ADTRAN Sales Professional Internetworking

ASP/IN
Contents
ADTRAN University .............................................................................................. 4
COPYRIGHT 2015-2019 ...................................................................................... 5
ASP/IN Welcome .................................................................................................. 6
ASP/IN Objectives ................................................................................................ 7
ASP/IN Introduction .............................................................................................. 8
Introduction Objectives ......................................................................................... 9
Intro to ADTRAN ................................................................................................. 10
Who is ADTRAN ................................................................................................. 11
Our Mission ......................................................................................................... 12
Who We Serve .................................................................................................... 13
ADTRAN at a Glance .......................................................................................... 14
Industry Leadership ............................................................................................ 15
Advocacy Leadership .......................................................................................... 16
Product Portfolio ................................................................................................. 17
EN NetVanta Products ........................................................................................ 19
EN Bluesocket Products ..................................................................................... 20
EN Total Access Products .................................................................................. 21
EN n-Command .................................................................................................. 22
Professional Services ......................................................................................... 23
Introduction to ADTRAN Certifications ................................................................ 25
Available Certifications ........................................................................................ 26
Introduction to My ADTRAN ................................................................................ 27
My ADTRAN Content .......................................................................................... 28
How to Sell Introduction ...................................................................................... 29
How to Sell Objectives ........................................................................................ 30
End-User Presentation ........................................................................................ 31
MyADTRAN Internetworking Resources ............................................................. 32
Why Buy/Why Sell .............................................................................................. 33
Qualifying Questions ........................................................................................... 34
How to Sell Review Question .............................................................................. 35
How to Sell Review Question 2 ........................................................................... 36
How to Sell Review Question 3 ........................................................................... 37

Page 1 of 103
ASP/IN Why Sell? ............................................................................................... 38
Why Sell Objectives ............................................................................................ 39
Major High-Level Features and Benefits ............................................................. 40
Market Performance ........................................................................................... 41
Why Sell Review Question .................................................................................. 42
ASP/IN Where to Sell?........................................................................................ 43
Where to Sell Objectives ..................................................................................... 44
Prime Market Opportunities ................................................................................ 45
NetVanta Product Portfolio ................................................................................. 46
NetVanta Modular Routers ................................................................................. 47
NetVanta Multi-Service Routers .......................................................................... 48
Fixed-Port Routers .............................................................................................. 49
PoE and PoE+ VoIP-Ready LAN Switches ......................................................... 50
Gigabit and Aggregation LAN Switches .............................................................. 51
ActivChassis ....................................................................................................... 52
ActivReach .......................................................................................................... 53
Wireless Access Points and Wireless Access Controllers .................................. 54
Success Stories .................................................................................................. 55
Where to Sell Review Question .......................................................................... 56
Where to Sell Review Question 2 ....................................................................... 57
Where to Sell Review Question 3 ....................................................................... 58
Solution Details ................................................................................................... 59
Solution Details Objectives ................................................................................. 60
Introduction to ADTRAN Operating System ........................................................ 61
Switch Product Features ..................................................................................... 62
VLAN Support ..................................................................................................... 63
Layer 2 Switching................................................................................................ 64
Layer 3 Switching................................................................................................ 65
Cable Diagnostics ............................................................................................... 66
Port Scheduler .................................................................................................... 67
PoE Support ....................................................................................................... 68
Router Product Features ..................................................................................... 69
NetVanta Protocol Support ................................................................................. 70
Firewall Support .................................................................................................. 71
Quality of Service ................................................................................................ 72
Multi-VRF CE ...................................................................................................... 73
Optional VPN ...................................................................................................... 74
VRRP .................................................................................................................. 75
Policy Based Routing .......................................................................................... 76
WLAN Controller ................................................................................................. 77
Websense and URL Content Filtering................................................................. 78
Traffic Monitoring ................................................................................................ 79
Network Monitoring ............................................................................................. 80
n-Command ........................................................................................................ 81
Wireless Product Features .................................................................................. 82
NetVanta 160/161 ............................................................................................... 83

Page 2 of 103
NetVanta Wireless Access Controllers ............................................................... 84
Feature Matrix ..................................................................................................... 85
Latest Product Information .................................................................................. 86
Solution Details Review Question ....................................................................... 87
Solution Details Review Question 2 .................................................................... 88
Solution Details Review Question 3 .................................................................... 89
How to Quote Introduction .................................................................................. 90
How to Quote Objectives .................................................................................... 91
Sales Support at ADTRAN .................................................................................. 92
Network Design Engineering Team .................................................................... 93
Field Sales Team ................................................................................................ 94
How to Quote Review Question .......................................................................... 95
How to Quote Review Question 2 ....................................................................... 96
Course Summary ................................................................................................ 97
Course Survey .................................................................................................... 98
Glossary .............................................................................................................. 99

Page 3 of 103
1 ADTRAN University

Classroom Instruction

Traveling Seminars

Web-based Learning

Page 4 of 103
1 Copyright

All contents copyright 2015 - 2019 ADTRAN. All rights reserved. All
information contained in this course material is confidential and property
of ADTRAN. To copy, print, distribute, and/or reproduce in any manner
the information contained within this document, you must obtain prior
written permission of ADTRAN. In consideration of this authorization,
you agree that any copy of these documents, which you make, shall
retain all copyright and other proprietary notices contained herein.

The information contained in this document is believed to be accurate in

all respects but is not warranted by ADTRAN. The information is subject
to change without notice and should not be construed in any way as
commitment by ADTRAN, or any of its affiliates or subsidiaries.
ADTRAN and its affiliates assume no responsibility for any errors or
omissions in this document. Revisions of this document or new editions
of it may be issued to incorporate such changes.

Page 5 of 103
2 Animated Module Intro

ADTRAN Sales Professional for

Internetworking

ASP/IN Welcome

Page Transcript
Welcome to the ADTRAN Sales Professional for Internetworking (ASP/IN)
training course.

Page 6 of 103
2 ASP/IN Objectives

Course Introduction
How to Sell
Why Sell
Where to Sell
Solution Details
How to Quote

Page Transcript
The ASP/IN course will first introduce you to ADTRAN as a company. Then, we
will teach you how to sell Internetworking products, tell you why you want to sell
these solutions, and where to sell them, discuss solution details, and show you
how to quote NetVanta Internetworking products. Your success is our goal and
knowledge is key; so, we encourage you to complete the included course
material, and explore all the resources we will show you throughout the training.
There is a corresponding ASP/IN exam for you to take after you complete your
training. Keep in mind the test will cover all material in the online training, as well
as any links that are specifically mentioned as part of the course.

Page 7 of 103
3 ASP/IN Introduction

Page Transcript
Welcome to the Introduction section of the ASP/IN training course!

Page 8 of 103
4 Introduction Objectives

ADTRAN Solutions
Successful Selling
Certifications
Training
Available tools

Page Transcript
This section of the ASP/IN training course will introduce you to ADTRAN
solutions and provide you with the tools for successfully selling. We will also
explore ADTRAN certifications and training options. Then, you will learn about
available sales tools.

