Alcatel-Lucent 9500 MPR: Sales Training Overview

Alcatel-Lucent 9500 MPR
Microwave Packet Radio, for

North American Wireless Markets
Sales Training Overview
Scott D. Nelson, Director of Business Development

North American Regional Support Center
Wireless Transmission Product Group
March, 2007
All Rights Reserved © Alcatel-Lucent 2008

Agenda
1. Introduction/Objectives
2. Vision and Strategy
3. Why the 9500 MPR?
4. Market opportunities: Our Position in the Wireless Market
5. Selling the 9500 MPR: Business Case for Packet vs. TDM
6. Sales Support/Resources
7. Key Takeaways
2 | 9500 MPR Sales Training (NAR Wireless) | January 2008 All Rights Reserved © Alcatel-Lucent 2008
1
Introduction and Objectives

Introduction/Learning Objectives
This session focuses on educating our sales teams’ on how to sell the 9500 MPR
to mobile wireless operators in North America.
After completing this session, you will be able to

 Describe how mobile operators will benefit from microwave packet
backhaul
 Position Alcatel-Lucent as the market leader in mobile backhaul
 Position the 9500 MPR as the only native packet microwave platform on the
market
 Compare the 9500 MPR to leading competitors
 Evaluate your customer’s needs and how the 9500 MPR can solve them
2
Vision and Strategy

Compelling Events driving Backhauling Network Evolution
Technology: End User

IP Base Experience:
Capacity: Business:
Stations QoS
Broadband Total Cost of
Access Ownership
Compelling events
for backhaul
network evolution
IP transformation of
RAN transport network
Compelling Event #1: Capacity
Growing Demand on Backhaul as Service Expands to Broadband
Service Downlink RAN RAN

Types Capacity Technology Transport
NGN / IMS /
IP Core
MM Apps
Voice, Short 9.6-> 2G
Messaging 240 kb/s 2.5/2.75G
3G
153 kb/s/ (CDMA2000 1XRTT/
384 kb/s UMTS) UMA
Web
3G WiMAX Femto
Browsing
(CDMA2000 EV-DO/
HSxPA)
2,4 Mb/s / 3G
Streaming 14.4 Mb/s (CDMA2000 EV-DO REVB/ 3G LTE
HSxPA+) 802.16m
Media, VoIP UMB
73 Mb/s /
Real-Time 40 Mb/s
Greater than
Multimedia
100 Mb/s
Will traditional T1 backhaul be able to support this capacity?

Compelling Event #2: Technology
Introduction of IP Base Stations
Legacy Stations
T1
CDMA/GSM/UMTS
?
MSC
New Native IP stations RNC

Ethernet
CDMA EVDO
UMTS HSDPA
WiMAX WAC
How well does your current backhaul support Ethernet?

Does your current backhaul easily support a mix of T1, DS3 and Ethernet?
Compelling Event #3: End User Experience
Meet the Quality of Service Requirements for Each Service Classification
• Additional services on top of voice have different QoS requirements

• Engineering the transport network to avoid congestion is extremely expensive!
• Transport needs to self-optimize with packet aggregation and advanced QoS
Four traffic Transfer Transfer Low bit Guaranteed

classes Delay Delay Error bit rate Examples of applications
requirement variation rate
VoIP, video-conferencing, audio-

conferencing
Conversational Stringent Stringent No Yes
Fixed resource allocation (like CBR
in ATM)
Broadcast services (audio, video),

news, sports
Streaming Constrained Stringent No Yes
Tolerance to a certain amount of
delay variation (like VBR in ATM)
Web browsing, chat, games, m-

commerce
Interactive No No Yes No
Services requiring assured response
times (scheduling priority)
E-mail, SMS, database download

Background No No Yes No
Best effort services (lowest priority)
How do you guarantee the user experience with QoS and reliability?
Compelling Event #4: Business
Total Cost of Ownership
Technical Operations Drives Nearly One-Third of OPEX
Total OPEX Technical

Operations Utilities
3%
Marketing Other
Sales and
Admin
6%
Transmission
43%
34%
Technical
Field
Operations
Maintenance
30% and Product
Support
Cost of
Goods Sold
13%
Technical Site Rental
20% Personnel 15%
Customer 29%
Care
7% Source: Yankee Group
How are you going to keep OPEX under control?

