3M Dynatel 965AMS Quick Guide with Competitive Analysis

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1 Value Proposition For the I&R and instruction technicians, Splicers, Cable repair and Maintenance Outside plant craft, 3M is the best in class in copper media level testing ie fault detection, location, isolation and repair (cable resurrection and rehabilitation). Telco operators are striving to deliver higher speed broadband services and a limiting factor is the condition and signal integrity in the outside plant. The 3M Dynatel 965AMS Pro30 which includes the VDSL2 all in one module, SA30 and available FEDIII, provides fast, accurate, easy to use & interpret, fault identification and locate in the copper media layer, all in a modular, reliable and durable test set. With over 100 years of diagnostic experience built into the Expert Pair AutoTest, the Dynatel 965AMS is designed to guide the technician as he conditions the copper outside plant for broadband services up to and including VDSL2 Why Now? Triple Play Voice, Video and Data: Demand for bandwidth is increasing and many major telcos are upgrading their copper plant to DSL services such as VDSL2 to provide delivery of triple play service, including IPTV. Smaller independent companies and competitive exchange carriers are also considering deployments of VSDL2. In the North American market, this is critical in order to stay competitive with the cable TV companies who are also offering triple play services. IPTV Deployment: Loss of Experienced Technicians High turnover in recent years combined with loss of tribal knowledge in the workforce means that technicians now require more intelligent and capable test instruments than in the past. Increased bandwidth requires a more robust network: Previously, under-maintained copper networks were adequate for delivery of POTs and even lower speeds of data. However, as the demand for existing copper networks to deliver higher bandwidth increases, the performance and signal integrity of the network becomes critical, leading to the need for conditioning and rehabilitation of the network. Target Customer, Market Segment ILEC, CLEC, Independent telephone companies Anticipated Feedback / Objection Clarify the Underlying Concern Answer & Explanation Price Unit cost Price competitive, Total Cost of Ownership Model virtually eliminates/reduces repeat installations and repeat trouble (No trouble found), chronic trouble, reduce truck rolls, increase craft productivity, Complexity Offers more than I understand Bring in tech service or Business Development to help discuss features and aid in customer understanding. Can arrange Webinars at any time with Technical Service and/or Business Development During evaluation and after purchase, technical service engaged in process and available for help Complexity RFL second pair Size Soft case only covers 1/2 unit Small selection of modules Lack of multi pair testing Offers more than I need Do not have another pair or access to end of loop Too big and too heavy Do not like half case Will a module I need be available via hotline or Webinar, remote control of 965AMS via internet / broadband connection If VDSL2 is not being deployed (deploying ADSL2+ or below), other testers are available: 965AMS Lite (fully upgradeable to Pro2 and Pro30 950ADSL2+ (lower cost, does not include fault id and SA) Second pair is not required, use single pair Can also use optional fault magnifier module and optional TDR live differential mode. No need to have access to T&R for strap (not needed) It is ergonomically designed for easy operation and design optimized to offer one of the largest and easiest to view (in sunlight, range of contrast) displays. Comfortable to use and hold all day by typical user. Will be switching to full case for all units starting 2009 Our base unit has much more built in capability thus less modules are required. i.e.. Especially for Cu testing. Several modules will be available Fiber and Cu. VFED25 will allow AMS to do multi pair testing. (up to 25 pairs) 5/14/2009 Communication Markets Division Page 1