Page 9 of 103
5 Intro to ADTRAN

Introduction to ADTRAN

Page Transcript
Welcome to the Introduction section of the ASP/IN training course!

Page 10 of 103
6 Who is ADTRAN

Page Transcript
For nearly three decades, ADTRAN, Inc. has been a leading global provider of
innovative, high-performance networking and communications equipment, with a
portfolio of intelligent solutions that enable todays communication network with
converged services including voice, data, video, and Internet services. ADTRAN
has a broad, loyal customer base with solutions deployed by many of the worlds
largest telephone, cable, and Internet service providers, as well as distributed
enterprises and businesses of all sizes. Delivering smart, reliable solutions for
dependable business and residential network connectivity has been the
cornerstone of ADTRANs ongoing business success for more than 25 years with
continued market leadership in numerous technologies including todays
integrated access, broadband, DSL, Voice over IP, routing, and converged
access applications. With a past history rooted in an entrepreneurial business
spirit and with proven financial competence, ADTRAN is one of the most
successful and viable partners in the telecom space today and one you can trust
to be with you down the road. Headquartered in Huntsville, Alabama, with sales
offices strategically located throughout the United States and around the world,
ADTRANs mission is to be a trusted provider of global communications
solutions, to develop innovative technologies used to create products and
services that make communications simpler and more affordable for people
everywhere, and to foster an entrepreneurial environment supported by
enthusiastic employees who exhibit an unwavering commitment to personal
integrity and support our customers beyond their expectations.

Page 11 of 103
7 Our Mission

Page Transcript
ADTRAN's mission is to be a trusted provider of global communications
solutions. We develop innovative technologies used to create products and
services that make communications simpler and more affordable for people
everywhere. It is also our mission to foster an entrepreneurial environment
supported by enthusiastic employees who exhibit an unwavering commitment to
personal integrity and support our customers beyond their expectations.

Page 12 of 103
8 Who We Serve

Page Transcript
From the world's largest service providers to the business down the street,
ADTRAN has a solution.

Page 13 of 103
9 ADTRAN at a Glance

Page Transcript
Here are a few stats about ADTRAN at a glance. As you can see, ADTRAN is a
strong company and a leader in the industry.

Page 14 of 103
10 Industry Leadership

Chairmen
Working Group Chairmen
Board of Directors
Contributors
Editors

Page Transcript
Many industry and standards organizations have noticed ADTRAN as well.
ADTRAN currently holds leadership positions and provides significant technical
contributions to industry organizations across the globe.

Page 15 of 103
11 Advocacy Leadership

Open Internet
USF Transition
Tech Transition
E-Rate Reform
Merger Proceedings
Telecom Act Rewrite
Patent Reform
Cyber Security \
Regulatory
Legislative

Page Transcript
ADTRAN has also played a role in regulatory and legislative leadership, assisting
in Open Internet, USF Transition, Tech Transition, E-Rate reform, merger
proceedings, the Telecom Act Rewrite, Patent Reform, and Cyber Security.

Page 16 of 103
12 Product Portfolio

Page 17 of 103
Bluesocket

Page Transcript
Today ADTRANs Enterprise Networks Division offers an extensive solutions
portfolio with a breadth of products designed to address the needs of todays
most popular applications for business customers. This includes a suite of
innovative, high-performance solutions that deliver outstanding quality, reliability
and exceptional value. There are four brands within the EN product portfolio,
NetVanta, Bluesocket, Total Access and n-Command.

Page 18 of 103
13 EN NetVanta Products

VoIP-Enabled Routers
Performance-Based Switches
IP Business Gateways (IPBGs)
Premise-Based IP PBX
Unified Communications
IP Phones

Page Transcript
The NetVanta Series is a comprehensive portfolio of enterprise-class networking
equipment designed to lower costs in your network without compromising
performance or reliability. These solutions address today's highest networking
priorities, including bandwidth expansion, VoIP migration, and network security.
Perfect for small and medium enterprise deployments, these powerful, cost-
efficient products redefine office connectivity, and introduce a new level of value
into network operations. The NetVanta portfolio includes: Fast, Gigabit, and PoE
Ethernet switches; Fixed port, Modular, and Multiservice access routers; IP
Business Gateways; IP Communication Platforms (IP PBX and Unified
Communications); and IP Phones.

Page 19 of 103
14 EN Bluesocket Products

Virtual Wireless LAN (vWLAN)

Access Points

Page Transcript
Bluesocket is ADTRAN's revolutionary product family that virtualizes the control
and management of the wireless network. Remote sites and users are managed
from a single location that can be private or public cloud based utilizing the power
of virtualization with VMware. This provides a flexible solution that can operate in
multiple deployments from a branch office to a large campus environment while
offering a lower cost of ownership and optimal performance.

Page 20 of 103
15 EN Total Access Products

IP Business Gateways
Integrated Voice and Data Access
SIP/MGCP and Analog Gateway

Page Transcript
The Total Access Series of IP Business Gateways combine the functionality of
ADTRAN's industry-leading integrated access devices with a SIP/MGCP and
analog gateway to offer carriers and network service providers a cost-effective IP
network strategy for VoIP deployment, with support for legacy equipment. The
Total Access Series allow carriers to deliver SIP trunks, hosted PBX, and other
integrated voice and data services such as Dedicated Internet Access (DIA) to
small and medium businesses, quickly and cost-effectively.

Page 21 of 103
16 EN n-Command

Managed Services Software

Network Productivity Tools
Supports NetVanta and Total Access products

Page Transcript
ADTRAN's n-Command is a suite of managed services software and network
productivity tools for NetVanta and Total Access-based networks. The system
aids IT administrators in daily network operation and configuration allowing them
to quickly adapt to networking changes, make better use of limited resources,
evaluate network performance, and save time and money.

Page 22 of 103
17 Professional Services
ProStart: Robust Installation Services
Full turnkey solution for customers unable to utilize or train internal resources
Flat rate pricing and geographical footprint
Technical site surveys, network assessments, cabling, pre-configuration and
installation
Service provided by ADTRAN technical experts

ProCare: Maintenance, Hardware Replacement,

Technical Support
Minimize downtime with automatic configuration backups, hardware spares and
onsite ADTRAN technical experts
Provide priority trouble resolution with SLAs ranging from four hours to 30
minutes
Include 24x7 support for emergency services
Provide service overlays such as configuration management to provide full
support

ProCloud: Complete Managed Care

Highly redundant data center infrastructure
Affordable pricing options
Flexible, scalable solutions suitable for businesses of all sizes
99.99% guaranteed uptime and business continuity options
24x7 network monitoring to ensure network uptime and security
Comprehensive management reports to track system health

Page 23 of 103
Page Transcript
ADTRAN protects your investment by providing superior pre and post sales
support, great warranties, and unprecedented firmware update policies.
However, many networks require prioritized attention. For this next level of
service ADTRAN offers ProServices. The ADTRAN ProServices program is a
comprehensive and flexible suite of services, designed to meet network
deployment needs. ProServices program participants can use ADTRAN for
complete installation, maintenance and management of the network optimized for
their organization. The flexibility of ProServices also affords participants the
ability to select individual components to match their service delivery needs.
ADTRAN ProServices are broken into several categories as shown on the slide.