The Alcatel-Lucent Mobile Backhaul Vision:
Mobile Evolution Transport Architecture (META)
Network transformation to IP is required to make the transition from voice-

centric services to packet-centric services
Common packet infrastructure for mobile backhaul which supports many
services
Simple architecture due to technology sharing between product lines (a unique
value proposition of Alcatel-Lucent)
Unified layered approach allowing services to run over any transport
technology
Multi-component offer (Microwave, Ethernet, SDH, xDSL, GPON) making a
single solution
Result: Increased network profitability, providing more potential revenue

(increase in active users) at reduced total cost of ownership (increased
network efficiency)
Our Promise
To enable deployment of Mobile Broadband Services at minimum
cost, removing technology constraints in backhauling infrastructure
The Alcatel-Lucent Mobile Backhaul Vision:
Mobile Evolution Transport Architecture (META)
End-to-end services and network integration
Enabling the profitable evolution from TDM to all-IP transport

3
Why the 9500 MPR?

Why the 9500 MPR?
Key Customer Drivers
Compelling Event #1: Capacity

 Growing demand on backhaul as service expands to broadband
 9500 MPR allows operators to increase capacity to their cell sites
Compelling Event #2: Technology
 Introduction of IP base stations (coupled with gradual elimination of TDM)
 9500 MPR transports both TDM and IP with a simple migration to all-IP
Compelling Event #3: End User Experience
 Meet QoS expectations for voice, data and video services
 9500 MPR delivers high QoS via a robust transport and service-awareness
Compelling Event #4: Business
 Reduce the total cost of ownership (TCO)
 9500 MPR attacks both capital expenses and operational expenses
What is the Value of 9500 MPR?
Value Proposition
9500 MPR provides real value to mobile operators by addressing both top line
needs for new revenue and bottom line concerns for cost reduction … ultimately
leading to increased profits and a stronger business.
9500 MPR does this by:

 Opening up backhaul to carry new IP-based services to/from cell sites
 Increasing backhaul capacity to support broadband mobile services
 Efficiently integrating TDM-based transport for existing voice services
 Improving quality of service to attract and keep subscribers
 Providing a cost-effective alternative to leasing backhaul from others
 Reducing capital costs via a nodal design requiring less boxes and cabling
 Cutting operational costs with integrated tools that simplify management
9500 MPR – Microwave Packet Radio in Brief
Outdoor Radio Unit (ODU)

Outdoor radio units (ODU)
 Optimal for urban links
 Supports 6 to 23 GHz
 Integrated antenna mount
 Coaxial connection to MSS
Indoor radio transceivers
Microwave Packet Transport – Long Haul (MPT-HL)
 Optimal for long haul paths
 Supports 5.8, 6, 7/8, 10/11 GHz
 Waveguide connection to antenna
 Gig Ethernet connection to MSS
Microwave service switch (MSS)
 Common shelf for nodal architecture Microwave Service Switch (MSS)
 Consolidates RF spurs into one element
 Both ODU and MPT
 Layer 2 aggregation
 May be deployed stand-alone
What’s New, What’s Different
9500 Family
9500 MXC 9500 MPR

Microwave
Crossconnect Microwave Packet Radio
MPT MSS
Microwave Packet Transport Microwave Service Switch
MPT-HL-xx MSS-8 MSS-4

