ADTRAN 7000 User Manual

NetVanta 7000 Series

Everything
you need for
voice and data.

There are many established PBX vendors.

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Why is ADTRAN entering the PBX market?

ADTRAN® has a 19-year successful history in the telecom market dating back to our
original products that helped public telephone companies upgrade to high speed digital
services worldwide. Today, we produce more than 1,300 products for both carrier and
enterprise markets, and one of our competencies is the ability to design and engineer
lower cost, integrated solutions.

FAQs

Office in a Box.

Our most recent enterprise successes are in the SMB router market, and we believe
a natural extension is to integrate the PBX/Key System functions. The integrated
products will target one of the fastest growing segments – the VoIP convergence
market—and represents tremendous growth opportunities for ADTRAN and
our partners.

What is ADTRAN’s go-to-market strategy?

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ADTRAN is entering the IP PBX market in a measured approach, knowing that today’s
PBX equipment represents decades of development. The initial offering will provide
standard PBX functionality with full-featured LAN and WAN function. New firmware
will be released that adds more sophisticated PBX and telephony features and applications.

Is ADTRAN committed long term to the PBX and IP
Telephony market?

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Yes. ADTRAN recognizes that voice-data convergence and IP-enabled next generation
solutions compromise the strategic direction for the industry and our company.
ADTRAN’s short- and long-term plans are to regularly introduce new products into
the market and grow our portfolio of IP enabled voice-data convergence solutions,
including PBX, Key system and IP telephony.

Are there any preconfigured 4200-level systems with NIM and/orVIM
Modules already installed in the NetVanta 7100?

No. The NetVanta 7100 only ships as the #1200796L1. The NIM/VIM modules and phones

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are also ordered individually.

What are the target applications for the NetVanta 7100?

Business locations with 50 stations or less. The standalone SMB that wants high-speed
Internet and voice is ideal. Additional target applications include teleworker/home

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office solutions and small branch office connectivity.

What are ADTRAN’s advantages in the market?

ADTRAN’s advantage is cost-effectiveness and the simplicity of deploying VoIP
and converged voice-data networks. We are “de-mystifying” convergence by

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providing an all-in-one single box that incorporates everything the user needs
for LAN, WAN, and PBX communications. The integrated solution eliminates the
need for costly and time consuming network assessments to certify existing
hardware performance in VoIP applications

How does the NetVanta 7100 price compare to
competitors’ equipment?

The NetVanta® 7100 solutions are priced 25 to 50% lower than competing solutions. For

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example, in a 24-station configuration that includes the PBX, SIP phones, voice mail,
IP router, PoE switch, firewall, VPN, and CSU/DSU—ADTRAN’s list price will be about
$545 per station. Competitors’ prices range from $600 to $1,000 per station.

NetVanta 7000 Series

What are ADTRAN’s competitive advantages?

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Competitor ADTRAN’s advantages

Cisco ISR Better value. Better channel practices.

Mitel More extensive LAN/WAN solution. Lower cost.

3COM Integral 24-port PoE switch, router. Lower cost

Avaya IP Office Better value. Feature-rich router.

Nortel BCM SIP-based. Integral switch-router.

Why is a single “office in a box” better than multiple pieces

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of special purpose equipment?

Simplicity. The ADTRAN NetVanta® 7100 offers a simple installation, ease of use, and
management solution. All the features required to make a converged network run
smoothly are integrated and designed to work together out of the box.

According to a recent industry report in Light Reading, 90% of SMBs need a network
upgrade to accommodate VoIP. Network upgrades can be complex. Multi-vendor
approaches require more training, cabling, interoperability testing, software
programming, and different management systems. A single, all-in-one solution can
significantly reduce installation time and money. The NetVanta 7100 GUI and
remote management features also make ongoing M/A/Cs and support much easier
and cost-efficient.

FAQs

Will preliminary network readiness assessments be required?

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Not necessarily. The ADTRAN NetVanta 7100 includes the router, PoE switch, firewall,
VPN, CSU/DSU, and PBX, so you really do not need additional external equipment for
small offices. It may be less expensive to simply pull out old, legacy network devices and
install the NetVanta 7100, which delivers a proven solution that works without a lot of
site assessments and testing.

Will ADTRAN sell the NetVanta 7100 in a modular fashion?
For example, unbundle the firewall?

The NetVanta 7100 operates on a single integrated ADTRAN Operating System (AOS)
and includes all the functions bundled together.

How will ADTRAN handle end user technical support calls?
What about Moves/Adds/Changes (MACs)?

ADTRAN intends to direct end users to their Certified Dealer. ADTRAN offers free post­sales technical support for the NetVanta 7000 Series exclusively to Certified Dealers
having successfully completed the ACSE/NetVanta 7000 Series certification training program.
When contacting ADTRAN Technical Support, certified individuals must provide a
current ACSE/NetVanta 7000 Series Certification ID number in order to speak to an engineer
regarding the installation, maintenance, or troubleshooting of a NetVanta 7000 Series
system. We also plan to redirect end users to their dealer for MAC service.

NetVanta 7000 Series

How will ADTRAN handle pre-sales calls from end users?

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We plan to continue to provide world-class, pre-sales support, answering questions
and identifying the proper ADTRAN equipment. We will then forward leads to the
appropriate Certified Dealer.

What does “managed territory” mean? What level of sales
is required?

The NetVanta® 7100 will be sold only through ADTRAN Certified IP Telephony Dealers.
ADTRAN
support more dealers, small cities will support fewer. ADTRAN recognizes that more
is not necessarily better when it comes to the number of dealers and are planning an
appropriate number of dealerships without saturating the market.

territory. Sales performance will be reviewed quarterly.

Is ADTRAN planning to introduce additional IP
Telephony products?

Yes. Additional NetVanta 7000 Series products are planned for larger enterprise
networks, higher station counts, and IP telephony software applications.

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will limit the number of Certified Dealers in any given area. Large cities will

Certified Dealers will be required to achieve sales objectives to maintain their

FAQs

How will ADTRAN work with service providers?

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Many service providers are current ADTRAN channel partners and we will continue
to support them as NetVanta 7100 partners. ADTRAN believes there are multiple
entry points into this market and service providers and dealers often address
different segments. ADTRAN believes certified dealers have significant opportunities
to differentiate their value.

Is ADTRAN planning to sell NetVanta 7100 on the Internet?

No. Only ADTRAN Certified IP Telephony Dealers with direct, face-to-face selling
models will sell this product.

What is the warranty on the NetVanta 7100?

Five years.

How can dealers generate service revenues with a
five-year warranty?

ADTRAN’s warranty is a return to factory plan. Most business customers will want faster
replacements, and dealers can provide a wide range of added value services. The five­year warranty should be positioned as a benefit to the customer—an indication of
industry-leading quality and credibility.

What is the warranty on the ADTRAN IP phone?

One year.