Page 24 of 103
18 Introduction to ADTRAN Certifications

Page Transcript
ADTRAN offers several levels of certifications to help you gain the sales and
product knowledge you need to succeed. The ADTRAN Sales Professional
(ASP) is geared towards the seller who wants to have a better understanding of
ADTRAN's product line and know specifically about how to position and sell the
products. This free certification is offered online, and may be completed at your
convenience. The ADTRAN Technical Solutions Associate (ATSA) provides
technology training, as well as covering ADTRAN's product line and basic
configuration in more detail. The ATSA is also a free certification that is offered
online. The ADTRAN Technical Solutions Professional (ATSP) includes both in
depth product knowledge, as well as advanced configuration. The ATSP includes
hands-on technical training at one of our training centers, or may also be taken
through an online virtual instructor-led training course. And finally, the ATSE
(ADTRAN Technical Solutions Expert) is the highest level of training, offering
advanced concepts and configurations.

Page 25 of 103
19 Available Certifications

Page Transcript
The ASP, ATSA, and ATSP certifications are further broken down into product
categories. The certifications are available for Internetworking, IP Business
Gateways, UC Appliance Solutions, UC Server Solutions, and vWLAN. For more
information on any of our certification programs, please visit our website at
www.adtran.com/certifications, or feel free to contact us at training@adtran.com.

Page 26 of 103
20 Introduction to My ADTRAN

Page Transcript
Where do you find the latest sales presentations? Product information?
Promotion details? Leave behinds for prospective customers for particular
vertical markets or product sets? ADTRAN has created a single portal for you to
obtain all of the tools you need for successful selling and product positioning.
You can access your personal resource page, called My ADTRAN by logging in
to the ADTRAN.com webpage and then clicking on My ADTRAN at the top right
of the page. This will show you the resources that are available to you.

Page 27 of 103
21 My ADTRAN Content

Page Transcript
The My ADTRAN portal contains all the materials you need to help position and
sell ADTRAN products. Everything from product presentations, product literature,
qualifying questions and demonstrations... Its all provided in one convenient
package. The My ADTRAN resources link will show you all the materials you
have available to you.

Page 28 of 103
22 How to Sell Introduction

Page Transcript
Welcome to the"How to Sell" section of the ASP/IN training course!

Page 29 of 103
23 How to Sell Objectives

How to Sell
Step-by-Step presentation
Available Resources and Tools
Product Brochures
Qualifying Questions

Page Transcript
This section of the ASP/IN training course is focused on equipping you with tools
and knowledge on how to sell ADTRAN solutions. The first thing we will do is
show you step-by-step how to sell this solution through demonstrating an end
user through a presentation. Then, well talk about other resources and tools for
selling including product brochures and qualifying questions.

Page 30 of 103
24 End-User Presentation

Page Transcript
This presentation guides you through the ADTRAN solution and how to present it
to an end user. The slides include setup sections, which explain how you would
prepare or items to consider when actually doing the presentation to a customer.

Page 31 of 103
25 MyADTRAN Internetworking Resources

Page Transcript
The My ADTRAN link contains many resources that will assist you in selling the
Internetworking products. You may access My ADTRAN by going to
www.adtran.com/myadtran. To access the Internetworking section, click on the
'Internetworking Resources' section on the page. Here you will find a list of tools
and resources.

Page 32 of 103
26 Why Buy/Why Sell

Page Transcript
The Why Buy? and Why Sell? documents provide a quick glance at the
solutions features. The Why Buy? brochure answers the question of what the
solution can do for the customer, including ADTRAN features, key solution
benefits and competitive advantages. The Why Sell? includes helpful
prospecting tools. Take a minute to review the Why Sell? Brochure.

Page 33 of 103
27 Qualifying Questions

Page Transcript
The Qualifying Questions document in the eKit guides you through asking the
customer more details on their needs and pain points. Take a moment to look
over the Qualifying Questions in the eKit and note that the document also
includes key advantages to NetVanta Internetworking and Competitive
Advantages as well.

Page 34 of 103
28 How to Sell Review Question

Which resource will help you prepare for a customer presentation by guiding you through
what to present?

Circle the correct answer(s)

a) End-User Presentation
b) Why Buy/Why Sell Documents
c) Qualifying Questions Document
d) Sales Guide

Page 35 of 103
29 How to Sell Review Question 2

Which document will help you determine reasons to sell NetVanta

Internetworking products?

Circle the correct answer(s)

a) NetVanta Qualifying Questions
b) NetVanta Why Buy Guide
c) NetVanta Why Sell Guide
d) Corporate Overview Presentation

Page 36 of 103
30 How to Sell Review Question 3
What ADTRAN document provides you with specific questions to ask prospective
NetVanta Internetworking customers?

Circle the correct answer(s)

a) NetVanta Prospecting Sheet

b) NetVanta Why Buy/Why Sell Guides
c) NetVanta Sales Guide
d) NetVanta Qualifying Questions Document

Page 37 of 103
31 ASP/IN Why Sell?

Page Transcript
Welcome to the Why Sell section of the ASP/IN training course.

Page 38 of 103
32 Why Sell Objectives

High Level Features and Benefits

Selling against the Competition
Top Sales Issues
Top Sales Objections

Page Transcript
This section of the ASP/IN training course will discuss the Why Sell aspect of
NetVanta Internetworking products. To answer the question of Why Sell
ADTRAN Internetworking, we will discuss major high level features and benefits,
selling against the competition and top sales issues and objections.

Page 39 of 103
33 Major High-Level Features and Benefits

Easy to Use
Integrated troubleshooting features make ADTRAN products easy to install and
maintain, reducing your time spent on solution deployment and maintenance.

Flexible
NetVanta Internetworking products offer flexible, customizable solutions, with a wide
range of options that provide the right fit for customers' networks today, and in the future.

Superior Performance
Superior Performance: High-performance solutions allow you to sell ADTRAN
Internetworking products with confidence that your customer's network will handle a full
range of services for today's most bandwidth intensive applications and enable the
network for VoIP.

Innovative Features
Innovative Features: Enable you to provide differentiated services and value whereas
your competitors may offer "me too" products.

Market-proven Solutions
Market-proven Solutions: With more than 10+ years experience in the Internetworking
space, ADTRAN's NetVanta Internetworking Solutions have a track-history of customer
success.

Profitability
Profitability: Higher margin solutions to increase your profitability.

Page Transcript
Many of the high-level features and benefits are listed here.

Page 40 of 103
34 Market Performance

Page Transcript
Router performance has become one of the most important factors for delivering
cloud-hosted applications over the WAN. Today's technologies, such as virtual
desktop infrastructure, VoIP, Unified Communications, VPNs and security
services demand low latency, high bandwidth solutions to properly perform and
deliver critical services. Click on the document here to read a whitepaper on how
ADTRAN's NetVanta products perform in the market.