High Cap Long Haul 8 slots 4 slots
MXC ODU MSS-1

1 slot
MPT-MS-xx MPT-HS-xx
Medium Cap Short Haul High Cap Short Haul
* xx = frequency
What’s New, What’s Different
9500 family
 9500 MPR extends the 9500 MXC with new and unique capabilities
 Upgrade to 9500 MPR protects investment using same outdoor units
Core packet transport capability (versus TDM)
 Fully compatible with IP-based RAN infrastructure
 Injects service-awareness into microwave backhaul for higher QoS
Radio transport options for long haul/all-indoor and urban/split-package
 Offers a drop-in solution for upgrading existing long haul microwave to IP
 Gives the highest flexibility in network design without mixing vendors
Service-aware adaptive modulation
 Allows expansion of radio capacity for new IP services while protecting
legacy T1
Fully Integrated with META
 Multiple-technology solutions to handle IP backhaul from edge to core
 End-to-end network & service management to simplify operations
The Microwave Packet Radio innovations
Multiservice Aggregation Layer:

the capacity to use Ethernet as common transmission layer to transport any kind of
traffic independent by the type of interface. Ethernet becomes the convergence layer
Service awareness:
traffic handling and quality management, queuing traffic according to the type of
service assigned, independent of the type of interface
Packet Node:
packets may be transported over any media in any direction; thus avoiding service
aggregation bottlenecks in terms of capacity, service types, or interface types
Service Driven Adaptive Modulation:

fully exploit the air bandwidth by changing modulation scheme in response to
propagation impairments to increase availability and allocate transport capacity relative
to the different traffic services. This only possible in a packet based environment
9500 MPR feature: Multi-Service Packet Aggregation Layer
• 9500 MPR aggregates and carries TDM 2G, 3G and IP/Eth over a COMMON PACKET LAYER
• The common packet infrastructure is shared, regardless of the nature of traffic carried
• Each service is identified based on several parameters like service type and quality of service
• Standardized protocols like circuit-emulation and pseudo-wire are used to map different
access technologies over Ethernet
Access network Packet Backhaul network
Any TDM/Ethernet Ethernet aggregation layer
interfaces
RAN 9500 MPR

2G
nxT1
ISAM,
WIMAX
Ethernet
Aggregated traffic
EVDO/HSDPA
Voice
over Ethernet
3G
nxT1
Single technology throughout the network: Ethernet as convergence layer

Competitive Differentiator: Multi-Service Packet Aggregation Layer
TDM Microwave Radio Microwave Packet Radio
• TDM radio, stacks multiple data  With all services over a common
streams (T1,ETH…) over the radio layer, any kind of traffic can share a
channel common radio pipe
• Resulting radio capacity depends  Radio bandwidth is 100% utilized
on the number of physical  Resulting radio capacity reflects
interfaces rather than actual real traffic need. No wasted
traffic loading bandwidth
CIR=4Mbs 2x8Mbs 16Mbs CIR=4Mbs 2x8Mbs 8Mbs

PIR=8Mbs PIR=8Mbs
9500 MPR feature: Service Awareness
SERVICE CLASSIFICATION: Voice, BroadBand

INPUTS : Any interfaces (T1, Ethernet)
PACKETIZATION PROCESSING:
TDM  Standard CEoEth [MEF8]
Ethernet  Native Microwave Service
Switch (MSS)
Constant bit rate services
High Priority Queue; Revenues based on real
Guarantied bit rate time communication
Voice, Video Telephony
Variable bit rate services
Low Priority Queue; Revenues based on access
Remaining bit rate to contents
HiSpeed @, VideoD & Gaming
SERVICE AGGREGATION and SERVICE QUALITY MANAGEMENT:

OVERBOOKING: Service scheduler queues packets according to
Service aggregation using the quality of service assigned.
statistical multiplexing, obtaining HIGH for real time traffic, LOW for Broadband
dramatic band reduction
Services Management decouples access technology from transport technology

