Hosted Solutions - Impacting your ARPU - Walker and Associates

Volume IV, Issue 1www.skinnywire.netLogistics Solutions for Telecom ProfessionalsPlus:• Future Proof Solutionsfor Fiber Deployment• Addressing theChallenge of Packet BackhaulAND - Walker’s 40th Anniversary TourSchedule, Page 18Now printed on recycled paper!

We Can Think of aBetter Place for Your Money.The Fujitsu FLASHWAVE® 4500 Multiservice Provisioning Platform (MSPP) makesdigital cross connect a reality without an expensive overlay network. Add thecompact FLASHWAVE 4100 Extension Shelf and deliver profitable Ethernet,Video On Demand, residential bandwidth and backhaul applications. With ourNETSMART® 1500 Element Management System or Hosted EMS, you can alsorealize significant savings on operational costs.us.fujitsu.com/telecom© Copyright 2010 Fujitsu Network Communications Inc. FLASHWAVE® is a trademark of Fujitsu Network Communications Inc. (USA) FUJITSU (and design)® are trademarks of Fujitsu Limited.All rights reserved. All other trademarks are 2the property of their respective owners.

In This Issue . . .Feature Articles4 Hosted IP Telephony SolutionsWise GuyBy Rodney Wise, Director of EngineeringWalker and Associates, Inc.8 Meeting the Broadband Stimulus ChallengeBy Randy TurnerResource Articles6 Future Proof Solutions for FiberDeploymentBy ADC9 SIP Trunking Brings Many Benefits toBusinessBy ADTRAN12 Business Enterprise Deployment SolutionsBy Lisa Smiley13 Network Element Management:A Hosted SolutionBy Fujitsu15 Addressing the Challenge of PacketBackhaulBy Dave LeeWalker News14 Fighting for the Cure14 Walker Turns 40!16 Walker’s 2009 Top Performer Awards18 Walker’s 40th Anniversary Tour ScheduleOur industry has seen numbersof mergers and acquisitionsover the years. Withgoals of increasing economiesof scale, improvingmarket reach, and creatinga larger technology portfolio,many have fully realized amore strategic market position.As a 40 year distribution veteran, it was perhaps inevitablethat Walker and Associates would also seek an acquisitionin a complementary market space. Last August, thatvision became a reality when Walker purchased the nonaffiliateassets of Windstream Supply. Similar industryreputations and common business practices are factorsthat attracted Walker to Windstream Supply. Additionally,each company’s go-to-market experience, order managementprocesses, and logistic services made the acquisitionone of the industry’s smoothest transitions, as notedby our extensive customer base.I participated right along with everyone else during ourtransition toward becoming one company. I can tell youfirsthand that all associates from both companies cametogether with one objective in mind - taking care of ourcustomers first. Everyone’s long hours and hard workcontributed to limited service disruptions, and led to increasedconfidence that our new company would be oneof the success stories among mergers and acquistions.One benefit from the acquisition is more than a 50 percentOEM partner level increase, which has enhanced Walker’sbuying power. The combined volume levels have earnedWalker its position as a dominant competitive distributionplayer in the telecommunications industry.An additional benefit is that our new OEM base has allowedWalker to expand our solution offerings and products.Included in this is our IP telephony solutions thatsupport SIP trunking, managed/hosted services, andVOIP traffic aggregation. Some of the new partners thathelp support these applications are 3Com, ActionTec, Allworx,Hatteras Networks and Zyxel.Walker’s go-forward market plan is servicing wireless andwireline broadband providers, cable TV, government, enterprisenetwork operators, and resellers, who are focusedon the delivery of high speed internet, video, data andvoice services. Walker’s technology concentration is on IP,VoIP, Ethernet, fiber, FTTX, BLC, MSAP, optical multiplexing,routing, and wireless infrastructure.As a newly enhanced company with 40 years of distributionexperience, Walker is a solid company and managesits business well. Our portfolio of products, services, andresources are always being evaluated and enhanced, sothat we can deliver on your needs with accuracy and efficiency.We are adapting, growing, and winning, so winwith Walker in 2010!The Skinny Wire is a bi-annual publication of Walker and Associates, Inc.“Equaly Opportunity./Affirmative Action Employer m/f/d/v”3