Page 41 of 103
35 Why Sell Review Question

Which resource discusses ADTRAN's router performance?

Circle the correct answer(s)

a) The Truth About Router Performance White Paper

b) Why Buy Guide
c) Why Sell Guide
d) Qualifying Questions Document

Page 42 of 103
36 ASP/IN Where to Sell?

Page Transcript
Welcome to the Where to Sell section of the ASP/IN training course.

Page 43 of 103
37 Where to Sell Objectives

Key Applications
Vertical Markets
eKit Resources
eKit Tools

Page Transcript
This section of the ASP training course will discuss the Where to Sell aspect of
the Internetworking Products. We will discuss key applications, vertical markets,
and eKit resources and tools.

Page 44 of 103
38 Prime Market Opportunities
Making higher bandwidth more affordable
Enabling VoIP and Unified Communications
Enabling carrier services like Hosted VoIP, IP Business trunking,
Converged Access, Internet + VoIP
Focused on Network upgrades and bandwidth expansion
Providing 3G WAN access and 3G backup for Network
contingency
Making mobility a possibility with Wi-Fi
Providing carrier-grade reliability
Securing the business network
Enabling regulatory compliance

Retail and hospitality payment card industry

Credit Card Authorization

Healthcare security and HIPAA
Banking regulations, security, and Sarbanes-Oxley
Government and Education requirements

Page Transcript
ADTRAN Internetworking Solutions are ideal for businesses of all sizes. The
Internetworking soutions drive business results in a multitude of markets,
providing the benefits shown here.

Page 45 of 103
39 NetVanta Product Portfolio
Modular Routers
Multiservice Routers
Fixed-port Routers
PoE and PoE+ VoIP-ready LAN Switches
Gigabit and Aggregation LAN Switches
Wireless Access Points and Wireless Access
Controllers

Page Transcript
The NetVanta Internetworking Product Portfolio consists of Modular Routers,
Multiservice Routers, Fixed-Port Routers, PoE and PoE+ VoIP-ready LAN
Switches, Gigabit and Aggregation LAN Switches, Wireless Access Points, and
Wireless Access Controllers. Let's briefly look at each of these categories and
also discuss the specific prime market for that area.

Page 46 of 103
40 NetVanta Modular Routers
Cost-Effective Internet Access
Carrier Ethernet
MPLS
Frame-Relay
Point-to-point
ADSL
Virtual Private Networking

Page Transcript
NetVanta Modular Access Routers are designed for cost-effective Internet
access, MPLS, Frame Relay, point-to-point, ADSL, and Virtual Private
Networking (VPN). These full-featured solutions support line rates ranging from
56 kbps to dual T3s, at a cost that is significantly lower than other brand name
routers. ADTRAN's industry-leading series of NetVanta 3000/4000/5000 modular
routers offer a cost-effective, secure, business-class solution for high-speed data
and voice networks. Prime market opportunities for these products are MPLS
access, Internet access, VPN, dial-Backup, and Carrier Ethernet applications in
retail and hospitality vertical markets.

Page 47 of 103
41 NetVanta Multi-Serivce Routers
VoIP-ready
Modular WAN Interface
IP Router
PoE Switch
Firewall
VPN

Page Transcript
NetVanta Multiservice Access Routers deliver greater throughput and offer a
variety of networking functions wrapped into a single chassis. The NetVanta
3448, 3458, and NetVanta 1335 Multiservice Access routers are VoIP-ready
routers that include a modular WAN interface, IP router, PoE switch (Layer 2 or
Layer 3), firewall, and VPN. Prime market opportunities for these products
include Carrier Ethernet, MPLS Access, Hosted VoIP-Service, Remote Office
VoIP, Site-to-Site Connectivity, and Internet Access in Retail and Hospitality
vertical markets.

Page 48 of 103
42 Fixed-Port Routers
Cost-Effective
Secure
Business-Class

Page Transcript
NetVanta Fixed-port Access Routers offer a cost-effective, secure, business-
class solution for SMBs or remote workers using broadband networks, from an
Ethernet hand-off from cable subscribers to the most advanced ADSL2+
technology. Prime market opportunities for these products include Carrier
bundled services, Retail, and VPN with Dial Backup.

Page 49 of 103
43 PoE and PoE+ VoIP-Ready LAN Switches
Layer 2 and Layer 3
PoE and PoE+
Optimized for powering PoE Devices such as IP
Phones, WAPs, and IP Surveillance Cameras

Page Transcript
Fully managed 24 and 48 port Layer 2 and Layer 3 Fast Ethernet and Gigabit
Ethernet LAN switches with Power over Ethernet (802.3af) and Power over
Ethernet Plus (802.3at) are optimized for implementing data networking requiring
PoE powering for IP phones, wireless access points, IP surveillance cameras,
and other LAN devices that need switch powering. These products also offer a
unique power conservation feature by powering down devices when not in use,
or scheduling when to turn off power after business hours to minimize security
risks. Prime markets for these devices include networks with VoIP, Wi-Fi, and
Security Surveillance.

Page 50 of 103
44 Gigabit and Aggregation LAN Switches
Great for Larger Networks
Multi-floor/Multi-tier LAN
Networks with high-bandwidth applications

Page Transcript
ADTRAN's gigabit and aggregation LAN switches are mananged 24 and 48 port
10/100/1000Base-T Ethernet Switches that enable Gigabit-to-the- desktop and
high-bandwidth switching, fiber access, and aggregation. Prime markets include
larger networks, multi-floor or multi-tier LAN networks, and networks with high-
bandwidth desktop applications (video, CAD software, MAC and graphics users,
and other large file programs).

Page 51 of 103
45 ActivChassis
Ease of management: Stack and manage up to eight switches as a single,
logical chassis-like switch
Cost-effective scale: Add port capacity on-demand up to 400 ports
Flexibility: Manage switches spread across multiple wiring closets up to
10km (6miles) apart in a connected campus
Increased backplane capacity: Boost backplane capacity up to 128Gbps
Network resiliency: Improve network resiliency and high-availability with
ring topology and link-aggregation across multiple physical switches
Supported in the NetVanta 1638P

Page Transcript
ActivChassis is a feature in which multiple devices, such as Layer 2 or Layer 3
switches, are connected to create a virtual chassis that can be managed as a
single virtual switch. In essence, multiple devices are stacked using ActivChassis
ports to create a larger logical device comprised of the individual devices. This
feature allows multiple devices to share resources and operate as though they
are part of a larger chassis-based system, while allowing configuration and
control of the logical device from a single member.

Page 52 of 103
46 ActivReach

Page Transcript
ADTRAN's ActivReach technology is available in the NetVanta 1535P Gigabit
switch. ActivReach uses your existing wiring today while providing a seamless
upgrade path to Gigabit Ethernet, thus maximizing ROI. ActivReach offers
10/100 Mbps bi-directional Ethernet connectivity over all grades of wiring,
whether thats 4-pair, 2-pair, or even a single twisted-pair of CAT5, CAT3, or
even legacy voice-grade copper. Cabling is no longer a limitation to access the
full capabilities of Ethernet.

