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A division of:

A division of:. Selling xDSL. Prepared For. Telegroup/Primus Agents. The Result - Communications Was Will Be. Converging Forces. Analog Slow Circuits Phone Centric Monopoly. Digital Fast Packets PC Centric Competitive. 1 MB+ DSL Technology 25M+ Persons Online

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A division of:

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  1. A division of:

  2. Selling xDSL

  3. Prepared For Telegroup/Primus Agents

  4. The Result - Communications Was Will Be Converging Forces Analog Slow Circuits Phone Centric Monopoly Digital Fast Packets PC Centric Competitive 1 MB+ DSL Technology 25M+ Persons Online Telecom Act of 1996 The Future is with DSL

  5. “Why Sell DSL?”* *Last words of the analogosaurus telecomus

  6. Selling xDSL & Internet Services • A Great Professional Challenge • Complete Back Office solution for the Agent • Generous Commission structure • Residual Commissions • Dedicated Sales Support • Web-based training • On-line provisioning with Telegroup RepLink-2000 • On-line Agent management tools

  7. 100x 80x 80x 60x Performance Multiple 40x 20x 6x 0x Modems Microprocessors DataCom Bottleneck Performance Increase 1988-1998

  8. What is DSL? Digital Subscriber Line (DSL) is a Group of Technologies that Deliver Higher Speeds over Existing Telephone Copper Wiring DSL

  9. Types of DSL HDSL SDSL ADSL VDSL RADSL IDSL

  10. Types of DSL HDSL SDSL ADSL (Asymmetric DSL) ADSL Offers a Variety of Downstream & Upstream Rates. ADSL is Often Provisioned with Greater Downstream than Upstream Rates (Hence the “Asymmetric” Name). These Rates are Dependent on the Distance a User is from the CO and May Vary from as Little as 384 Kbps up to 1.5 Mbps. ADSL VDSL IDSL RADSL

  11. Types of DSL HDSL SDSL SDSL (Symmetric DSL) Developed as a Modified HDSL Software Technology, if you qualify SDSL can provide up to 1.1 Mbps in Both Directions over a Single Twisted Pair. However, the Distance over Which This Can Be Achieved is limited. ADSL VDSL IDSL RADSL

  12. Types of DSL HDSL SDSL IDSL (ISDN DSL) IDSL Provides up to 144-Kbps Transfer Rates in Each Direction and Can Be Provisioned on Any ISDN-Capable Phone Line. Unlike ADSL and Other DSL Technologies, IDSL Can Be Deployed Regardless of the Distance the User is from the Central Office. ADSL VDSL IDSL RADSL

  13. 23 Minutes Analog 28Kbps 5 Minutes ISDN 128Kbps 27 Seconds SDSL 1.5Mbps 13 Seconds - Cable Modem 3.0Mbps Time To Download 5Mb File Access This is a residential product, and not a business solution for our business customers Time Note:Cable Modems work on a shared network; Speed is determined by the number of active users on the network. Theoretical maximum speed limited by Ethernet board at 10Mbps. Actual maximum speed typically 1-3Mbps.

  14. Technology Alternatives Access DSL T1 ISDN Cable Analog Speed Price Security Availability 4 4 4 4 4 4 4 4 4 4 4

  15. DSL Advantages • DSL is Faster Than Analog, ISDN, Cable, or Wireless Solutions. • DSL Provides a Secure Remote Access over a Dedicated Copper Phone Line. • DSL is Cost Effective to Implement, Requiring No Expensive Engineering or Infrastructure Build-Outs. • Since DSL Utilizes Existing Copper Wiring (if available) Infrastructure, DSL is Deployable Today.

