WAN Optimization Sales Training Deck v0.2t

MNS WAN OPTIMISATION SERVICE
Document no: 70/MAR/CMO/ii/2016
Put your name

Date
*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential

Table of Contents
 Why telkomtelstra
 Customer Business Challenges
 Sales engagement
 Service Overview
 Key Business Value / Customer Value Proposition
 Customer Use Cases
 Selling WAN Optimisation Service
 Offer Detail
 Service Construct
 Appendix
2
Table of Contents
 Offer Detail & Positioning
 Appendix 8

Top IT Spending Priorities
1 Cost reduction
2 Disaster Recovery / Business Continuance Planning
3 Server Virtualization
4 Server Consolidation
5 Datacenter Consolidation
.
.
.
10 WAN Optimisation / Application Acceleration
Source: Goldman Sachs “IT Spending Survey: Downturn takes its toll”, US Technology Strategy: Independent Insight, Goldman Sachs, 3/9/2009, exhibit 17.
11
Our WAN Optimisation Service
can help you address your business challenges
Top 5 CXO Challenges Telkomtelstra WAN Optimisation Addresses

• Delivering a future proven integrated management
ENABLE BUSINESS platform for new & existing applications
INNOVATION • Leveraging extensive global technology and service
partnership for solid execution
CREATE • Enabling organisations to get products to market faster

COMPETITIVE • Increasing customer satisfaction through greater
ADVANTAGE business agility
• Helping to shift capital expenditure to operating

REDUCE
BUSINESS COSTS
expenditure
• Lowering total cost of bandwidth expansion.
IMPROVE • Giving IT teams full visibility and control via customer

CUSTOMER portal
SATISFACTION • Helping IT teams to respond more quickly to service management issues
through our new operating model
ENABLE NEW • Allows IT teams to focus on improving core

REVENUE STREAMS applications instead of managing WAN infrastructure
Source: State of the Asian CXO Report published by CIO Magazine and Fairfax Business Media
Released December 2012 12
Table of Contents
 Appendix
13
WAN Optimisation opportunities to follow up
“I have a hybrid
WAN to manage”
“I spend too much money to gather, “I don’t have simple
manage , and interpret data to network management
maintain my WAN performance” dashboard”
“My end-user complains that the

“I always spend high cost for
applications are running slow”
maintenance and upgrade the
bandwidth”
TARGET “I do too many efforts for new

“I don’t know why the traffic is CUSTOMER applications”
congested”
“I have a significant number “My data replication from DC to

of mobile workers” DRC take too long time”
“I don’t have a centralized data”
or “My data are scattered around
at multiple sites”
14
When you have a WAN Optimisation opportunity
Customer Customer signs
Customer provide Customer
expresses commercial
requirement to DES and
Customer
negotiates with
Journey
interest and contract with DES

telkomtelstra SS for DES AM on
needs to DES and provide cust.
solution design proposal
AM details
Cust Identify, Manage Approve Create Conduct

Genera Refine Identify Obtain Assign & Develop Negotiate
Credit manage e2e sales commerci knowledg
te & cust. product approval. manage proposal sales
Risk & oppty. & agreemen al order to e transfer
shortlist require & & engage responsibi (design & agreemen
Analys assess win t & close telkomtels and
oppty. ment services resource lity pricing) t
Backend Process
is leads strategy deals tra handover
Channel Specia- Specia-

Mgr. list list
(DES) (DES) (DES) (DES) (DES) (DES) (DES) (Sales) (Sales) (DES) (DES) (DES) (Sales)
Pre-
sales
(ITSS) (Sales)
Pricing
(Sales)
XXXXX : Unit within telkomtelstra

15
Table of Contents
 Appendix
16
MNS WAN Optimisation Overview
WAN Optimisation service is an extended portfolio of telkomtelstra’s Manage WAN
services which provides fully integrated end-to-end management of the customer’s WAN
MNS WAN Optimisation