Competitive Differentiator: Service Awareness
• Direct correlation between • Transmission of individual services

interface and transmission freed from overall transmission
• Impossible to differentiate TDM • Services treated according to their
services with different QoS QoS requirements – even TDM
requirements • Service overbooking in a multi-
• No aggregation or overbooking of technology environment
services • Combined support for TDM, ATM &
• Ethernet only as an overlay Ethernet
Traditional PDH Radio Microwave Packet Radio
TDM NxT1
TDM NxT1 TDM NxT1 Packets
ATM NxT1 ATM NxT1
Ethernet Ethernet
T1 stacking “Data Aware” packet
aggregation
9500 MPR feature: Packet Node
• 9500 MPR offers a SINGLE PACKET MATRIX

• Able to switch, aggregate and handle any combination of
incoming traffic types
• Virtually no capacity limits (up to 10GBps)
Microwave Service • Matrix overlay eliminates need for double traffic
Switch (MSS) management
Address new data services in the best way … as native packets

Competitive Differentiator: Packet Node
• Limited scalability in terms of • High switching capacity via a common

capacity because of TDM bus aggregation layer over Ethernet
• Only supporting 150-300 Mb/s •Greater than 10 Gb/s
• Additional Ethernet switches • Efficiency decoupled from traffic type
required to overlay TDM matrix • No overlay matrix required for
• Inefficient solution for full Ethernet additional interfaces
traffic (WiMAX) • Efficient native packet solution for
• Could require external switches full Ethernet traffic
9500 MPR Feature: Service-Driven Packet Adaptive Modulation
• 9500 MPR allows full utilization of the air bandwidth

• Modulation scheme adapts to link propagation conditions and engineered availability
• Different services are mapped to the quality the available transport capacity
Modulation
schemes
Satisfaction
64QAM
Capacity
99.9%
16QAM 99.99%
4QAM 99.999%
Time line Outage Customer unavailability

satisfaction
Capacity
10 MHz 30 Mbps in standard 16 QAM @

99.999% availability
10 MHz 51 Mbps average capacity with
adaptive modulation (60Mbps peak)
Voice Traffic Best Effort Traffic
Maintain the same QoS for critical voice traffic as with TDM microwave
Competitive Differentiator: Service-Driven Packet Adaptive Modulation
• Fixed modulation drops entire • Adaptive Modulation adds/removes

payload regardless of interface capacity from best effort services
• No priority queuing • Priority queuing based on physical
• No ability to burst link capacity interface or traffic type
for best effort services • Radio bursts link capacity during normal
• Link availability solely based on conditions
antennas and radio system gain • Radio extends link availability during
poor conditions
• No additional networking operations
Fading Packets traffic over TDM

Fading Native Packet traffic
Total Band
Total Band
9500 MPR Network Management solution
Supervision of all Alcatel-Lucent

Transport portfolio & Third party
SNMP elements.
North Bound IOO interface for easy
integration in Umbrella Systems
1340 INC Element Manager & TDM

circuit management.
5620 SAM Element Manager &

Service Manager
WEB based Craft Terminal for field

engineers & small networks.
One Common User Interface for any platform

9500 MPR Installation and Commissioning: Reducing Total Cost of Ownership
Back-office 1 On-Site 2
Pre-Provisioning Installation & Embedded Web

Commissioning Server in NE :
Alarm list
RSL
Stand-alone PC
Web browser
Pre-provisioning
Save
tool (TCO) OR
PC or Smartphone
Web browser
&
USB Key
(ca. –10% on
Tool I&C cost)
9500 MPR is THE Future-Proof Solution for Mobile Backhaul
TDM platforms cannot evolve

to Packet plaforms
Legacy TDM platforms Packets Platforms
T1
T1
T1
T1
T1
NxT1. T1 stacking
T1 Ethernet
Packet platforms Aggregation
• T1 to T1 Transport • Service Driven Adaptive Packet
fully support TDM
• Ethernet Transport over T1 in radio Modulation
payload frame • T1 in Packet via Pseudo-Wire/CES
• Adaptive Modulation over TDM • Multi Service Aggregation Layer
increases operational complexity • Service Awareness
and cost, and does not efficiently • Synchronisation Distribution
use of the radio bandwidth.
• Packet E2E Operation & Maintenance
9500 MPR supports the full set of TDM and Packet features
9500 MPR Roll Out Schedule - ANSI
2008 2009
APR MAY JUN JULY AUG SEPT OCT NOV DEC JAN FEB MAR APR MAY JUN
9500 MPR-A R1.0 9500 MPR-A R2.0 9500 MPR-A R3.0

