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Technology Stocks : Newbridge Networks -- Ignore unavailable to you. Want to Upgrade?

To: zbyslaw owczarczyk who wrote (13170)	9/1/1999 9:01:00 PM
From: pat mudge	Respond to of 18016

Business Week, July 12, 1999: AT&T Solutions Maximizing Customer Service When it comes to creating a competitive advantage the best course is to develop a strategy to serve and satisfy the customer. AT&T Corp., Basking Ridge, NJ, is a master at creating competitive advantage. For their corporate customers, the AT&T Solutions Managed Bandwidth Service (MBS) program provides the ultimate in effective, efficient customer service. AT&T Solutions is a networking professional services firm with expertise in managing corporate networks. Business Benefit --- Creating competitive advantage "We architect, design, build, and manage corporate networks, and provide application oriented solutions that range from the WAN to the desktop," said AT&T Solutions' Ed Nalbandian, managing partner for Managed Networking Solutions. When AT&T Solutions MBS was rolled out in May 1998, it enabled customers to transition from the older, narrowband TDM (time division multiplexing) to the newer Frame Relay and ATM (asynchronous transfer mode) broadband services. Managing Complexity: Customers like IBM Business Recovery Services, a provider of disaster recovery services, rely on AT&T Solutions MBS to assure themselves instant ability to manage complex and immediate networking challenges. AT&T Solutions subscribes to the 'keep it simple' rule -- building the core of its worldwide MBS network with products from a single, reliable vendor. This allows AT&T Solutions to assure a uniform level of service, as well as reduce costs. That's why AT&T Solutions relies on the network delivery platform from Newbridge Networks as the mainstays of their MBS offering. A key feature of the Newbridge products is ATM multi-services capacity. The result: a single managed solution capable of handling all corporate network voice, image, video, and data traffic. Under New Management. AT&T Solutions is able to offer true managed services thanks in part ot Newbridge's Global Services Management Platform. "Newbridge is known for its sophisticated management platform," said Deal DeLitta, AT&T Solutions MBS product manager, who explained that Newbridge's strengths include a wide range of products supporting everything from T-1 multiplexing to OC-12 (622 Mbps) ATM backbones. More important, all Newbridge devices can be managed under one system whereas other companies have different management systems for different products. "They had the best offer on the table -- Newbridge was clearly ahead in this area," DeLitta pointed out. Seeing Everything. "We managed networks with just about every vendor out there," Nalbandian added. "At the end of the day, when it comes to caring for our customers' networks, we need to be able to design and manage a broad array of networking technologies and vendors." AT&T Solutions sees all its customers, all the time. Clients receive 24x7 monitoring and maintenance from sophisticated network management centers around the world. AT&T Solutions MBS also gives users the flexibility to adjust bandwidth, allocations, switch trunks from voice to data, re-route call volume based on time of day, or change network flow to meet disaster recovery needs. Managing Risk. "We are investing a significant amount of money and talent into testing many solutions in our labs in order to stay current with technology," said Nalbandian. "The advantage for our clients is they don't have to commit huge resources to a certain technology, which could lock them into one path when everything could change 18 months down the road. We can offload much of the risk for our clients." The bottom line is a win-win-win partnership between AT&T Solutions, Newbridge, and the clients, who gain effective customer service. Newbridge Networks GSMP The Newbridge Global Services Management Platform (GSMP) is a fully managed and integrated set of networking products optimized to deliver advanced, standards-based global broadband services. GSMP lets carriers like AT&T give thousands of corporate network customers a full, end-to-end view of their global networks encompassing private line, Frame Relay and ATM services. This includes key parameters such as configuration, network status, Service Level Agreement and performance reporting. Plus customers get visibility of their network resources down to the network node, card and port level through a Web-based interface. The range of products used by AT&T includes Newbridge's bandwidth managers, multiservice ATM switches, access switches, concentrators, and LAN service units. Newbridge Networks, of Kanata, Ontario, Canada, designs, manufactures, markets, and services total networking solutions to organizations in more than 100 countries. Newbridge customers include the world's 350 largest telecommunications service providers and 10,000 corporations, government organizations, and other institutions. Founded in 1986, the company employs more than 6,000 people on five continents.