As Director of Engineering Services for Walker and Associates, RodneyWise confronts a variety of technical questions on a daily basis. Hisbroad background provides him a real-world perspective of challengesand opportunities telecom engineers and project planners face in thefield. This experience, along with continual training from the manufacturingcommunity and a staff of equally talented Sales Engineers providecustomers with a wealth of pre and post-sales engineering support. TheWise Guy is a regular feature in The Skinny Wire and on our website,www.skinnywire.net.delivered over broadband access fromthe provider’s location. Almost anybroadband access technology will workincluding active Ethernet, T1, DSL andCable Modem. The service providermay own the broadband access deliverymechanism to all of the customersit serves or it may utilize contractedaccess through other carriers. The onlypremise equipment needed for hostedIP telephony are routers or IntegratedAccess Devices (IADs) and phones.Analog or IP phones can be utilizedbut IP phones enable more featuresand functionality. IADs with their analogFXS ports are required when thebusinesses want to utilize their existinganalog phones, modems, credit cardmachines and fax machines. Sampleoffices utilizing Hosted IP Telephonyare illustrated in Figure 1.Advantages to using Hosted IPTelephony services over on-premiseIP-PBX services are many. Some ofthe most important cost advantagesare the businesses do not need hiretechnical staff to maintain the network,they do not have to purchase expensivePBX equipment and software andthey can leverage existing technologiesthat they may already own. Themain disadvantage is higher recurringexpenses.The move of voice technologies awayfrom traditional TDM solutions towardHosted IP-based solutions will continuedue to cost advantages andaccessibility to more features, and theconvenience of outsourcing networktroubleshooting.Figure 1 – Hosted IP Telephony5

connections, and then splice each individualfiber to the splitter outputs configuredfor the programming package.With a connectorized architecture, thetechnician would simply remove the 24connectors from the designated subscriberports, and reconnect them tothe splitter outputs configured for thenew service plan; and this is all donein a matter of minutes using plug-andplayconnectors; no splicing or highlyskilled labor is required. Clearly, theconnectorized approach is the leasttaxing in terms of labor, time and cost.As with the distribution plant, the accessportion of the network offers immediateand long-term benefits with a connectorizationstrategy. When called to turnup a customer in a spliced architecture,service providers dispatch a constructioncrew to splice the drop cable fromthe home to the service terminal locatednear the street. Again, this requiresthe expertise of a spliced technician,and the service call may require cleavage,stripping and other constructionequipment to complete the job. Ifmultiple homes require turn up orchanges in service, the labor requirementscan quickly become arduous,not to mention expensive. In contrast,using a connectorized approach, theturn up process is simplified considerably.Construction crews use factoryconnectorized drop cable to connectthe ONT at the home to the service“Service providers, who invest in a connectorizationstrategy in their network plans, place themselves in the best possibleposition to respond to future services. “terminal. Due to the ease and speedwhich crews can mate the connectors,drop cable installation can be deferreduntil service is requested. It is a smart,cost efficient method for building fiberinfrastructure.No matter what is on the horizon fortomorrow’s services - 3D television,virtual work commuting, tele-medicine,etc. - service providers who adopt aconnectorization strategy in their networkplans will be best equipped torapidly respond to market demands. Afast response helps to minimize laborrequirements, builds customer confidence,and ultimately staves off competitivepressures. Connectorizationalso ensures more network flexibility,where plug-and-play connectors promoteeasy changes, adds and reconfigurations.Simply put, connectorizationoffers the best solution for futureproofingyour fiber network, whether itis in the central office, outside plant orpremises.For more information on connectorizationand future-proof solutions for yournext deployment, visit www.adc.com.7