• DS1, DS3, GbE Interfaces • All Features of R1.00 Plus • All of R2.00 Features Plus:
• CESoETH MEF8 • Full Indoor RF – Package (MPT-HL) • 9500 MSS-4
• 300 Mbps full-duplex Ethernet transport • 5.725 GHz unlicensed • Adaptive Modulation on MPT-HL
Capacity • Lower 6 GHz licensed • TDM PM
• Flexible aggregate capacity sharing • Upper 6 GHz Licensed • Enhanced Ethernet Functionality
T1/DS3 and Ethernet • 5, 10, 30 MHz Channel Spacing • VLAN 802.1Q enable/disable
• 16Gb Packet Based Node • 32/128/256QAM Support • Stacked VLAN (Q-in-Q)
• Microwave uplink (ODU V2) • Up to 8 Radio Directions • LAG
• 11 GHz & 18 GHz • 8xGigabit Ethernet Access Switch • RSTP
• Ethernet uplink with VLAN Card – Microwave Aware • Eth OAM (802.3ah, 802.1ag)
• IEEE 802.1p and Diffserv QoS • Adaptive Modulation on ODU • MPT-HL (Full Indoor Radio)
• Queue Management & Flow control ability • 5.725 GHz unlicensed
• DS3/DS3 Line Protection NR t.b.d.
• Lower 6 GHz
• Supported modulations: 32/128QAM • Upper 6 GHz
• 10, 30, 40, 50 MHZ • 10.5 GHz
• Unprotected, 1+1 HSB & FD Radio • 11 GHz
Protection
• ODU
• Node, up to 6 radio directions supported
• 6, 7, 8, 11, 18, & 23GHz
• SW License control
• SNMP v2
• 1340 INC Support
• TSM8000 Support NR t.b.d.
NR 9.1 (tbc)
Answering Customer Concerns
What if my network does not need IP today?

 9500 MPR handles both TDM and IP, so it may function as a 100% TDM circuit
transport device, as well as 100% Ethernet.
 Eventually, when you are ready to migrate to IP, 9500 MPR will gracefully
adapt to the additional interface types with no stranded investment.
Will latency on the TDM circuits exceed our network requirements?
 Contribution to T1 latency by 9500 MPR is less than 2 ms end to end
(excluding air transmission) which is well within tolerances.
Will this product accurately transport network synchronization for GSM/UMTS?
 Proprietary technology within 9500 MPR allows synchronous transport of T1
circuits, which are within tolerances required for GSM/UMTS.
 Alcatel-Lucent is staying fully abreast of Ethernet synchronization methods
that are under consideration for UMTS.
What if I am not interested in split-package radios?
 9500 MPR is unique as the only microwave radio on the market that offers
unified support for both all-indoor radio transceivers (MPT-HL) as well as
split-package configurations with outdoor radio transceivers (ODU).
 If reliability of ODU is the key concern, 9500 MPR features outdoor units
(ODU) with extremely high mean time between failure (MTBF).
Answering Customer Concerns
Does this replace the MDR-8000? (Alcatel-Lucent’s leading product)