ActivReach also triples Ethernet reach up to 356 meters (1200 feet) from the
switch without the need for expensive fiber, repeaters, or multiple switches.
Connecting long distance endpoints in warehouses, auditoriums, or distribution
centers is simplified.

ActivReach is also the first in the industry to deliver both 100 Mbps data and PoE
to devices, such as IP phones, wireless access points, or IP security cameras
over existing wiring, enabling voice, data and video applications.

Page 53 of 103
47 Wireless Access Points and Wireless Access
Controllers
Full line of 802.11 a/b/g/n capabilities
ADTRAN routers and switches include Wi-Fi controller
capability
NetVanta "thin" Wireless Access Points provide
802.11a/b/g/n access

Page Transcript
The NetVanta wireless access points and controllers offer a full line of 802.11
a/b/g/n wireless LAN capabilities. These devices cater to the most demanding
business-class security concerns and give peace of mind that the valuable
corporate network remains protected, while providing freedom to roam wirelessly.
ADTRAN routers and switches offer the unique capability of an integrated
wireless access controller for end-to-end management of the NetVanta Wi-Fi
network.

Page 54 of 103
48 Success Stories

Page Transcript
ADTRAN's wide range of network access products fit into a multitude of
applications. Success stories, or case studies are available on ADTRAN's
website for each market segment. You can access a complete list of Success
Stories, or case studies by navigating to www.adtran.com, about ADTRAN,
Newsroom, Case Studies, or by clicking on the link shown here.

Page 55 of 103
49 Where to Sell Review Question

How can you provide Wi-Fi access on an existing NetVanta network?

Circle the correct answer(s)

a) Buy a 3rd party wireless controller

b) User the NetVanta routers and switches' built-in wireless controller to
manage thin NetVanta APs
c) Buy an ADTRAN NetVanta stand-alone wireless controller and NetVanta
APs

Page 56 of 103
50 Where to Sell Review Question 2

ADTRAN's modular access routers can support line rates up to dual T3 and above to
support carrier Ethernet applications.

Circle the correct answer(s)

a) TRUE
b) FALSE

Page 57 of 103
51 Where to Sell Review Question 3

Multiple ADTRAN Success Stories (Case Studies) from various vertical industries are
available on ADTRAN's website.

Circle the correct answer(s)

a) TRUE
b) FALSE

Page 58 of 103
52 Solution Details

Page Transcript
Welcome to Solution Details!

Page 59 of 103
53 Solution Details Objectives

Features provided by the NetVanta products

Page Transcript
In this section, we will look at some of the features provided by the NetVanta
products in more detail.

Page 60 of 103
54 Introduction to ADTRAN Operating System

Standards based switching

Routing
VPN
Voice Support

AOS Includes:

Page Transcript
The ADTRAN Operating System (AOS) software is used in all the ADTRAN
NetVanta products, allowing standards based switching, routing, VPN, and voice
support. The AOS includes a wide range of features and protocol support that
are common to all NetVanta and AOS devices. Depending on the product used
and the version of AOS software installed, different features are available;
however, the basic functions and interface are the same. If a user is familiar with
one product, they can easily navigate and configure any other NetVanta product
using the AOS. The AOS can be accessed via a command line interface or an
html based web-GUI interface, providing ease of configuration for both
experienced and novice users.

Page 61 of 103
55 Switch Product Features
VLAN Support
Layer 2 Switching
Layer 3 Switching
Cable Diagnostics
Port Scheduler
PoE Support

Switch Features Include:

Page Transcript
Let's look at a few features that are specific to switch products. These include
VLAN support, L2 and L3 switching, cable diagnostics, port scheduler, and PoE
support.

Page 62 of 103
56 VLAN Support
802.1Q VLAN Trunking
Route between VLANs with a single connection to an
Ethernet Switch

Page Transcript
When using an AOS access router in conjunction with a switch, 802.1Q VLAN
trunking is supported on the router Ethernet interface. This allows the router to
create sub-interfaces on an Ethernet port which may then carry multiple VLANs
over the single physical interface, enabling the ability to route between VLANs
with a single connection to an Ethernet switch.

Page 63 of 103
57 Layer 2 Switching

Page Transcript
The NetVanta Fast Ethernet switches (the NetVanta 1234 and 1238) are
designed for Local Area Networks requiring LAN interconnectivity or network
segmentation, including Fast Ethernet and Gigabit Ethernet applications.
Standards-based switching protocols provide interoperability in multi-vendor
switch/router networks.

Page 64 of 103
58 Layer 3 Switching

Page Transcript
Within the LAN environment, a Layer 3 switch makes intelligent switching
decisions based on the OSI Layer 3 source and destination addresses, similar to
that of a router. A standard Layer 2 switch relies on the MAC addresses to make
switching decisions. The fundamental difference between the two, is that a Layer
3 switch offers more performance than that of a standard Layer 2 switch.
ADTRAN offers fast Ethernet and Gigabit switches with Layer 3 switching
capabilities.

Page 65 of 103
59 Cable Diagnostics

Cable Diagnostics help determine:

The length of a cable
Whether the cable contains a short
Whether the cable contains a broken wire

Page Transcript
Cable diagnostics can help dramatically reduce the time spent troubleshooting
cable issues without a truck roll. Built-in cable diagnostic features help determine
the length of a cable, if wires are touching each other through damage or missing
insulation creating a short, or if the cable contains an "open", or broken wire. This
feature can eliminate the need for an expensive cable tester or on-site truck roll
to diagnose cabling issues.

Page 66 of 103
60 Port Scheduler

Conserve power by powering down devices during non-business hours

Reduce cooling costs
Improve security by disabling ports when not in use
Disable access points or conference room ports
Schedules can be set independently for each port

Page Transcript
The port scheduler feature allows you to conserve energy by powering down
devices connected to the switch during non-business hours. This helps with
cooling costs, as well as increasing security by disabling ports that don't need to
be active. For ports that do need to remain on and active (such as video
surveillance cameras or certain phones), port scheduling may be configured
independently for each port.

Page 67 of 103
61 PoE Support

Conserve power by powering down devices during non-business hours

Reduce cooling costs
Improve security by disabling ports when not in use
Disable access points or conference room ports
Schedules can be set independently for each port

Page Transcript
Power over Ethernet support provides 802.3af, legacy power, and PoE plus
(802.3at) for devices such as VoIP phones, wi-fi devices, and video surveillance,
helping to eliminate the need for additional electrical wiring. ADTRAN switches
are designed to optimize the power budget across all PoE ports.

Page 68 of 103
62 Router Product Features
Protocol Support
Firewall
QoS
Optional VPN
Multi-VRF CE
VRRP
Policy Based Routing
WLAN Controllers
Websense and URL Content Filtering
Traffic Monitoring
Network Monitoring
n-Command

Page Transcript
Now let's discuss a few of the router features available in the NetVanta router
products. We will introduce the features shown here.

