1. AT&T and Cisco Alliance Overview
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2. Customer Requirements
AT&T and Cisco Relationship Led to Formal Alliance That’s Focused on the Customer…
Go-to-Market
Incent sales teams to collaborate to better understand customer needs
Technology
Enhance networks to meet customers’ evolving quality and reliability standards
Customer Requirements
Customer Opportunity
Committee
“Network Quality” and “Joint Planning Ops” Reviews
AT&T and Cisco signed a formalized “alliance” a few years ago. The intent of the alliance is to ensure that our organizations are aligned with the right relationships and processes to focus on continuing to deliver solutions that meet your needs.
AT&T and Cisco engineering and operations teams meet on a regular basis. We utilize metrics and measurement tools to assess network capacity and performance in order to stay ahead of an environment that is always changing. The objective is to ensure your high quality and reliability standards are consistently exceeded.
Network performance is the baseline. The Cisco-based services that AT&T delivers off of that network is of equal importance. We have aligned our marketing, product and consulting organizations to share their perspectives on the industry’s requirements. This “market sensing” function helps us develop new capabilities to respond to your needs.
As you’re aware, AT&T and Cisco have two large sales organizations – they are the face of our respective companies to you, the customer. We’re encouraged to work together through teaming exercises, training, and objective setting. This creates at least two benefits for you – (1) it increases our opportunity to understand your requirements in order to design solutions that best meet your needs, and (2) it allows us to better understand your future plans (and those of customers like you), that we then can communicate to our product and engineering teams to develop new solutions tailored specifically to meet your needs.
As you can see, this is an evolutionary process that allows AT&T and Cisco to deliver high quality solutions today and to meet the industry’s evolving needs in a very time efficient manner moving forward.
Product/Services
Develop new customer-focused managed services and capabilities
“Market Sensing”
Executive Team
AT&T-Cisco Alliance Overview

3. AT&T and Cisco Alliance Advantages
Joint Solution Development
Joint development of 20 Cisco network-based managed services to drive managed services growth with emerging technology.
As an alliance partner, AT&T uses Cisco’s products widely throughout the AT&T IP, frame and metro optical networks.
Executive Alignment
AT&T and Cisco senior executive commitment to evolve relationship to new levels.
AT&T and Cisco product management, labs, and business units aligned to assist in developing and accelerating new services and features into the marketplace.
Sales Collaboration
AT&T and Cisco sales, marketing, and technical resources committed to work together to win in the marketplace.
Product introduction and support teams aligned to deliver improved time to market.
AT&T-Cisco Alliance Overview

4. AT&T and Cisco Collaboration Addresses Current Customer Challenges to Meet Critical Security Needs…
Non-targeted Servers
Cisco Guard
Internet Protect SM
Cisco DDoS Detector
Target
BGP Announcement
3. Divert only target’s traffic
2. Activate: auto/manual
1. Detect
Routing not part of mitigation => used for scaling, reliability
The last example I’ll share is one that reflects recent collaboration between AT&T and Cisco. Cisco recently acquired Riverhead Technologies. Riverhead, now known as Cisco Guard and Detector, has a solution that thwarts distributed denial of service (DDoS) attacks.
AT&T has had a service called Internet Protect which, utilizing a variety of network intelligence capabilities, is able proactively identify network security anomalies.
Our teams saw an opportunity to integrate these two capabilities to address the growing threat of business impacting network security concerns.
AT&T-Cisco Alliance Overview

5. Concept to Market Availability
AT&T and Cisco Collaboration Addresses Current Customer Challenges to Meet Critical Security Needs…
Concept to Market Availability
in Three Months!
Non-targeted Servers
Cisco Guard
Internet Protect SM
Cisco DDoS Detector
Traffic destined
to the target
4. Identify and filter the malicious traffic
Target
Legitimate traffic to target
5. Forward the legitimate traffic
6. Non-targeted traffic flows freely
Routing not part of mitigation => used for scaling, reliability
The last example I’ll share is one that reflects recent collaboration between AT&T and Cisco. Cisco recently acquired Riverhead Technologies. Riverhead, now known as Cisco Guard and Detector, has a solution that thwarts distributed denial of service (DDoS) attacks.
AT&T has had a service called Internet Protect which, utilizing a variety of network intelligence capabilities, is able proactively identify network security anomalies.
Our teams saw an opportunity to integrate these two capabilities to address the growing threat of business impacting network security concerns.
AT&T-Cisco Alliance Overview

6. AT&T: First Service Provider in North America to Receive Cisco Powered Network Quality of Service Certification for Managed Metropolitan Ethernet Service
AT&T-Cisco Alliance Overview

7. AT&T and Cisco…the Best Alliance to Meet Your Needs!
High-quality, highly reliable networks
Aggressive industry SLAs
Network quality review process
Managed services Offerings meet a wide range of customer requirements
Twenty options spanning voice, VPNs, security and metro optical
We need to earn your business every day by understanding your needs, delivering the right services to meet those needs, and having those service perform up to your expectations.
The AT&T and Cisco partnership, in and of itself, does not guarantee we will accomplish all of those things.
However, having a well thought out set of processes and the executive support to make those processes effective certainly increases the likelihood that AT&T and Cisco can deliver the best networking solutions for you – today and into the future.
Commitment to lead in delivery of new features, services
Alliance Solution Collaboration Alignment
Customer Review Council
AT&T-Cisco Alliance Overview

8. Taking the Alliance Message on the Road…
Trade Shows/Customer Events
Networking Leaders Forum
Focus 2006
GlobalComm
Branch Events
VoipZone Road Shows
SCG Technical Forum
Enterprise Technical Forum
Sales/Support Team Training
Secure IPC
The Right Choice in Voice/Security First
Managed Services Update Calls
Quarterly Executive Newsletters
Executive Interviews
AT&T and Cisco Go-to-Market Portal
Success Stories
Sales Advisories
Weekly Segment Newsletter
SP&A and ATT.com Websites
SP&A Monthly Results Report
Targeted Joint Account Planning
All For One – Partner-related Sales Incentive Program
AT&T-Cisco Alliance Overview

9. Keys to Success: AT&T and Cisco Alliance
Use the defined engagement models…
Account Planning
Customer Events
Customer Opportunities
Solution Collaboration
…to exceed customer expectations, gain time-to-market advantages, and deliver market leading solutions.
AT&T-Cisco Alliance Overview

10. AT&T and Cisco Industry-Specific Alignment
Cisco and AT&T Extend Quality Care with IP-Videoconferencing
AT&T and Cisco will team up at the HIMSS conference (Healthcare Information Management Systems Society) being held February 12-16, 2006, in San Diego to demonstrate the capabilities of IP-Videoconferencing. HIMSS is the healthcare industry’s largest and most strategic conference for senior IT management and business professionals, helping to lead the way to transforming the healthcare industry.
The AT&T/Cisco “booth-to-booth” video demonstration is designed to illustrate the potential of Collaborative Care leveraging Cisco Medical Grade Network solutions, delivered over the powerful and industry leading AT&T IP MPLS-enabled network. This Cisco Powered Network provides the performance and economies of scale necessary to improve operational efficiency and deliver on the ultimate goal of increased patient safety and care.
AT&T-Cisco Alliance Overview