1. AT&T/Cisco Partnership…Enabling Customer Success
End Customer Briefing – Month Year
The alliance between Cisco and AT&T Corporation provides you with the best solutions to met your business networking needs – today and into the future.
AT&T and Cisco have been working together for several yeas now, in order to deliver networking solutions that allow our customers to improve their productivity and to generate incremental revenue streams. Our success has not been by chance. We have created processes that allow us to better understand your needs and to consistently develop and deliver value added services to the market before our competitors.

2. Customer Requirements
Strong relationship led to a formal alliance that’s focused on the customer…
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), which we then can socialize with our product and engineering teams to develop new solutions.
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.
“Market Sensing”
Executive Team

3. Alliance alignment facilitates working together to meet customer needs faster…
Review Cisco Market Intelligence/Investment Priorities
Review AT&T 2005 Segment Priorities & Offer Direction
Intersection of Cisco/AT&T Priorities
Identify priorities, projects , resources, Governance and timeframes
Define GTM Program and Next Steps
Sources of Data:
Channels: Anecdotal & Market Data
Marketing: SP & Enterprise
Acquisitions
Business Technology Units
Customer Advisory Councils
Customer Benefits:
Thorough understanding of customer requirements
Quick to market to meet customers’ evolving needs
Efficient feedback methodology to enhance service capabilities over time
Here’s a simplified view of how AT&T and Cisco have created a process in order to achieve the right alignment to deliver new capabilities to market – first.
We share data that our companies gather from our channel partners, marketing teams, business units, customer councils, and acquisition teams. We assess this information and identify where Cisco and AT&T have common areas of interest that compliment our ability to develop and deliver new solutions or enhancements to existing solutions.

4. Recent collaboration addresses current customer challenges to meet critical security needs…
Target
1. Detect
BGP announcement
Cisco Guard
3. Divert only target’s traffic
2. Activate: Auto/Manual
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 anomolies.
Our teams saw an opportunity to integrate these two capabilities to address the growing threat of business impacting network security concerns.
Internet Protect
Cisco DDoS Detector
Non-targeted servers

5. Legitimate traffic to target
Recent collaboration addresses current customer challenges to meet critical security needs…
Traffic destined
to the target
Cisco Guard
4. Identify and filter the malicious traffic
Target
Legitimate traffic to target
5. Forward the legitimate
6. Non targeted
traffic flows
freely
Concept to Market
Availability in 3
Months!
Traffic:
During attack only
Only to target
Only inbound direction
This characteristic also allows the centralization and clustering you will see
Needs only consistent diversion but not symmetric round trips
Only 3 months passed from the time of Cisco’s acquisition of Riverhead to the time AT&T was able to offer an integrated solution to the market.
This is a specific example of taking an existing service, leveraging knowledge of the market and of the rationale behind a Cisco acquisition, and creating enhanced capabilities to address a compelling market need.
Internet Protect
Cisco DDoS Detector
Non-targeted servers

6. AT&T/Cisco…the best partnership to meet your needs!
High Quality, Highly Reliable Networks
Aggressive Industry SLAs
Network Quality Review Process
Managed Service Offerings Meet a Wide Range of Customer Requirements
18 Managed Services Spanning Voice, VPN’s, Security and Metro Optical
Commitment to Lead in the Delivery of New Features and Services
Alliance Solution Collaboration Alignment
Customer Review Council
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.

7. End Customer Briefing – Month Year
Thank You!
End Customer Briefing – Month Year