Page 69 of 103
63 NetVanta Protocol Support
WAN PROTOCOLS
ATM (with ADSL module)
Frame Relay/MLFR
Point-to-Point Protocol (PPP/MLPPP)
PPPoE (PPP over Ethernet)
PPPoA (PPP over ATM)
RFC 1483
HDLC

ROUTED PROTOCOLS
Internet Protocol (IP)
Bridging (IP and other protocols)

ROUTING PROTOCOLS
Static
RIP v1/v2
Open Shortest Path First (OSPF)
BGP
GRE
PIM Sparse

Page Transcript
In order for a router to establish a connection to another device and send traffic
to it, it must use protocols to communicate with others in the network. The AOS
routers support a variety of protocols. For Wide Area Network connections, the
routers support ATM, Frame Relay, Multilink Frame Relay, Point-to-Point
Protocol, Multilink Point to Point Protocol, Point to Point Protocol over Ethernet,
Point to Point Protocol over ATM, RFC 1483, and HDLC. Routing protocols
include RIPv1/v2, OSPF, BGP, GRE, and PIM Sparse. ADTRAN routers are
designed to work with industry standard protocols.

Page 70 of 103
64 Firewall Support
Stateful Packet Inspection
Cyber Assault Protection
Supports ACLs and ACPs
NAT/NAPT/Port Forwarding Support
NAT-Compatible SIP Application Level Gateway (ALG)

Page Transcript
Firewall support is provided by a stateful packet inspection firewall. Besides
keeping track of the state of each outbound connection, the firewall also provides
cyber assault protection to protect the internal network from known cyber attacks.
When the firewall is enabled, Access Control Lists (ACLs) and Access Control
Policies (ACPs) may be created to specifically allow or block certain traffic or
users as well. NAT, or Network Address Translation is also supported when the
firewall is enabled. It allows internal private IP addresses to be hidden from the
public domain. Various types of NAT are supported, including Basic NAT,
Network Address Port Translation, and Port Forwarding. ALGs, or Application
Level Gateways are also included to allow the router to process traffic that is
otherwise broken by use of the firewall. One such ALG is a NAT-compatible SIP
application level gateway that allows IP Voice to work in conjunction with the
NAT enabled firewall.

Page 71 of 103
65 Quality of Service

Layer 3 Router QoS:

Weighted Fair Queuing (WFQ)
Class-based WFQ
Low-Latency Queuing
DiffServ Packet Marking and Recognition

Layer 2 Switch QoS:

Strict Priority Scheduling
Weighted Round Robin Scheduling
Strict Priority with Weighted Round Robin Scheduling
802.1p aware/mark

Page Transcript
Quality of Service, or QoS, is used to give priority to delay-sensitive traffic such
as voice over IP or video applications. The AOS products offer several QoS
features to allow these types of applications to seamlessly traverse the network.
Router WAN interfaces support Layer 3 Quality of Service. This includes
weighted fair queuing, class based weighted fair queuing, and low latency
queuing. Layer 3 DiffServ Packet Marking and recognition is also supported.

Switch interfaces support Layer 2 QoS. This includes weighted round robin
queuing, strict priority queuing or a combination of the two with Weighted Round
Robin with Expedite. The AOS switches recognize 802.1p priority bits which are
presented in the 802.1Q VLAN tag. The switches can also tag data with
configured 802.1p priority information.

Page 72 of 103
66 Multi-VRF CE
Partition router into multiple routing domains
Each Virtual Router has NAT, Firewall, and the ability to assign IP addresses

Page Transcript
Multiple VPN Routing and Forwarding on a Customer Edge router allows a single
router to be partitioned into multiple route tables, IP addresses, etc. The VRF-
aware DHCP server and firewall allows each virtual router to also utilize NAT,
firewall functionality, and to assign IP addresses.

Page 73 of 103
67 Optional VPN

MD5/SHA-1
DES/3DES/AES Encryption
Diffie-Helman Groups 1,2
Authentication
IKE

IPSec:
Number of VPN tunnels varies by product!

Page Transcript
So far, all the features we have talked about are included in the Standard
Feature Pack firmware. When using the optional Enhanced Feature Pack
Firmware, it includes all of the options we just discussed, but also adds support
for IPSec Virtual Private Networks. The AOS routers support the MD5 or SHA-1
Hashing algorithms, DES, 3DES, or AES encryption, Diffie-Helman groups 1 and
2, authentication of devices and users, and automatic key management through
the use of IKE, or Internet Key Exchange Protocol. The number of VPN tunnels
supported varies by product.

Page 74 of 103
68 VRRP

Page Transcript
Virtual Router Redundancy Protocol (VRRP) is defined by RFC 3768 and
eliminates the single point of failure when using a single WAN access device.
Multiple physical routers can be configured with the same virtual router default
gateway. One virtual router acts as the master router that forwards traffic. If the
master router fails, one of the backup virtual routers will take over.VRRP is
supported in the NetVanta 1335, 3448, 3430, 4305, 5305, 3120, and 3130.

Page 75 of 103
69 Policy Based Routing
PBR = Policy Based Routing
Traffic is routed based on configured policies
PBR can look at a wide array of criteria

- Packet source and/or destination

- IP precedence values
- DSCP values
- Application data

Page Transcript
Policy Based Routing (PBR) allows you to manipulate the path a packet follows,
based on characteristics of that packet. By default, routers forward packets
based on their destination address. When using PBR, packets may be routed
based on priority, source IP address, or size. PBR can also be used to alter a
packet's IP header for QoS purposes.

Page 76 of 103
70 WLAN Controller
WLAN = Wireless Local Area Network
WLAN uses radio transmissions for wireless network connectivity
Access Controller is the NetVanta switch or router
Controller and APs communicate using the AWCP
Single controller manages from 8 to 24 NetVanta APs

Page Transcript
Wireless LANs (WLANs) replace Layer 1 transmission media, such as CAT 5
cabling, with radio transmissions that allow wireless user connectivity and the
extension of a wired network. ADTRAN creates WLANs by adding one or more
AOS access points (APs) to an access controller (AC). The AC is a router or
switch that controls and configures the behavior of the AP. The NetVanta 160 is
ADTRAN's standalone access point. The latest routers and switches include the
ability to act as a WLAN controller without any additional firmware or licenses.
Each ADTRAN AC can control from 8 to 24 AOS APs using the ADTRAN
Wireless Control Protocol (AWCP) to communicate with them.

Page 77 of 103
71 Websense and URL Content Filtering
Prevents users from accessing websites defined by IT policy
NetVanta filters based on URLs specified in Websense server

Page Transcript
Websense with URL content filtering enables the NetVanta to integrate with the
Websense web content filtering software to filter web content based on a
unified resource locator (URL). This allows you to prevent users from accessing
specified websites based on settings defined on a Websense server.

