1. Don’t give customers what they want,
Give your Customers what they Need!
Luis Gamez
Sales Manager, APAC

2. What does BICSI stands for?
Building Industry Consulting Service International
Source: Cisco. The Internet of Everything (IoE) Value Index (PDF)

3. What is Consulting Service?
Differentiate by teaching clients something new about their business
Researching Real challenges in their industry
Source: Cisco. The Internet of Everything (IoE) Value Index (PDF)
And, teaching customers the Value of a Solution

4. Using expensive and heavy Copper and some fibre
The Current State
Building Projects are still following 30yo constructions standards for connectivity.
Using expensive and heavy Copper and some fibre
Source: Cisco. The Internet of Everything (IoE) Value Index (PDF)
This standards apply to All cabling (Voice, Data, Video) in horizontal, backbone and inter-building

6. Where is the Consulting part?
How are we Differentiating?
Are we addressing their Challenges?
Source: Cisco. The Internet of Everything (IoE) Value Index (PDF)
What is the Value of the Status Quo?

7. Challenge
It’s estimated that USD 4,631 billion will be needed in LAN network equipment this year in APAC.
Gartner Forecast: Enterprise Network Equipment Market by Country, 2015 & 2018 " (Millions of U.S. Dollars)"

8. Passive Splitter Device Ceiling, Floor or Closet Zero power required
Zero HVAC required
Wouldn’t you rather do this?

9. Challenge
Global Monetary Policy indicates prices for commercial property on the rise supported by lower long-term interest rates.
Statement by Glenn Stevens, Governor: Monetary Policy Decision
5 May 2015

10. Status Quo LIMITED Distance and future growth (Cable Trays)
Multiple IDF Rooms:
Power & UPS
Cooling Systems / HVAC
Racks
Cable Management Systems
Structured Cabling Systems:
Costly
Heavy, Bulky and very Limited
Copper Cat 6a, 7, 8 (30 mts!!!)
Lasting max 10 years
Customer Premises:
Higher Construction Cost (if new)
Expensive Real Estate wasted
More maintenance required
Security threats
LIMITED Distance and future growth (Cable Trays)
BENDING RADIUS  MACs
= cable management
= category x cable
= power supply
= single mode fiber
= Ethernet switch
= wireless access point
= core router

11. Challenge
Our Customers are asking for, Simpler & Better ways to deal with these challenges.

12. Differentiate! Legacy copper LAN compared to Passive Optical LAN
LIMITED Distance and future growth (Cable Trays)
BENDING RADIUS  MACs
= cable management
= category x cable
= optical line terminal (OLT)
= passive optical splitter
= power supply
= single mode fiber
= optical network terminal (ONT)
= core router
= Ethernet switch
= wireless access point
= rack mount 1RU 24-port ONT
© 2015 Tellabs Inc. All rights reserved. Tellabs Internal and Confidential.

13. Value of Passive OLAN LIMITED Distance and future growth (Cable Trays)
Passive Distribution reduces:
Power & UPS
Cooling Systems / HVAC
Racks
Cable Management Systems
Structured Cabling Systems:
Cost-Effective SMF cabling
Light, small & upgradable (Tbps)
Lasting over 25 years
10GPON and 100GPON ready
LIMITED Distance and future growth (Cable Trays)
BENDING RADIUS  MACs
Customer Premises:
Construction Cost Savings (if new)
Maximises Real Estate use
Less maintenance required
Secured
= single mode fiber
= optical line terminal (OLT)
= passive optical splitter
= power supply
= optical network terminal (ONT)
= core router
= wireless access point
= rack mount 1RU 24-port ONT
© 2015 Tellabs Inc. All rights reserved. Tellabs Internal and Confidential.

14. Simple Legacy Copper-based LAN (8,000 End-points)
Optical LAN (8,000 End-points)
Optical LAN can offer 90% greater density compared to
traditional copper-based LANs
Fewer powered and managed devices in LAN core, distribution and aggregation
Same network connections, services and apps
Centralized intelligence and management
Converge networks and services, including wireless
18 separate 3’x3’x7’ equipment racks
Only 1 equipment rack
4x greater Ethernet port scalability!
© 2015 Tellabs Inc. All rights reserved. Tellabs Internal and Confidential.

15. Scalable CAT3 CAT5e Single Mode Fiber Voice only
Serving 120 end-points
Capacity in Kbps
CAT5e
Data only
Serving 120 end-points
Capacity in Mbps
Single Mode Fiber
Voice, Data, Video, Other
Serves 128 with PON
Capacity in Tbps
© 2015 Tellabs Inc. All rights reserved. Tellabs Internal and Confidential.

16. San Diego Downtown Central Library ~ modern smart and green building
Optical LAN
San Diego Downtown Central Library ~ modern smart and green building
9-story
3-story domed reading room
350-seat auditorium
Technology center
Outdoor plaza and café
Coffee Bar
LAN services Voice over IP, data & on-line video access
Wi-Fi throughout the library and courtyard via 36 Meraki WAPs
3-D Printer Connectivity
Nearly three hundred digital devices available
Workstations
iPads
iPad Minis
Chromebooks
Kindle
Sony eReaders
Technology enable collaborative workspaces
LEED Silver status
Wireless Access Points
Across library & courtyard
Free access for patrons
Tellabs 728GP ONT
24-ports GbE Ethernet
Mainly serving WAPs
Tellabs 1150/1134 OLT
Located 4th floor data room
Serves all ONTs with 18 miles
Tellabs 709GP ONT
4-ports GbE Ethernet
Mainly mounted under desks
San Diego Downtown Central Library
One Building with 9 Floors, 497,652 square feet and silver LEED certification
Includes auditorium, 3-story domed reading room, multi-purpose room, teen center, children’s library, technology center, charter high school, outdoor library plaza and café, and coffee bar
LAN services include VoIP, gigabit speed data and on-line video access
Wi-Fi throughout the library and courtyard via 36 Meraki WAPs
Nearly 300 digital devices available at library and heavy BYOD usage
Technology enable collaborative workspaces
3-D printers connectivity enable patrons to learn to use the new technology
Optical LAN successful operation since September 2013
Specific Benefits to San Diego Library
Future proof  Building is designed to serve the community for years
Flexibility, Cost and Energy Savings
Centralized equipment and management speeding up IT workload for MACs
Looking to create “private LAN” serving other municipal LANs with 30km
Single Mode Fiber
Passive Optical Splitters
With Fiber Management
© 2015 Tellabs Inc. All rights reserved. Tellabs Internal and Confidential.

17. Challenge
Businesses will face further complexity in managing their fast-growing ICT operations whilst staying profitable.

18. Take Action!
Offer your Customers the specifications for Passive Optical LAN for their next Building Project to Differentiate, address current Challenges and teach Value.