  16. DSL Advantages • DSL Operates over Ordinary 2-Wire PhoneLines • Always Connected - Like a Dedicated T1 to the Home. • No Waiting for Connection or Busies. • Enables High Bandwidth & ‘Push’ Apps. • Cheaper than traditional T1 and Frame Relay • Faster than dial-up service

  17. Digital Select NOC NOC Proactive Monitoring 24x365. Network Status Available @ digitalselect.net

  18. RJ 45 xDSL Digital Modem Layer 3 Configured PC or LAN with ISP Access NID Hub, Router or Switch w/10BaseT Ethernet Port Client (End User) Connection To CO Small Business 1. Install Wiring from NID to RJ-45 Wall Jack (Optional $$) 2. Install a Pre-Configured xDSL Digital Modem 3. Connect the Modem to the Hub, Router, or Switch 4. Connect the Modem to the RJ-45 Wall Jack 5. Test End-to-End Connection to Primus

  19. RJ 45 Layer 3 Configured PC w/10BaseT Card & Corporate or ISP Access xDSL Digital Modem NID Client (End User) Connection To CO Employee or Consumer Home 1. Install Wiring from NID to RJ-45 Wall Jack (Optional $$) 2. Install a Pre-Configured xDSL Digital Modem 3. Connect the Modem to the Computer’s Ethernet Card 4. Connect the Modem to the RJ-45 Wall Jack 5. Test End-to-End Connection to Primus

  20. Customer Premise Equipment

  21. Customer Premise Equipment • Ethernet (10BaseT) Connection to Client’s Workstation or Hub • DigitalSelect Provides Flowpoint 144 (IDSL), Diamond Lane 2000 (ADSL), & Flowpoint 2200 (SDSL) and others • DigitalSelect will Configure and Install Its CPE • Firewall now included, customer is responsible for configuration

  22. Internet CO “1” Employee Home Corporate LAN CO “2” Consumer Home DigitalSelect CO “…X” Small Business Layer 2 PVC Telegroup/Primus Network Design xDSL CLEC Hub T1 or T3 xDSL T3 or OC3 xDSL

  23. Seattle Boston NewYork Philadelphia San Francisco Baltimore Los Angeles Washington San Diego Atlanta National Network Portland Minneapolis Detroit Chicago Denver Raleigh Phoenix Dallas Houston Austin Miami Cities where service is currently available Created By: Ann Martin

  24. DC/Baltimore Footprint Example of service availability

  25. Check if Customer Qualifies • Telegroup Service Availability • Complete the following form to estimate Telegroup Service availability for Clients • Inputting only the phone number will indicate overall Telegroup Service Availability for the Central Office that serves that phone number but won’t provide estimation of obtainable speed. • Inputting the phone number and address will indicate estimated service speed based on the serving Central Office and distance from that CO to the client.

  26. 4 4 4 4 4 4 4 4 4 4 4 4 4 xDSL Loop Lengths Up To Up To Up To 12,000’ 15,000’ 18,000’ Service Speeds 144 K/144 K 192 K/192 K 384 K/384 K 768 K/768 K 1.5 M/384 K 1.1 M/1.1 M 4

  27. Telegroup vs. Bell Atlantic • Business Quality Services Residential Service is scheduled for mid 2000 • ADSL, SDSL & IDSL • Easy & Inexpensive to Upgrade to 1.1Mbps • Substantial Upgrade from Slower, Dial-Up, Usage-Based ISDN • Substantially Less Expensive Than Frame Relay or T1

  28. Costs - A “No-Brainer” vs. Telegroup/Primus Bell Atlantic Business ISDN 700 600 500 Bell Atlantic Business ISDN DSL 144 400 DSL 192 Average Monthly Cost ($) DSL 384 300 DSL 768 200 DSL 1.1 or 1.5 100 0 4 8 12 Hours Usage/Work Day/Month

  29. Sales Issues • Qualify the Loop at partners.digitalselect.net but Remember “Driving Distance,” not as “Crow Flies” (if you need a DSL password notify Agent Support at dslinfo@telegroup.com) • No Guarantee of Bandwidth Delivery • Customer is Better Off Obtaining CPE from Telegroup

  30. Sales Issues • Manage Expectations - Up to 45-60 Days after Telegroup receives completed paperwork and Covad receives the order • If They Absolutely, Positively, Have to Have the Bandwidth but Have Distance Issues, Sell Leased Lines! (available in selected areas) • Must Have Contact at End User Site • Residential Issues Complicate Things - Focus on Business, (residential to follow in mid 2000)

  31. DSL High Tech Jargon for MONEY

  32. Agent Support1-877-375-33881-877-375-3180 faxdslinfo@telegroup.com

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