Page 78 of 103
72 Traffic Monitoring
Tracks traffic flow patterns over both incoming and outgoing interfaces
Data collected and sent via NetFlow9 or through internal Top Talkers data
collector
Used to make decisions on traffic engineering, traffic profiling, security measures,
and quality of service issues

Page Transcript
Traffic monitoring is a method of tracking traffic flow patterns over both incoming
and outgoing interfaces. Traffic flow data is collected and sent via NetFlow 9
(defined by RFC 768) over UDP to either an external data collector or through
the internal Top Talkers data collector. Using the Top Talkers data collector, the
traffic flows are analyzed and presented in an intuitive graphic. By monitoring
traffic flows, decisions can be made regarding traffic engineering, traffic profiling,
security measures, and quality of service issues.

Page 79 of 103
73 Network Monitoring
If DSL connection between the modem and Internet goes down, the NetVanta
does not know
Ping probes are able to monitor connection through the modem to determine if
link has gone down

Page Transcript
The Network Monitor feature allows for backup of layer 3 connections, such as
the one shown here. It is common for businesses to have more than one
connection to the Internet for increase reliability and minimize downtime. A
common way to accomplish this is by using Ethernet, such as cable, DSL, or
fiber connections. Since the router is then connected to an intermediary device
such as a cable modem, the router will not acknowledge a connection problem
between the cable modem and Internet as long as the connection between the
router and cable modem is still active. This would mean the router would not
switch to an available backup connection. In order to address this, network
monitor uses ping probes to ping a certain destination from a source IP at a
specified interval. When the probe starts failing and hits a user specified
threshold, the router can take action to remove the route and cause traffic to be
diverted elsewhere. When the primary link becomes active again, the router will
add the route back to the route table, causing traffic to switch back to the original
route.

Page 80 of 103
74 n-Command
Manage NetVanta based networks
Backup and restore
Discover devices
Upgrade firmware
Mass config changes
Modify Access Control Lists (ACLs)
Inventory Reports

Page Transcript
Another management tool available for the AOS Internetworking products is n-
Command. There are two versions of nCommand available: nCommand
Enterprise Edition, and nCommand MSP. n-Command is a suite of network
productivity tools for AOS-based networks. It aids IT administrators in daily
network operation and configuration by allowing them to discover devices, make
mass configuration changes, backup and restore device configurations, upgrade
firmware to groups of devices, globally modify Access Control Lists (ACLs), and
generate inventory reports for asset management. The nCommand Enterprise
Edition is geared toward enterprises, while the MSP version is for Managed
Service Providers. ADTRAN's nCommand MSP provides features to improve
network operations and business-class Voice over IP (VoIP) performance for
service providers and enterprise organizations who are implementing ADTRAN's
industry-leading NetVanta and Total Access 900 Series equipment.

Page 81 of 103
75 Wireless Product Features

NetVanta Wireless Access Points

NetVanta 160/161
NetVanta Wireless Access Controllers

Page Transcript
Now let's take a look at ADTRAN's wireless access devices, including the
wireless access points and controllers.

Page 82 of 103
76 NetVanta 160/161

802.11 a/b/g/n access points supporting internal MIMO antennas

Dual Radio 2.4 GHz and 5 GHz
Robust business-class security including WPA and WPA2 support
802.1X User Authentication
802.3af compliant PoE support for flexible deployment
Supports Virtual Access Points
NetVanta 160: Internal omnidirectional antenna
NetVanta 161: Six RP-SMA external antenna connectors

Page Transcript
The NetVanta 160/161 are 2x3:2 wireless access points supporting 802.11n
wireless networks. These APs offer dual radios, robust business-class security
including WPA and WPA2 support, PoE support for flexible deployment, and the
ability to support multiple virtual access points (VAPs) per radio. The NetVanta
160 features an internal omni-directional antenna. The NetVanta 161 includes six
external RP-SMA antenna connectors for customization of antenna radiation
patterns.

Page 83 of 103
77 NetVanta Wireless Access Controllers

3rd Gen NetVanta 3200/3205 (8)

NetVanta 3120/3130 (8)
NetVanta 3430/3448 (24)
NetVanta 3450/3458
NetVanta 1335 (24)
NetVanta 4305 (8)
NetVanta 4430
NetVanta 5305 (8)
NetVanta 6355 (8)
NetVanta 7100 (8)
Total Access 900 Series (8)

Page Transcript
Multiple NetVanta devices may act as WLAN controllers for the NetVanta
160/161. Each controller can manage up to either 8 or 24 Access Points (as
noted on the slide) and the Access Points do not have to be physically connected
to the controller, they only need be on the same local broadcast network.

Page 84 of 103
78 Feature Matrix

Page Transcript
An AOS feature matrix is located on the ADTRAN Support Community page at
supportforums.adtran.com. The feature matrix is a downloadable Excel
spreadsheet that lists all the NetVanta products, features, initial and current
firmware releases, supported modules, etc. You can locate the Feature Matrix by
going to the ADTRAN Support Community at https://supportforums.adtran.com
and searching for AOS Feature Matrix, or by clicking on the link provided here.

Page 85 of 103
79 Latest Product Information

Page Transcript
The latest up to date product information can be found on ADTRAN's website at
http://www.adtran.com. The ADTRAN website can be browsed by specific
product categories, or by product line. Links to data sheets are available for each
product, as well as other product documentation such as brochures and sales
guides.

Page 86 of 103
80 Solution Details Review Question

Which feature aids in troubleshooting shorts or open wires in the network?

Circle the correct answer(s)

a) Port Scheduling
b) Cable Diagnostics
c) VRRF-CE
d) VLAN Suport

Page 87 of 103
81 Solution Details Review Question 2

What productivity tool is available for AOS-based networks?

Circle the correct answer(s)

a) n-Command MSP
b) NetVanta 160
c) NetVanta Enterprise Software

Page 88 of 103
82 Solution Details Review Question 3

You would like to view and compare AOS features across the line of NetVanta
products. Where would you find this information?

Circle the correct answer(s)

a) Documentation tab on ADTRAN's website (www.adtran.com)

b) Product Feature Matrix on ADTRAN's Support Community
(support.adtran.com)
c) Training tab on ADTRAN's website (www.adtran.com)

Page 89 of 103
83 How to Quote Introduction

Page Transcript
Welcome to the How to Quote section of the ASP training course.

Page 90 of 103
84 How to Quote Objectives

How to Quote ADTRAN Products

Available Resources
Pre-Sales Support
Network Design Engineers
Field Support

Page Transcript
This section of the ASP course will address how to quote ADTRAN products.
This discussion will introduce the available resources including pre-sales
Network Design Engineers and field support.

Page 91 of 103
85 Sales Support at ADTRAN

Network Design Engineering at ADTRAN Headquarters

Field Sales Team

Page Transcript
ADTRAN takes great pride in providing exceptional support to our channel
partners and customers both before and after the sale. To that end we have
additional resources beyond the information available online. We also have a
team of pre-sales technical support engineers known as Network Design
Engineers at our corporate headquarters. Their goal is to help our partners
design the most appropriate ADTRAN solutions into their customers networks.
For face-to-face sales support we have a team of field sales resources that are
available to help you in your selling efforts. Let's take a look at each of these
resources now, starting with our Network Design Engineers.