2 Feature (What is it?) Advantage (What does it do?) Benefit What does it do for the customer? Fault Identification & Location Expert Pair Test (for Vacant Pairs) Measurement accuracy Large, easy to read Screen with 3M Vituiki enhanced film Environmental Durability water emersion (IP67) and 5 foot drop onto concrete Low Warranty Return Rate Far End Devices (FEDII and FEDIII) Spectrum Analyzer - SA30 (part of Pro30 option). Complete suite of xdsl qualification tools E, F, G, H1 H4 Filters for ISDN to VDSL2, with special support for USO upstream SA30 (Pro30) multi-level, Impulse noise counter with adjustable blanking periods RFL & TDR functions some of the best in the industry for media level testing. 3M has focused most of our research & development into the MEDIA level which is part of the Dynatel brand promise Built in knowledge base system which incorporates 100+ years of 3M diagnostics experience. Identifies type of fault & suggests the next steps depending on type of fault, no craft interpretation or experience necessary Proven accurate and reliable in field in a variety of environments, even under conditions for high noise when there is increased voltage on line Highly visible in all lighting conditions, even in bright sunlight or during over-cast days and even with polarized sunglasses. IP67 rates the unit to be fully immersed into water for 0.15 meters for 30 min. Survives 5 foot drop onto concrete with no damage to unit. Legacy Dynatel 965DSP equipment has a very low warranty return rate The 3M Far End Device (FED) is one of the best in the industry it is simple to use & allows single technician operation of dualended measurements. The FED III provides up to 30 MHz VDSL2. Has the ability to locate faults with the AMS. Expert pair auto test Utilizing the FEDII/FEDIII increases list/type of faults that the AMS can ID and locate FEDIII off state battery life > 1 year. 3M is one of the only known providers that provides a complete solution for all these service types and defines the VDSL2 filters by VDSL2 profiles. Some competitors look at the entire spectrum which gives almost meaningless results. US0 (upstream 0) supports upstream performance qualification on longer VDSL2 loops. Allows you to count transient noise occurrences on the line and log them according to their severity how many, how big, how often do they occur effectively giving 3 counters, each with a programmable thresh-hold and blanking interval As Telcos offer higher levels of service, problems in the OSP copper media layer continue to be one of the biggest obstacles to service reliability the Dynatel Meter is designed Guide the Craft with its Easy to Use Craft Friendly features and give him an All-in-One Tool to diagnose media level problems quickly, accurately and easily Over time, helps train the technician on fault ID & locating. Expert Pair Test intuitive approach resulting in reduced technician training time and improved craft productivity Accurate readings reduces false digs, hence reduces TCO of network. It also reduces repeat calls as the problem in the network is fixed on first try. Better working environment for technicians, easier to navigate and more information can be displayed Operates in real world outside plant conditions rain, cold, heat, mud, dust, wing and will not be damaged if dropped into a puddle reduces maintenance costs, less downtime caused by units in the repair shop Durable & Reliable, spend more time in the field and less in the repair shop with Dynatel Designed to increase productivity and reduce costs of provisioning broadband services only one meter needed when used with a FED. Reduce Truck Rolls. Reduce ($$$) Technician Time required to shoot trouble.($$) Far End Device III leave one in each CO for those situations where CO to field testing is needed. Off state battery life of > 1year. Perfect for CO Use and OSP. Allows customer to do meaningful noise measurements for the type of service they are deploying allows single number measurements that do not require interpretation allows this to be integrated into Auto-Test. Customer can demonstrate the performance of both directions on the VDSL2 offering. Helps to determine the presence of transient effects that can affect IPTV and other applications and look for sources eg noisy AC generator, arching power tower and adjust for it or eliminate it 5/14/2009 Communication Markets Division Page 2

3 Feature (What is it?) Advantage (What does it do?) Benefit What does it do for the customer? Voice band spectrum analyzer (Noise Mitigation) VFED25 (available 2009) Enhanced TDR (fault magnifier module) Available in all 965AMS units - used to identify power influence that comes from power lines looks at power harmonics and identifies problems Allows double ended testing via 25 pair relay matrix controlled via DTMF tones. Allows you to test up to 25 cable pairs at once with one unit to qualify lines for DSL speeds. Also does FEDII functions. Allows craft to find light intermittent resistive faults that are voltage/current activated) visually magnifies a light, intermittent fault. With optional live differential mode of TDR. Helps with noise mitigation, esp power influence (PI) ie identify and locate narrowband noises on the line and also identify sources of narrowband noise that cannot be heard. Telcos need to know how find and diagnosis these problems and how it affects their xdsl service deployments. Use to identify bonding and grounding issues. Bulk pre-qualification of DSL service, up to VDSL2 allows customers to update their data records and qualify lines for DSL service. Helps marketing to identify & target potential customers/areas for DSL service. Allows single-ended testing of light and intermittent faults that may be difficult to locate. Alternative to RFL when there is not a separate good pair available to use. May even see some faults RFL may miss. 965AMS Lite 2009 Value Map Price (% above/below avg.) Exfo JDSU 3M after Launch 3M -40 Fluke Benefits (% above/below avg.) 5/14/2009 Communication Markets Division Page 3