By Randy TurnerMarketing Communications ManagerWalker and AssociatesWalker has diligently observed thepast year’s developments with theAmerican Recovery and ReinvestmentAct (ARRA) of 2009. The BroadbandStimulus initiatives are finally paying offfor applicants, and more funds are onthe way. How can Walker assist you inmaximizing your opportunities duringthis historic time?You’ll find several important resourcesavailable, including the two talentedand knowledgeable associates picturedhere. Chris Walker, pictured onthe left, along with Anna Flippen, are100% dedicated to promoting solutionsfor applicants and award winners. Duringthe application stages, these twohave proven helpful in promoting an arrayof RUS approved products for yourconsideration. While Walker boasts relationshipswith more than 350 manufacturers(many have been added sinceour acquisition of non-affiliate assets ofWindstream Supply ast summer), ouremphasis here is to heavily promotethe products we maintain in inventory.Since one of the criteria for your stimulusprojects is a “shovel ready” status,we want to make sure you know wehave materials and equipment immediatelyat your disposal once funds areawarded.In addition, Chris and Anna are availableby phone and email to assist youwith specific questions about the currentNOFA, put you in touch with engineeringresources, and research questionsabout specific technologies. Onceyou have received your award, theyare poised to assist with project managementissues, match you with servicesavailable through Walker that willhelp maximize your award dollars, andconnect you with additional resourcesthrough the life of your stimulus project.Walker maintains a RUS Portfolio on itswebsite at http://tiny.cc/o4JM3. You’llfind many of your preferred manufacturerslisted there, including ADC,ADTRAN, Emerson Network Power,Force10, Fujitsu, Symmetricom, TelcoSystems, Telect, Tellabs, Westell andmore. As you research materials thatqualify for RUS funding, whether as partof either BTOP or BIP opportunities ornot, this resource should be helpful inidentifying readily available equipmentthat will stretch your budget dollars.For several months Walker has beenproducing weekly promotions on selectedproducts that are of particular interestfor broadband projects. If you havenot been receiving these html campaigns,you can contact either Chris orAnna. They will be glad to learn moreabout your interests, and add you to theHTML distribution lists.As the national broadband plan develops,we want you to be successfulin your endeavors. Our goal is to assistyou throughout this entire process.Contact us today to learn more aboutthe services we can provide as you navigatethese historic opportunities.Chris Walkerchris.walker@walkerfirst.com336-731-5476Anna Flippenanna.flippen@walkerfirst.com336-731-53668

By ADTRANSIP Trunking brings a wealth of benefitsto business networking. Many carriersoffer SIP trunks today which allowbusinesses of all sizes to quickly andeasily make the move to VoIP whilepreserving their investment in existingtelephony infrastructure. An integratedaccess device or converged servicesproduct like an IP business gatewayis used at the customer premises toconsolidate voice, data, and Internetservices onto a single circuit. Thereis no longer any need to purchasecircuits for voice for connectivity to thePSTN and additional circuits for data.A converged service like SIP trunkingsimplifies equipment, consolidatesbilling, and provides the businesswith a dynamic circuit that allocatesbandwidth on demand based on thecurrent voice and data needs of thebusiness. Whether interested in movingto an IP PBX and IP phones or utilizingan existing IP PBX or traditional phonesystem with analog phones, fax, andmodems, a SIP Trunking service bringsa host of benefits to the business user.A VoIP intelligent IP business gatewayis used for connecting LAN datadevices and includes a router fordata and Internet access. Often thisproduct includes everything neededfor connecting to the carrier’s VoIP(SIP) network and for protectingthe customer’s data. A firewall andintegrated VPN capabilities protectcustomer data while voice mechanismslike robust Quality of Service ensurevoice traffic is delivered intact. TheSIP gateway also includes voiceports and can provide local andremote VoIP survivability andperforms any conversion fromanalog to IP voice. It handlesall traffic, utilizing dynamicbandwidth allocation and shapingto ensure voice has top priority, withgrowth in bandwidth, on-demand, tosupport time of day or other increasesin demand for voice bandwidth. Whenvoice calls are not in use, the entirebandwidth of the circuit is afforded todata and Internet applications. With SIPtrunking, additional bandwidth or userscan be added quickly and easily as thegrowth in users or applications occurs.Likewise, IP business gateways forSIP trunking provide E911 supportADTRAN’s TrunkingSolutionsSIP Trunking• NetVanta 7100 - IP CommunicationsPlatform• NetVanta 7600 - IP PBX• IP 706 and 712 - IP PhonesIP Trunking• Total Access 900/900e Series -Single & Multi T1 IP BusinessGateways• NetVanta 6310 - Modular IP BusinessGateway• NetVanta 6355 - VoIP MultiserviceAccess Gatewayand emergency recovery protocols fordisaster recovery to ensure voice anddata connectivity at all times.Some of the benefits of SIP trunking:• Consolidates circuits and services– voice/data/Internet on a commoncircuit• Reduces overall communicationcosts – less equipment, less circuits,better call rates• Provides dynamic bandwidth allocation• Enables business to reap thebenefits of VoIP while utilizingexisting telephony infrastructureand preserving their investment inexisting PBX/IP PBX and phones/fax/modems• Ability to quickly and easily addusers as you need additionalcapacity and room for growth• Inherent quality of service, security,and emergency recoverymechanisms come integrated intothe IP business gatewayIn summary, SIP trunking reducescosts, simplifies the network, providesinherent flexibility, preservesexisting infrastructure investments,consolidates equipment and billing,provides user flexibility and dynamicbandwidth allocation, includes an IPbusiness gateway that enables circuitrecovery in the event of an outage,and provides room for growth forbusiness networks.9