Page 92 of 103
86 Network Design Engineering Team

Pre-Sales Technical Support

o 800-923-8726
o applications.engineer@adtran.com
o www.adtran.com/support
Maintain Sales Support Resources
o Visio image library
Page Transcript
The team of Network Design Engineers at ADTRANs corporate headquarters
consists of degreed engineers that hold multiple industry certifications. They are
available during business hours via phone and email to provide pre-sales
technical support for our partners and prospective customers. This team also
maintains a number of sales support resources for our partners. Those resources
include a Visio image library that partners can use to include ADTRAN
equipment on network documents.

Page 93 of 103
87 Field Sales Team

ADTRAN Regional Sales Team

Map available on ADTRAN's Website
Log in to www.adtran.com
Map appears on left side of partner portal window
Account Planning Support
Joint Sales Calls

Page Transcript
For face-to-face sales support you can contact your local ADTRAN sales team. If
you dont know who they are then log in to the ADTRAN website. The contact
details for your local sales team should appear on the main landing page when
you login to the MyADTRAN partner portal. Your local sales team can help you
with account planning, joint sales calls, and other sales support activities.

Page 94 of 103
88 How to Quote Review Question

The Field Sales team is available to help with account planning, sales calls, and
other sales activities. Where can you find out how to contact your local sales
team?

Circle the correct answer(s)

a) Home page of the main ADTRAN website (www.adtran.com)

b) Enablement kit webpage (www.adtran.com/enablement)
c) The MyADTRAN partner portal
d) This information is not available online

Page 95 of 103
89 How to Quote Review Question 2

ADTRAN offers several sales tools to assist you. Select all of the following available
tools.

Circle the correct answer(s)

a) Chat with Sales online

b) Competitor website links

c) Network Design Engineering and Field Sales Engineering Teams

Page 96 of 103
90 Course Summary

Course Introduction
How to Sell
Why Sell
Where to Sell
Solution Details
How to Quote

Page Transcript
The ASP/IN course first introduced you to ADTRAN as a company. Then, we
taught you how to sell NetVanta Internetworking products, how to show and
demonstrate key features, discussed why and where to sell these solutions,
covered solution details, and talked about how to quote NetVanta. We partner
with you in your success. Your next step is ADTRAN Sales Professional
Certification and this course is designed to prepare you to successfully complete
that exam.

Page 97 of 103
91 Course Survey

Page 98 of 103
Glossary

3DES: Triple Data Encryption Algorithm

AC: Access Controller

ACL: Access Control List

ACP: Access Control Policy

ADSL: Asymmetric Digital Subscriber Line

ADSL2+: Asymmetric Digital Subscriber Line, version 2 is a type of digital

subscriber line (DSL) technology, a data communications technology that

enables faster data transmission over copper telephone lines than a conventional

voiceband modem can provide.

AES: Advanced Encryption Standard

AKA: Authentication and Key Agreement

AOS: ADTRAN Operating System

AP: Access Point

ASP: ADTRAN Sales Professional

ASP/IN: ADTRAN Sales Professional for Internetworking

ASP/IN: ADTRAN Sales Professiona/Internetworking

ATM: Asynchronous Transfer Mode

ATSA: ADTRAN Technical Solutions Associate

ATSE: ADTRAN Technical Solutions Expert

ATSP: ADTRAN Technical Solutions Professional

AWCP: ADTRAN Wireless Control Protocol

Page 99 of 103
BGP: Border Gateway Protocol

CAD: Computer Aided Design

CAT: Category

CLI: Command Line Interface

CN: Carrier Networks

DES: Data Encryption Standard

DIA: Dedicated Internet Access

DoS: Denial of Service

DSCP: Differentiated Services Code Point

DSL: Digital Subscriber Line

EAP: Extensible Authentication Protocol

eKit: Enablement Kit

EN: Enterprise Networks

FAST: Flexible Authentication via Secure Tunneling

GHz: Gigahertz

GRE: Generic Routing Encapsulation

GUI: Graphical User Interface

HDLC: High-Level Data Link Control

HIPAA: Health Insurance Portability and Accountability Act

HTTP: Hypertext Transfer Protocol

IDS: Intrusion Detection System

IKE: Internet Key Exchange

IN: Internetworking

Page 100 of 103

IP: Internet Protocol

IPBG: IP Business Gateways

IPSec: Internet Protocol Security

IPTV: Internet Protocol Television

IT: Information Technology

LAN: Local Area Network

LDAP: Lightweight Directory Access Protocol

MAC: Media Access Control

MAC: Macintosh

Mbps: Mega bits per second

MD5: Message digest 5 Algorithm

MGCP: Media Gateway Control Protocol

MIMO: Multiple Input Multiple Output

MIMO: Multiple Input Multiple Output

MLFR: Multi-Link Frame Relay

MLPPP: Multilink Point to Point Protocol

MPLS: Multiprotocol Label Switching

Multi-VRF CE: Multi VPN and Routing Forwarding Customer Edge

NAPT: Network Address Port Translation

NAT: Network Address Translation

NT: Refers to Windows NT Domain Server

OSI: Open Systems Interconnection

OSPF: Open Shortest Path First

Page 101 of 103

PBR: Policy Based Routing

PBX: Private Branch Exchange

PEAP: Protected Extensible Authentication Protocol

PIM: Protocol Independent Multicast

PoE: Power over Ethernet

PoE: Power over Ethernet

PoE+: Power over Ethernet Plus, the 802.3at standard

PPP: Point to Point Protocol

PPPoA: Point to Point Protocol over Asynchronous Transfer Mode

PPPoE: Point to Point Protocol over Ethernet

QoS: Quality of Service

RADIUS: Remote Authentication Dial In User Service

RBOCs: Regional Bell Operating Companies

RF: Radio Frequency

RFC: Request for Comment

RIP: Routing Information Protocol

ROI: Return on Investment

RP-SMA: Reverse Polarity Subminiature Version A (type of connector)

RSSI: Received Signal Strength Indicator

SHA-1: Secure Hash Algorithm

SIM: subscriber identity module

SIP: Session Initiation Protocol

SSID: Service Set Identifier

Page 102 of 103

TKIP: Temporal Key Integrity Protocol

TLS: Transport Layer Security

TTLS: Tunneled Transport Layer Security

UC: Unified Communications

UCAS: Unified Communications Appliance Solutions

UCSS: Unified Communications Server Solutions

UDP: User Datagram Protocol

URL: Universal Resource Locator

VAP: Virtual Access Point

VLAN: Virtual Local Area Network

VoIP: Voice over Internet Protocol

VPN: Virtual Private Network

VRRP: Virtual Router Redundancy Protocol

vWLAN: Virtual Wireless LAN

WAN: Wide Area Network

WFQ: Weighted Fair Queuing

WLAN: Wireless Local Area Network

WPA: Wi-Fi Protected Access

WPA2: Wi-Fi Protected Access version 2

Page 103 of 103