Customer
DATA CENTRE WIDE AREA NETWORK CUSTOMER PREMISES
Data Center telkomtelstra

Switch LAN Switch
WAN
telkomtelstra telkomtelstra
Router Operation Center Router
WAN Optimiser WAN Optimiser
Customer Helpdesk
Portal
Telkomtelstra provides design, installation, management, maintenance and Optimisation
services for a customer’s closed private Wide Area Networks (WAN)
17
Customer Portal
WAN OPTIMISATION
Total WAN Opti Sites 25
Average Opmised Packets 35%

Table of Contents
 Appendix 20

Workplaces Today
More distance More data More demands

More sites in more places on IT
21
As part of MNS portfolio,
WAN Optimisation Service delivers following values:
CPE Services Features and Functionalities
• Network of Distributors, Financing and • Consultancy and Audit Service

Service Partners • Proactive Incident Management
• One-Stop Shopping from Ordering to On-Site • Integrated Performance Reporting
Installation and Maintenance
• Flexible Financing Options
• Extensive Geographic Coverage
Customer Portal with Self-Service

Best in Class Customer Experience
Capability
• Multiple service channel availability (customer portal, • Visibility of information relative to their Telkomtelstra
call center direct, email, SMS notification, Service subscribed services
Delivery Manager).
• Self service functionality
• Consistency across all service Channels for the
interaction between you and Telkomtelstra, and also
• Optimised for mobility – tablet or mobile
your sales channel.
22
Understanding WAN Optimisation Values
As easy as ABCD
• Dramatically faster response times
• Improved user productivity
• Hundreds of apps from Citrix to SharePoint
• Reduce WAN traffic by 65-95%

• Defer bandwidth upgrades
• Do more with less
• Consolidate servers from branch to DC

• Consolidate servers at branch
• LAN-like performance access
• Backup (and recover) in less time

• Little impact to WAN
• Achieve RTO and RPO objectives
23
Application
Acceleration
24
Key Applications Perform Well on LAN,
but Perform Poorly over WAN
WAN throughput is less than 1% of LAN throughput

Application Typical LAN Typical WAN Comparison (LAN vs
throughput throughput WAN
(100 Mbps) (1.5 Mbps 100ms)
MS Office (CIFS) 40 Mbps 200 Kbps 200x slower
Exchange (MAPI) 25 Mbps 500 Kbps 50x slower
SharePoint (HTTP) 70 Mbps 1 Mbps 70x slower
Citrix/ RDP 5 Mbps 100 Kbps 50x slower
Hundreds of TCP apps 25 Mbps 1 Mbps 25x slower
25
Application Acceleration using
WAN Optimisation Solution
Layer-7 protocol Optimisation + WAN data deduplication +TCP acceleration
Most likely range Peak performance
File Sharing – Windows (CIFS) 200

File Sharing – Unix (NFS) 55
Mail – Exchange (MAPI) 70
Mail – Notes 55
SharePoint 44
Web – HTTP,HTTPS, Intranet 20
ERP – Oracle 11i, SAP NetWeaver 50
FTP 120
Backup & Replication 50
Document Management 50
Software Distribution – SMS 60
Database – MS SQL 10
Database – Oracle SQL 5
ERP – Fat Client 5
0 5x 10x 15x 20x 25x 100x or more 26

Bandwidth
Optimisation
27
Reduce Bandwidth Cost
 Cut bandwidth utilization 60% - 95%