To: zbyslaw owczarczyk who wrote (13170)	9/1/1999 9:04:00 PM
From: pat mudge	Read Replies (1) \| Respond to of 18016

From the same issue, an interview with BT's Alfred Mockett: Business Week: July 12, 1999 Department: International -- Int'l Cover Story Headline: ONLINE ORIGINAL: BT Worldwide's Mockett: "We're Building a Global Internet Network" (int'l edition) As president and chief executive of BT Worldwide, Alfred Mockett has successfully faced the challenges of deregulation and the Internet. How? By developing relationships with local providers in other companies and by viewing new technology as a tool rather than a threat. Mockett recently discussed BT's strategy with Business Week Correspondent Kerry Capell. Here are edited excerpts of their conversation: Q: How has BT's global strategy evolved? A: We've come a long way in the five years since we brought together all our international activity under the one roof of BT Worldwide. We have quietly gone about our business building a new age communications company. We are looking for markets where we can sustain 20% to 25% compound annual growth for the foreseeable future. BT is posting impressive growth rates by focusing on the high-growth areas of mobility, data, and Internet. Q: How is the Internet changing BT's business? A: There is no doubt that the Internet is fueling a lot of our growth. Internet protocol is the definitive protocol for us from here forward. The Internet as we know it is in a rapid state of change. We are positioning ourselves to be one of the leaders in its next evolution. To do so, we're building a global Internet protocol network, initially targeting the world's largest 100 cities. Each of our ventures around the world is either acquiring or developing their own ISP [Internet service provider] capability. Some 95% of Concert's revenues for data come from Internet traffic. BT can bring together seamlessly the public world of the Internet with the corporate world of the intranet and extranet. Q: What has been the impact of telecom deregulation? A: We have taken a pioneering role in forcing the pace of liberalization, which has enabled us to move into some of the biggest markets in the world and take on the incumbent. We've taken a local approach because national markets are more receptive to national players. It helps us fit in better in the culture and business environments in which we like to play. What we do is form broadly based partnerships with a number of powerful local players. We look for companies that are politically connected, because winning licenses, to some extent, is a political game. Our partners must be financially strong, with a solid customer base and areas of expertise that complement our own. We also look for companies that can contribute distribution channels for our services. Q: Which markets did you move into first? A: We applied this strategy to Europe first. BT began positioning itself in 1994 to get ready for the opening of the marketplace which occurred last year. Europe was our natural home market and our first port of call. We initially went after the top seven markets, which gave us 85% coverage of the addressable market in Europe. We now have 9 mobile, 12 fixed, and 23 satellite-based licenses. This is the most comprehensive suite of licenses of any player in Europe. To date, we've invested from $5 billion to $6 billion. But including the investments we have made with our other partners, the total is around $20 billion. Our European ventures produced $6 billion plus in revenues for the fiscal year ending March, 1999, and we expect that to hit $20 billion by 2002-03. Q: How will BT continue to grow its market share in Europe? A: We are looking now at those markets which will join the EU such as Central Europe, Greece, and Turkey. In addition, we are tying all our European investments together with a pan-European backbone network, which is a high-speed Internet access. This connects 200 European cities and was launched in March. We're also pushing the pace of fixed-mobile convergence. This is one of our unique strengths that differentiates us in the marketplace because we are the first to do it. In Germany, we are piloting Homezone, a service that lets our customers use their mobile phone like a wireline phone. It is a roaming phone differentiated by tariffs. This will be available later this summer. We are pursuing the same strategy where we have both fixed and mobile licenses. Q: What is BT's strategy in Asia? A: Asia will be the engine for future telecom's growth. The market worldwide is close to $1 trillion, and Asia presently contributes 19% to 20% of that. Within a decade, Asia will account for 50% to 60% of the total market, so there's massive oportunity for growth. We started looking at Asia in earnest last year. Over the last 12 months we have invested more than $2 billion in Asia Pacific. We invested at the bottom of the currency and local stock markets in every place in Asia. Our first investment was in a consortium where we won the second fixed and third mobile license in Singapore. This was followed by licenses in Korea and Malaysia. We moved into Hong Kong this year by investing in the mobile operator smart tone. In Japan, AT&T has 10%, and we have 20% in Japan Telecom.