Optical Distribution Frames and Fiber Optic PanelsADC Optical Distribution Frames provide a centralized point for termination, splicing,slack storage and housing passive optical components, featuring industry-leading densityand fiber management. Fiber Optic Panels provide fiber termination, splice and/orslack storage and excellent cable management in a high-density, discrete panel solutionfor network element, OSP, RNC and distribution network applications.Coarse Wave Division Multiplexing (CWDM) SolutionsADC Coarse Wave Division Multiplexing (CWDM) Solutions, part of the ADC’s Value-Added Module (VAM) family, separate light, or wavelengths, allowing multiple signalsto be transmitted simultaneously over a single fiber. The benefits of this are easilytranslated to your bottom line by installing easily, maximizing the existing fiber networkand enabling out-of-band testing.FiberGuide ®ADC’s FiberGuide® Optical Raceway System offers the most robust fiber managementwith the greatest breadth of products. This innovative solution set is designedto protect and route fiber optic patch cords and multi-fiber cable assemblies betweennetwork elements and optical distribution frame areas.OmniReach Multiport Service Terminals (MST)The OmniReach Multiport Service Terminal (MST) incorporates hardened connectortechnology that is designed to withstand the rugged outside plant environment. Theseuniquely designed hardened connectors are factory-terminated and environmentallysealed for use in drop cable deployments in optical access networks.10

You are Here. So is ADC.Whether you are a Rural Local Exchange Carrier, Incumbent Local Exchange Carrier, Municipality, UtilityHome Developer or Multiple System Operator, ADC’s OmniReach ® FTTX solutions and full range of turnkeyservices enable you to design the network that meets your needs and accelerates network constructionand deployment to bring new advanced services to your customers.Visit adc.com/rus for Broadband Stimulus information and ADC’s RUS-listed products.Walker and Associates carries the complete portfolio of ADC’s industry-leadingconnectivity products.OmniReach ® Fiber Access TerminalsOmniReach Access Terminals provide a robust, user-friendly, and cost-effectiveplatform for delivering fiber optic service drops in FTTX deployments. For bothsingle-family homes, as well as multiple dwelling units, OmniReach access terminalsprovide physical protection, long-life reliability, superior fiber management,and an aesthetically appealing appearance.OmniReach RealFlex Drop CablesADC’s OmniReach RealFlex Drop Cables are an ideal solution for the uniquechallenges encountered when deploying FTTX networks in today’s MultipleDwelling Unit (MDU) buildings. RealFlex Drops allow for a bend radius as small as7.5 mm without changing attenuation characteristics of the cable and improveinsertion loss (IL) performance for 90 degree bend locations. In addition to theimproved bend radius performance, the rugged cable construction provides theflexibility and durability to withstand the most demanding applications.OmniReach Fiber Distribution HubsADC’s OmniReach Fiber Distribution Hub (FDH) solutions provide for rapid connectionbetween fiber optic cables and passive optical splitters in the outsideplant segment of Fiber-to-the-Premises (FTTP) networks, facilitating fast serviceconnection and reconfiguration, simplified network installations and improvedinstallation efficiencies in the field.11