4 Competitor / Market Position Fluke CopperPro US: MEDIUM to STRONG acceptable as a low-cost nonmodular test set. Sells to a major US RBOC for construction market and trying to get into to installation & repair market. International: LIMITED Products: CopperPro 990 (approx SP $4000) CopperPro Series II Base configuration (approx $1800) JDSU (formerly Acterna) Worldwide: STRONG - started in protocol test area, within the last 5 years dominant in outside plant. Broad product portfolio at aggressive competitive prices. Products: (approx avg selling price) HST 3000-C ($4000 base unit) o Full range of hardware and software o Solutions Smartclass - competes against our 950 US /Latin America: MEDIUM positions itself as an alternative supplier choice to JDSU APAC & LA - STRONG Europe: LIMITED Products: MTT (fairly expensive $5-6K) They had a joint agreement with Alcatel and everytime Alcatel sold a DSLAM, they sold a Financial difficulties ongoing Competitor Strengths (What they do well and are likely to emphasize) Flexible programmable Autotest Software upgrades over the internet Wideband capability up to 18MHz Caller waiting/caller ID Brand recognition in test equipment ADSL inference test Solid accurate unit, Opens testing with noise results has been shown to have inaccurate readings Non-modular external PODS Modular >30 modules including all legacy protocols - Applications include: T1, DS3, PCM TIMS, PCM Signaling, DDS- LL, Frame Relay, ADSL/2/2+, HDSL/2/4, G.SHDSL, ISDN PRI, and ISDN BRI Software upgrades over the internet Broad test offering for multiple services and industries Fiber test modules Small, hard to read display Physical layer media tests are difficult to use (navigation), speed of test execution is slow (5X longer at times), Lead times are currently long, approx 12 wks Not waterproof or drop resistant, esp in cold weather and with 30MHz unit Durability suspect, repair cost and turnaround time Many Modules applications include ADSL2+/ADSL2/ADSL, G.SHDSL, HDSL2, IDSL, SDSL, VDSL and all protocol testing from legacy applications Very fast tester for DSL services International footprint Small Home Tester VDSL testing, MOCA, TDR wire mapping, COAX loss Fiber test modules Very fragile big vent-hole on side Modules have complex connectors with pins that needs to be cooled with a fan 3M Strengths () 965AMS modem can report actual xdsl link and sync statistics as reported by Module and DLSAM connection vs. an inference test as reported by golden modem Large embedded base of previous generation product (965DSP) Recognized & trusted Dynatel brand We have a modular design to meet evolving needs over time. External conformance to specifications and higher accuracy 3M focus is Media Level Test & Best in Class. If the customer really needs a T1 transceiver there are several low cost T1 testers available in the market. Also we can do a T1 parametric test with the 965AMS, it has a T1 autotest that can be done with the FEDII or FEDIII. SA30 (Pro30) and FEDIII with service specific noise filters providing a clear advantage in wideband autotest measurements, band specific filters for specific DSL band testing in noise mitigation Unit more rugged, waterproof for OSP environments Increase media test modules flow to be best in class in media tests Display is clear, readable from 5 feet away, highly visible even in bright sunlight Robust feature set for copper test functionality More modules from 3M are under consideration for release to include; FTTx /ONT Fiber testing Fault Magnifier and others to address the voice of the customer Meets IEC IP 67 immersion in 6in of water for up to 30 minutes. 5/14/2009 Communication Markets Division Page 4

5 Competitor / Market Position EXFO (formerly Consultronics) North America: Strong in Canada, small presence in US International: Some success with Colt Series Products: P3 Cable Shark ($4375) - media Colt 450P ($2375) protocol tester VDSL2 modem and IPTV testing AXS-200/635 VDSL2 Spirent Worldwide: LIMITED. Strong in CO test equipment. During 2007, released a handheld product to compete in OSP. STRONG IN UK market Products: (approx avg selling price) - TECH-X ($3000 ) - VDSL2 module recently released Financially insecure Poor display Missing long balance copper testing is weak, basic TDR Competitor Strengths (What they do well and are likely to emphasize) Patent on Inference Test predict bit rates USB download to PC IPTV Stronger with Colt 450P (Cableshark) Tablet based PC unit Not modular Not rugged or waterproof (AXS-200) Not rugged (water resistance), new to market, small installed base Good suit of tests Weaknesses Not comprehensive on media test Rely heavily on modem diagnostics Small installed base Not a proven product/solution 3M Strengths () Meets IEC IP 67 total immersion in 6 inches of water for up to 30 minutes. Meets IEC IP 67 immerse in 6in of water for up to 30 minutes. Enter product line being modeled: Enter total number of competitors: 5 Competitor A Competitor B Competitor C Competitor D Competitor E Competitor F Key Buying Influences Relative 3M JDSU Fluke Exfo 3M after Launch That Differentiate Products Weight Perfomance Score Perfomance Score Perfomance Score Perfomance Score Perfomance Score Perfomance Score Perfomance Score Total =100 1 to 10 1 to 10 1 to 10 1 to 10 1 to 10 1 to 10 1 to 10 1 Price Durability Ease of Use-Physical Layer Protocol Support-Training Modular AMS Lite M JDSU Fluke Exfo 3M after Launch Avg. Benefits % above or below avg Price $ 3, $ 3, $ 2, $ 3, $ 4, $ 3, ##### % above or below avg /14/2009 Communication Markets Division Page 5