• Riverbed patented technology
• Optimize connections from branches and mobile workers
 More traffic in same capacity
• Effectively increase WAN capacity up to 5x
28
Consolidation
29
Successful Consolidation to Data Center
 Branch Office Consolidation
• Most branches still have many local servers
• Steelhead products enable consolidation of many of these servers to the data
centers / private cloud
• Enables customers to cut IT costs and save money
Tape
Backup
OFFICE
Storage
Tape Filers
Backup
DATA CENTER
WAN
File
Mail
Servers Filers
Servers
Mail
File Web Servers Servers
Servers
MOBILE
WORKERS
30
Disaster
Recovery
31
Backup and Disaster Recovery
 5x to 50x improvement in WAN-based
backup
 Compress backup from 24 hours to 4
hours
 Behavioral traffic recognition for
Disaster Recovery BRANCH OFFICE
 Applies to backup, replication, and
large-scale data transfer
Steelhead
Appliance
Filers MOBILE
WORKFORCE
WAN-based Backup
Steelhead
PRIMARY Appliance
DATA CENTER Steelhead
Appliance
WAN/VPN
Servers
Storage
Disaster Recovery Acceleration
File Web Mail
Servers Servers Servers
High-Speed TCP (Optional) DISASTER RECOVERY SITE
Max-Speed TCP (Optional)
Storage Tape 32
*Telkomtelstra’s proprietary material. Backup
Shared for training purposes only. Confidential
Customer Benefits
Accelerate your network performance Complete IT Control Faster problem resolution
Experience an improved performance You will gain a greater control and end- Our Service Desk and Service
across your Hybrid WAN of all on- to-end visibility of service status using Assurance support provide you with
premises, cloud, and SaaS our Customer Portal with self-service event monitoring, proactive incident
applications up to 100x while capability and web-based (online)
notification, online fault reporting with
reducing bandwidth. performance report capability.
Single point of Contact (SPOC) that
enable you to resolve problems
faster.
Data Protection Reduce Risk
Secure all traffic across your Hybrid Enabling rapid, resilience, and data
center-to-data center replication times
WANs with standards-based
from hours to minutes
encryption for added security and
regulatory compliance
*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential 33

Table of Contents
 Appendix 34

Use Cases 1 : Disaster Recovery
WAN Optimisation for branch converged
Challenges
infrastructures & DC replication
• Reduces recovery windows and transfer times to maximize
application availability
• More data than ever to protect • Effectively increases WAN capacity by detecting and avoiding the
• Unreliable tape backups transfer of Repetitive data patterns over the WAN
• Strict service level agreements • Boosts performance to fully utilize high-speed WAN links
• Working with ALL leading storage vendors - EMC, NetApp, IBM,
Dell, Hitachi, HP
Improve RTO (Recovery Time Objective) and RPO (Recovery Point Objective) by up to 90%
35
Use Cases 2 : Mobility
Challenges WAN Optimisation as a complete mobile solution
• Remote Workers: branch users

• Steelhead mobile to optimize PC, Mac and Virtual desktops
and mobile users
• Steelhead mobile Controller Virtual Edition for SMB or smaller
• Access to services in HQ such
mobile deployments (supports up to 100 active clients)
as CIFS, MAPI, Lotus Notes,
• Steelhead Mobile Appliance for large deployments and rapidly
HTTP/HTTPS, Windows,
growing organizations (supports up to 4000 active mobile clients)
Sharepoint, Citrix
A comprehensive solution for Data Center, Branch Offices, and Mobile Workers
36
Use Cases 3 : Public Cloud
WAN Optimisation for a high performance public
Challenges
cloud
• Optimizing performance on • Cloud Steelhead provides the same solution as Steelhead appliance
subscribed services or rented for cloud and IaaS applications
infrastructure in the public • Steelhead Cloud Accelerator improves application performance from
• SaaS: Microsoft 365, SaaS infrastructure to branches
Salesforce • Transparent cloud interception provides flexibility to adapt to
• IaaS: Amazon Web changes of physical and virtual environment
Services, ESX-based • Elastic sizing and easy cloning to enable businesses scale as they
cloud environtment growactive mobile clients)
LAN-like performance across the public internet
37
Table of Contents
 Appendix
38
TARGET CUSTOMER PROFILE
Companies operating in Indonesia Financial Industry, Professional Services, Mining & Resources
CUSTOMER PROFILE
Ideal customer profile How to address WAN Optimisation with stakeholders
 Organizations with large number of branch offices  C Level Executive or reporting to board: wants to make
the business more competitive, needs to make employees
 Highly-process oriented business more productive, must improve operational effectiveness,
wants a technology that let them do their business without
 End-users are reliant on access to multiple networks disturbance.
applications
 CFO: is concerned about OPEX and looking for ways to
 High availability and responsiveness need of key reduce costs, must achieve a good rate of return on
applications expenditure, seeks predictable expenditure, and limited
access to CAPEX funding.
 Mobile staffs who require remote connectivity
 CTO: wants the latest technology to keep the company
 Disaster recovery or business continuity plan competitive and has a strategy that can develop and adapt
requirement (low cost, flexible solution) to support the objectives of the business without upgrade
concerns.
 IT infrastructure and/or network refreshments/
upgrades  Business Manager: wants a fully featured solution that is
easy to control that provides speed to market without the
 Shifting/uncertain demand – scale challenges need for IT or 3rd party intervention.
 Existing MNS customer
39
Target the Right Persona
CIO
Head of IT
Infrastructure & Application