Business EnterpriseDeployment Solutions -By Lisa SmileyVP/MarketingWalker and AssociatesCustomer Asset Management ProgramWhether you are deploying VoIP, SIPtrunks, or managed and hosted services,Walker and Associates has asolution that will make your service deploymentmuch easier. Our CustomerAsset Management Program (CAMP)offers a variety of options that yourcompany can choose from to meetyour needs. We manage your assetsfrom inventory staging to customer deploymentto handling customer churn.Your Regional Account Manager willwalk you through your options and customizeyour solution.We begin with warehouse managementof your asset. Walker has anexpansive warehouse where you willhave a specific area designated foryour company. You can view that inventorytwenty-four hours a day usingour online tools. You can review purchaseorders and the status of your ordersonline as well.Once you are ready to deploy thatproduct to a customer for service delivery,simply provide a release order.This can be submitted online along withconfiguration information. That configurationthen follows the order and isloaded onto your equipment. Configurationservices are available for an IPphone, IAD, Router, Switch, IP PBX, IPBusiness Gateway, or any combinationof units. Our configurations include thefollowing:• Basic Configuration --- customersupplies the WAN, LAN, DefaultGateway and DNS IP informationand we build the configuration andload on the product• Global Configuration --- customersupplies their basic configurationand we input the unique IP AddressScheme• Advanced Configuration --- in additionto the Basic Configurationinformation, additional AdvancedRouting Protocols (OSPF, BGP,EIGRP) or Voice, Frame-Relay,NAT, VPN, Access-Lists or anyother type of customer specificrequirement is loaded on the product.Once the configuration is loaded andtested, then your product is packaged.We can place a custom label onthe package, or ship a combination ofitems together as kit. A kit might includean IP PBX and five IP phones,for example.Since tracking of assets is important toyour company, CAMP provides a fullrange of services to assist you with labelingand data management. We scanthe serial number(s) from the packagesand record them in our systemalong with the configuration for yourorder. This asset record is accessible24/7/365 using CAMP’s online tools,along with all of your invoices and theirstatus.The order will then be shipped and youcan track it via our online tools.If for some reason you experience customerchurn you can count on Walkerto perform reconditioning for redeployment.We will receive the displacedunit into our warehouse, recondition theunit, test it, provide the proper packaging,load a new configuration, and thenredeploy the unit to another customer.All of this happens and your companynever has to handle the equipment.Walker has been performing valueadded services for over twenty years.We have migrated from simple kits, tomulti-vendor integrated bays, to performingthese configuration services.We move with the market through technologyadvancements. We also listento our customers when it comes to fulfillingtheir needs. The greatest benefitsof using Walker CAMP servicesare reducing your craft and technicalpersonnel, tracking customer deployedassets, correcting poor material handlingissues, reducing staging area/warehouse space, and providing JITcustomer deployment for service turnup. Contact your local Regional AccountManager to discuss your customizedsolution options today.12

By FujitsuThere is a way to reap the benefitsof an EMS without large capital outlay.There are many Element ManagementSystems (EMS) on the market todaythat are capable of doing the job, butthe IT infrastructure, software licenseand expert technicians needed torun an operator-owned EMS allrequire significant investment.This can make the operational,administrative and monetarybenefits of an EMSmore difficult to realize.One of the biggest challengesis how to manageand operate your networkcost effectively. Whilemany operators elect to outsourcenetwork managementcompletely, there is an alternativesolution for those who wantto maintain control of their equipmentand scale their element managementto fit their own network. AHosted EMS solution relieves you ofthe need to purchase, administer andmaintain your own software and server.A managed service approach like theFujitsu Hosted EMS is an ideal solutionfor operators who decide to actively managetheir own network through an EMS,but prefer to outsource the server andsoftware ownership, administration,and maintenance. As a subscription-basedservice (annual ratesvary according to the number ofNetwork Elements to be managed),Hosted EMS is a goodchoice for providers with smallernetworks who prefer OPEX to CAPEXand are looking for an economical alternativeto investing in the required EMSservers and IT infrastructure.With Hosted EMS, Fujitsu providesaccess to a full-featured NETSMART ®1500 client, which the customer usesto manage their network. The Fujitsuservers are fully redundant, with dailybackups of all customer data; customersaccess the system via secure IP tunnelsover a public connection, providing a highlevel of security. In addition, Fujitsu isresponsible for server and software maintenance.This enables customer savingson database and system administration,maintenance and licensing costs associatedwith the NETSMART 1500 applicationor the server hardware, and anyhardware or software upgrade expenses.The Hosted EMS solution, owned andadministered at Fujitsu, provides anelement management client that is 100%server-side redundant. We fully managethe EMS IT assets, directly enablingreduced operational and capital costsin several ways. If you operate Fujitsuoptical networks and prefer a managedservice solution, Fujitsu Hosted EMS isa flexible, price-friendly service that cansolve operational worries and optimizethe overall health and efficiency of yournetwork.13

