–Global Leader in Electrical Engineering and Electronics–Comprehensive Product Range –
• From mobile phones to power plants–153 Years Old –400,000 Employees in 190 Countries–Over 500 Manufacturing Locations–$75 Billion Sales Worldwide (FY99)–7th Largest Private Employer Worldwide
A Quick Q/A dialogue
• Is increasing revenue per user a priority?
• Who has a security offering?– VPN? Firewall? Managed service? How much? Which equipment?
• Where do you see value added features?
Not here to sell anything, Position value
Save money, make money or improve situation
Service Provider Issues
• Commoditized DSL monthly costs– Build value around commoditized offering
• Customer retention– Retain longer if tied to a bundled solutions
• Increase revenue per user
– Leverage existing network and truck rolls
– Deliver managed services
• Perception of resource heavy rollout, complicated process
Solution
• Efficient networks 5851, 5871 and 5940• VPN and Firewall’s• No network build-out, simple remote activation• Leverage existing truck roll• 1 box solution• Highest level of security available (Ipsec/3DES)• Zero dollar cost, immediate time to revenue
Numbers
• Average DSL monthly service = $139/mo 384k SDSL
• Charge $199 NRC VPN upgrade (143% +ARPU)– $0 dollar vpn key cost, minimal resources required
• Charge $39.95 MRC VPN (29% +ARPU)
Managed VPN Services• The Efficient firewall may be managed remotely
via Telnet or HTTP/WebGUI• Who offers managed firewall services?
– AT&T– Genuity– SBC– Qwest– Verizon– WorldCom– XO
• Sample offerings– XO $450-$750 setup, $200+ per month per router – AT&T
$TBD setup, $600+ per month per tunnel– Virtela (including access)
$TBD setup, $300-1,250 per month per site
Managed Firewall Services• The Efficient firewall may be managed remotely
via Telnet or HTTP/WebGUI• Who offers managed firewall services?
– AT&T– Genuity– SBC– Qwest– Verizon (through Activis)– WorldCom– XO
• Sample offerings– Remotefirewalls.com
$225+ setup, $95+ per month per firewall– XO $250+ setup, $100+ per month per firewall– Enterprise level
$1,375 (Genuity) - 2,500+ (AT&T) per month per firewall
VPN Gateway Interoperability
IPSec Interoperable with:• CheckPoint• Cisco VPN Concentrators• NetScreen• Nortel Contivity & Shasta• RedCreek• SonicWall• SafeNet VPN Client
IDSLEfficient 5871
VPN Gateway
WirelessModem
EfficientDSL
Modem
CableModem
EthernetEfficient 5781
ADSLEfficient 5861
SDSLEfficient 5851
SHDSLEfficient 5950
Explanation of VPN/FW on the routers
5800 series DSL routers – 5.0 EOS– VPN is shipped with the routers, but is locked within the firmware.– A software key is required to unlock the VPN– VPN key is $199 through webstore– 25% discount for reseller through distribution– Firewall is basic IP filtering and comes free
5940 T1 router – 6.0 EOS next generation– VPN/3DES shipped with router free. For the VPN line speed
acceleration, $199 for the software key– Basic firewall shipped with router free. ICSA Certified Stateful
Firewall is $299 via s/w key to unlockZero cost on 5940 (not 5800 series)
• If a Truck roll is done, why not
• No second box, remote activation
• Create additional revenue streams by offering new services
– VPN creation and management
– Firewall security offering
Wholesale to Zero Cost, immediate time to revenue
SummarySummary
Increasing ARPUIncreasing ARPU