Architecture Security Desktop/Client
Operations Ops
Cloud/
Virtualization
Network
Storage
Decision Maker
Server/
Virtualization Influencer
40
Opening the Doors to Discovery
What are your major IT initiatives for the coming year?
How does your organization deliver and measure value to the

business?
How are you able to ensure service levels?
How are you able to gain greater efficiency or “do more with less”?
How do you measure success in your organization?
41
Identifying and Qualifying Opportunities
CUSTOMERS REQUIRING CUSTOMERS REQUIRING A CUSTOMERS REQUIRING
ACCELERATED APPLICATIONS: CONSOLIDATION: VIRTUALIZATION:
 Do you wish to have a centralized
 Do your users complain that your  Do you need to virtualize your
data?
applications are running slow? servers?
 Do you need to consolidate your
 Do you want to improve user  Do you require to replicate your
servers?
experience? virtual machines?
 Do you want to remove servers
 Do you wish to know which  Do you need to virtualize your
from your remote sites?
applications are consuming the desktops?
most bandwidth?
 Do you want to accelerate (some
of) your critical applications?
 Are you concerned about large file
transfers?
 Do you use a lot of collaboration
and sharing across your offices?
CUSTOMERS REQUIRING RELIABLE CUSTOMERS REQUIRING FAST CUSTOMERS REQUIRING NETWORK-

REMOTE CONNECTIONS: REPLICATION: BASED BACKUP:
 Do you have a Disaster Recovery
 Do you have a large number of  Do you still use disk or tape backup?
site?
mobile workers?  Do you backup your data often?
 Do you use replication solution for
 Do you have sales people or  Do you backup a large number of
your Disaster Recovery site?
executives who travel regularly? data?
 Does your replication take too long
 Does your data backup take too long
time?
time?
42
Table of Contents
 Appendix
43
MNS WAN Optimisation Service Tiers
SERVICES GOLD SILVER BRONZE
Response Time 20 min 20 min 20 min
Service Hours 24x7 14x7 8x5
Service Desk 24x7 24x7 24x7
P1 Update Interval 1 Hour 1 Hour 1 Hour
Service Restoration Targets
Priority 1 (P1) 4 Hours 8 Business Hours 1 Business Day
Priority 2 (P2) 8 Hours 12 Business Hours 2 Business Days
Priority 3 (P3) 1 Day 3 Business Days 4 Business Days
Priority 4 (P4) 3 Days 5 Business Days 8 Business Days
Hardware Replacement Time 4 Hours 8 Hours NBD
CPE Replacement Contract

NBD NBD NBD
Type
44
MNS WAN Optimisation Severity Levels
Target Response Target Status