 The recent release of MDR-8000 Packet Plus (Ethernet plus 32xT1) provides
an IP migration path for existing radios. The Ethernet interface may be
coupled to the 9500 MPR’s microwave service switch (MSS) to gain many of
the MPR features.
 The MDR-8000 is still a highly viable product for customers who desire to
maintain TDM networks based on DS1, DS3 and/or SONET OC-3 radios.
Is my investment in 9500 MXC protected?
 9500 MXC may be cost-effectively upgraded to MPR by replacement of the
MXC’s indoor unit with the MSS shelf.
 In this conversion, the highest cost items (the ODU) remain in place with no
operator intervention on the tower required.
Is this an OEM of Harris-Stratex’s Eclipse product?
 Release 1.0 of 9500 MPR (split package) utilizes the same ODU used in thee
9500 MXC, which are manufactured by the same source as Eclipse.
 Release 2.0 of 9500 MPR (all-indoor MPT-HL) is entirely of Alcatel-Lucent
design and manufacture.
 The Microwave Service Switch (MSS) which interfaces to both the ODU and
the MPT-HL is entirely of Alcatel-Lucent design and manufacture.
4
Market Opportunities:
Our Position in the Wireless Market

US Market Share for Licensed Microwave – Mobile Backhaul
All Licensed Bands (2 to 23 GHz) Long Haul Bands (2 to 11 GHz)
Short Haul Bands (18 & 23 GHz)
Microwave Market
$500 M USD
<10% of total backhaul
Source: US Frequency Coordinations, Part 101
Alcatel-Lucent is a Market Leader in long haul backhaul with growing share

Reference Win – Verizon Wireless “Project Omega”
Background (Why microwave?)

 Poor T1 availability in the region demanded customer-owned backhaul
Why we won - 9500 MXC was selected for …
 IP upgrade capability via migration to 9500 MPR
 Lowest total cost of ownership due to split package
5
Selling the 9500 MPR
Business Case for Packet vs. TDM

Limits of Today’s TDM Backhaul versus Microwave Packet Radio
• TDM solution loose its effectiveness as data services are launched.

• 9500 MPR is design to effectively address and support the launch of data services
without any impact on the traditional voice service, at a sustainable cost.
TDM Backhauling MPR Solution

Traffic,
Capacity Traffic
Cost
Capacity
Voice Era Voice Era
Revenues
Revenues
Cost
Data Era Service Aware Data Era
Source: Unstrung Source: Alcatel-Lucent
ma
Microwave Packet Radio keeps users active in the network
while optimizing the required amount of transport resources
Competitors’ Selling Arguments and 0ur Counter-arguments
Competitors with TDM-based radios position their products as “IP capable”

 “IP capable” is camouflage of legacy architectures with Ethernet over TDM
 Currently no vendors in the market offer a real native packet transport
Competitor’s with Ethernet radios tout circuit emulation or pseudowires for TDM
 Their T1 circuit emulation requires an external box which only performs CE/PW
 No multi-service aggregation
Competitors with Ethernet radios tout adaptive modulation
 Each shift in modulation causes the radio to drop traffic as it re-acquires signal
 Modulation shifting is not service-driven or service aware – strictly RF propagation
Some competitors position mesh protection as best for network availability
 They neglect to account for redundant mesh routing clogging up network capacity
when the mesh largely protects nailed up TDM circuits (T1)
 They neglect to point out that ring/mesh protection switching takes a hit on all
traffic in the network – sometimes in excess of 200 ms
 They neglect to point out that rain cells often surround a site causing outages in all
directions to/from a particular mesh node.
9500 MPR introduces innovations that competitors cannot match
Competitors’ Selling Arguments and our Counter-arguments
Company Name Selling Argument 1 Selling Argument 2 Our Counter-argument
Harris-Stratex We’re number one in Our radios are fully IP Sky Light Research only shows HSTX at about
TRuepoint North America with capable with 32% market share
greater than 50% Ethernet interfaces TRuepoint adapts packets to TDM pipes over the
market share as well as a mix of radio link, versus 9500 MPR which handles
T1, T3 and OC-3 packets natively
NEC Low price (products Our portfolio 9500 MPR offers a long term payback with no
N-Lite are priced effectively supports either all stranded investment as the network migrates to
for purely-TDM or TDM or all IP, with a IP
Ceragon largely-IP simple upgrade path Their conversion from TDM to IP creates a
AirFiber applications) from one to the other “stranded investment”. Plus their Ethernet
radios have limited TDM (only 8 T1 or less)
9500 MPR offers a full variety and quantity of
TDM circuit interfaces
Dragonwave Low price for “no Adaptive modulation Their circuit emulation requires a 3rd party non-
frills” Ethernet-only integrated box. 9500 offers Integrated support
transport for TDM circuits plus multi-service aggregation
Their adaptive modulation takes a 200 ms hit
with each shift. 9500 MPR adaptive modulation
is hitless, and service-driven
3 Minutes to Convince Your Customers!
Highlight a compelling event (pick the most important one to your audience)
 #1 Growing demand for backhaul capacity as service expands to broadband
 #2 Introduction of IP base stations (and gradual elimination of TDM)
 #3 Requirement to meet QoS expectations for voice, data and video services
 #4 Rising CAPEX/OPEX and the concept of total cost of ownership (TCO)
Give your personal observation that they are not doing anything about it
 Suggest that responding now could leap-frog them ahead of competition
 FUD alternative: Suggest they are in trouble and need to react/plan
Pick two or three features of 9500 MPR and state how each solves the issue
 (See next sheet for one-page summary of key 9500 MPR features)
 “Multi-service aggregation Layer”
 “Service awareness”
 “Packet node”
 “Service-driven adaptive modulation”
 Hint: Use the above descriptive phrases exactly as written…and often
 The intent is to develop informal brand recognition such that customers will
challenge other vendors on whether they have “xxxx…”
Restate/summarize how the selected features address the compelling event
Wireless Transmission
Microwave Packet Radio - Innovation in the IP world
Multi-Service Packet Aggregation Layer: Service Awareness:
- Different kinds of traffic sharing common radio pipe. - QoS management and multi-technology traffic handling
- Fine grain Packet multiplexing in accordance to service type requirements
- Independent from type of interface
Packets
TDM NxE1
ATM NxE1
Ethernet
8Mbs “Data Aware” packet
CIR=4Mbs 2x8Mbs
aggregation
PIR=8Mbs
Packet Node: Service Driven Packet Adaptive Modulation:

- Seamless switching of TDM and packet - Maximize utilization of air bandwidth by adapting
modulation scheme according to radio propagation conditions
No need for double
- Allocation of transport
traffic management: Fading
capacity by discriminating
single matrix Native Packet traffic
traffic by different services
- No capacity Total Band
- Only possible in a packet
constrain for packet
based environment.
traffic >10Gbps:
from 100% TDM to
100% Packet
6
Sales Support/Resources

Sales Support/Resources
Individuals Role and Responsibility

James Ries
James.Ries@alcatel-lucent.com Product Line Manager, Technical documents
+1 972 477 2810
Patrick Picquet
Patrick.Picquet@alcatel-lucent.com +1 RSC – Wireless Transmission, North America
972 477 1509
Scott D. Nelson
Scott.D.Nelson@alcatel-lucent.com RSC – Wireless Transmission Business Development – USA
+1 972 477 2642
Basil Marsh
Basil.Marsh@alcatel-lucent.com RSC – Wireless Transmission Business Development – Canada
+1 416 578 7319
Christie Stanley
Christie.Stanley@alcatel-lucent.com Marketing & Communication
+1 972 477 5872
Resource Website
WTD web site http://aww.usa.alcatel.com/bu/wtd/
Animation/video http://aww.wtd.alcatel.it/admin/docs/riding_the_wave.wmv
7
Key Takeaways

Key Takeaways
Microwave backhaul is a tremendous growth area for Alcatel-Lucent in North

America
Mobile operators are facing four key compelling events related to backhaul
 Capacity is becoming a bottleneck for offering new service
 IP base stations are coming
 Competitive pressure requires them to meet QoS expectations
 They need to address both CAPEX and OPEX … Total cost of ownership (TCO)
9500 MPR offers features specifically designed to address these events
 “Multi-service aggregation Layer”
 “Service awareness”
 “Packet node”
 “Service-driven adaptive modulation”
The Microwave Packet Concept is acknowledged by all vendors and customers as
the only future proof solution
9500 MPR is an integral part of META – a complete IP/MPLS architecture from
the core to the cell site, and ALU is the most experienced vendor to provide
this full solution
9500 MPR Microwave Packet Radio
9500 MPR Common Universal ODU with 9500MXC:

- Allows smooth migration from TDM to Packets
- Protects initial investment CAPEX/OPEX
Packet Solution
High-power, all-indoor radio transceiver
- Optimized for long haul links
- Direct Gig Ethernet Interface to MSS
Common Element Manager for multiple Managers:

- 1350 OMS in common with Optical transport
- 5620 SAM in common with IP portfolio
 Multiservice Aggregation Native Packet Based ** ** ** **

Layer - Statistical Multiplexing (overbooking) ** ** ** **
 Service awareness - Hitless Adaptive Modulation * *
- Any Access any service over packet * *
 Packet Node
 Service Driven Adaptive
Modulation High flexibility level:
- Modular design to limit initial investment
- Node functionality
…to reduce cost and protect operators’ initial investment

Questions and Answers
Feedback/Evaluation
Thank you for your participation!
www.alcatel-lucent.com

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Microwave Packet Radio, for

Sales Training Overview

Scott D. Nelson, Director of Business Development

All Rights Reserved © Alcatel-Lucent 2008

2. Vision and Strategy

3. Why the 9500 MPR?

4. Market opportunities: Our Position in the Wireless Market

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After completing this session, you will be able to

All Rights Reserved © Alcatel-Lucent 2008

Technology: End User

Service Downlink RAN RAN

Will traditional T1 backhaul be able to support this capacity?

New Native IP stations RNC

How well does your current backhaul support Ethernet?

• Additional services on top of voice have different QoS requirements

Four traffic Transfer Transfer Low bit Guaranteed

VoIP, video-conferencing, audio-

Broadcast services (audio, video),

Web browsing, chat, games, m-

E-mail, SMS, database download

Technical Operations Drives Nearly One-Third of OPEX

Total OPEX Technical

How are you going to keep OPEX under control?

Network transformation to IP is required to make the transition from voice-

Result: Increased network profitability, providing more potential revenue

End-to-end services and network integration

Enabling the profitable evolution from TDM to all-IP transport

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Compelling Event #1: Capacity

9500 MPR does this by:

Outdoor Radio Unit (ODU)

9500 MXC 9500 MPR

MPT-HL-xx MSS-8 MSS-4

MXC ODU MSS-1

Multiservice Aggregation Layer:

Service Driven Adaptive Modulation:

RAN 9500 MPR

Single technology throughout the network: Ethernet as convergence layer

TDM Microwave Radio Microwave Packet Radio

CIR=4Mbs 2x8Mbs 16Mbs CIR=4Mbs 2x8Mbs 8Mbs

SERVICE CLASSIFICATION: Voice, BroadBand

SERVICE AGGREGATION and SERVICE QUALITY MANAGEMENT:

Services Management decouples access technology from transport technology

TDM Microwave Radio Microwave Packet Radio

• Direct correlation between • Transmission of individual services

Traditional PDH Radio Microwave Packet Radio

ATM NxT1 ATM NxT1

• 9500 MPR offers a SINGLE PACKET MATRIX

Address new data services in the best way … as native packets

TDM Microwave Radio Microwave Packet Radio

• Limited scalability in terms of • High switching capacity via a common

• 9500 MPR allows full utilization of the air bandwidth

Time line Outage Customer unavailability

10 MHz 30 Mbps in standard 16 QAM @

TDM Microwave Radio Microwave Packet Radio

• Fixed modulation drops entire • Adaptive Modulation adds/removes

Fading Packets traffic over TDM

Supervision of all Alcatel-Lucent

1340 INC Element Manager & TDM

5620 SAM Element Manager &

WEB based Craft Terminal for field

 Multiservice Aggregation Native Packet Based