Priority Level Target Restoration Time
Time Reports
Priority 1 – managed WAN 20 minutes 98% of Trouble Tickets in Every hour
Optimisation service is down at a each month restored (or
major site (or multiple sites) work around) within the
causing network performance selected service tier metric
impacts to business operations if
the service is not restored quickly
Priority 2 – managed WAN 1 hour 98% of Trouble Tickets in Every 2 hours
Optimisation service is down at a each month restored (or
minor site, or network work around) in with the
performance is severely selected service tier metric
degraded impacting business
operations
Priority 3 – managed WAN 2 hours 98% of Trouble Tickets in Every 3 hours
Optimisation service is degraded, each month restored (or
noticeably impaired but most work around) in within the
business operations continue. selected service tier metric
Priority 4 – You require 4 hours 98% of Trouble Tickets in Every 24 hours
information or assistance on your each month restored (or
managed WAN Optimisation work around) in 24 hours
service
45
Table of Contents
 Customer Use Caes
 Appendix 47

MNS WAN Optimisation Service Construct
MANAGED SERVICE
Telkomtelstra Customer  Commissioning & Configuration
 Fault & Performance Management
 Capacity management
 Reporting
MNS WAN OPTI HARDWARE

 Procurement
 Installation
 Staging
 Maintenance and Support
MNS WAN  MACDs (Moves, Adds, Changes or Deletions)
NETWORK CONNECTIVITY
 On top of MNS WAN
IP VPN Metro Internet
MPLS Ethernet
INDONESIA
48
Table of Contents
 Appendix
49

Thanks God…
this is the end of the slides
We value the feedback :getintouch@telkomtelstra.co.id
50

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MNS WAN OPTIMISATION SERVICE

Document no: 70/MAR/CMO/ii/2016

Put your name

*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential

*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential

Top 5 CXO Challenges Telkomtelstra WAN Optimisation Addresses

CREATE • Enabling organisations to get products to market faster

• Helping to shift capital expenditure to operating

IMPROVE • Giving IT teams full visibility and control via customer

ENABLE NEW • Allows IT teams to focus on improving core

“My end-user complains that the

TARGET “I do too many efforts for new

“I have a significant number “My data replication from DC to

interest and contract with DES

Cust Identify, Manage Approve Create Conduct

is leads strategy deals tra handover

Channel Specia- Specia-

XXXXX : Unit within telkomtelstra

MNS WAN Optimisation

Data Center telkomtelstra

WAN Optimiser WAN Optimiser

*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential

*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential

More distance More data More demands

• Network of Distributors, Financing and • Consultancy and Audit Service

Customer Portal with Self-Service

• Reduce WAN traffic by 65-95%

• Consolidate servers from branch to DC

• Backup (and recover) in less time

WAN throughput is less than 1% of LAN throughput

Exchange (MAPI) 25 Mbps 500 Kbps 50x slower

SharePoint (HTTP) 70 Mbps 1 Mbps 70x slower

Citrix/ RDP 5 Mbps 100 Kbps 50x slower

Hundreds of TCP apps 25 Mbps 1 Mbps 25x slower

Most likely range Peak performance

File Sharing – Windows (CIFS) 200

0 5x 10x 15x 20x 25x 100x or more 26

 Cut bandwidth utilization 60% - 95%

Accelerate your network performance Complete IT Control Faster problem resolution

Data Protection Reduce Risk

*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential 33

*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential

Challenges WAN Optimisation as a complete mobile solution

• Remote Workers: branch users

 Existing MNS customer

Infrastructure & Application

What are your major IT initiatives for the coming year?

How does your organization deliver and measure value to the

How are you able to ensure service levels?

How do you measure success in your organization?

CUSTOMERS REQUIRING RELIABLE CUSTOMERS REQUIRING FAST CUSTOMERS REQUIRING NETWORK-

Hardware Replacement Time 4 Hours 8 Hours NBD

CPE Replacement Contract

Target Response Target Status

*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential

MNS WAN OPTI HARDWARE

*Telkomtelstra’s proprietary material. Shared for training purposes only. Confidential

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