Donna Nichols, Manager of Walker’sSecondary Resales Team, formed ateam of associates to actively promotebreast cancer awareness at Walkerand Associates. Donna has beenactively involved personally with theSusan G. Komen foundation for severalyears, but decided in 2009 to makeit official with a company team effort.Donna approached Mark Walker,senior staff and the company’s boardmembers for official sanction of herplans, and they gladly let her moveforward. Walker is a family ownedcompany that supports associates inmany aspects of personal interestsand community volunteerism. Activeteam members from Walker included:Donna Nichols, Cynthia Burrage,Holly Haworth, Stacey Myers, TeressaPeterman, Delores Salley, Mitzi Tester,Tracy Vogler, and Rodney Wise. TheWalker team motto was “Fighting forthe Cure one day at a Time!”, which isexactly what millions are doing everyday.Donna’s interest in this cause is a personalone. Her mother was a BreastCancer survivor for many years, butunfortunately she passed away lastspring. Donna held the 2009 programsin memory of her mother. Sheexpressed her feelings by saying, “Youjust don’t realize how very much youlove someone until they are gone. Thiswas a task of love for my mother andall others who have fought the fightand eventually lost the battle in manyaspects of life, not just breast cancer.”Walker lost two colleagues this year toother forms of cancer and they willbe greatly missed as well (KathrineMcKnight and Ann Myers).Donna and her team more than doubledtheir pledge in 2009, which wasno small accomplishment given currenteconomic conditions. Plans arein place to make this an annual event,drawing even more attention and participationamong associates.Walker and Associates is celebrating its 40th anniversary in 2010.A full decade before divesture of the Bell giant, Walker was alreadyfirmly establishing itself in the telecom landscape. Along with all thechanges in the industry, Walker has expanded its reach into newmarkets. Recognized nationally as a leading provider of next generationtechnology communications products, Walker has gainedthe respect of industry leaders ranging from customers to manufacturers.In celebration of the 40th anniversary, Walker released a commemorativecalendar, which pays special tribute to the 1970s. Featuringphotos of associates, the calendar also highlights industry eventsand notes of congratulations from its customers.Additional copies are still available. To request yours, either callRandy Turner at 800.401.2318, or email him at randy.turner@walkerfirst.com.Quantities are limited, so send in your request soon.14

Dave LeeVice President, Business DevelopmentTelco Systems, Inc.The combined need for greater bandwidthand lower costs have compelled mobilenetwork operators to look for solutions thatpreserve their legacy voice infrastructurewhile taking advantage of the cost andscalability advantages that packet-basedtechnologies (i.e., HSPA+, WiMAX, LTE)promise.There are two major hurdles, however, thatoperators are facing when deploying IP/Ethernet (or packet-based) backhaul strategy.The first is accuracy and reliability oftiming and synchronization.The two most prominent options for synchronizationover packet networks areIEEE1588v2 and Sync-E. The IEEE1588v2standard is a packet-based sync recoverymechanism that is transported in-bandwith user data. However, without strictQoS policies applied to all devices in thepath, it is susceptible to network congestion.Synchronous Ethernet (Sync-E) is apromising option as it is isolated from theuser data path. Since it is a physical layerimplementation, it requires that all devicesin the network path support it in hardware.This means it will not work in conjunctionwith existing deployed devices that do nothave the capability to support Sync-E.Interestingly, base station vendors beganon the 1588v2 path, while most networkequipment vendors began down the Sync-E path. This, in conjunction with the issuesstated above, presents a significant challengefor operators who are designing anddeploying a packet backhaul network.Telco Systems is introducing a numberof new products which will address theseissues by supporting “any-to-any” synchronizationtechnologies. This will allowthe provider to push a clock out from anysource using any recovery mechanism.For example, supporting the conversionof BITS/GPS sources to Sync-E, then to1588v2, and back again if necessary. Thiscan be done while maintaining the accuracyrequired by mobile networks. Thesesolutions will also support the phase synchronizationrequirements for LTE deployments.Network congestion can be minimized withH-QoS support by enabling a QoS policyenforcement on a per service basis. This isin addition to a comprehensive set of OAMfeatures thath ensure end-to-end qualityof service monitoring and management.Multiple transport technologies – ProviderBridges, MPLS, H-VPLS, VPLS – providethe greatest degree of flexibility and scalability,and multiple resiliency mechanismsincluding FRR, G.8031/G.8032, Fast Ring,xSTP, LAG and LACP create a highly availablenetwork.The second hurdle faced by operators istraining and the ease of use of these newtechnologies. To ease this technologytransition, Telco Systems is introducing aunique Service Management Platform designedto ease the operational side of deployinga packet backhaul network. It providesa full FCAPS network managementsolution, “end-to-end” service provisioningvia a “point and click”, as well as planningand resource management tools to lowerand optimize CAPEX and OPEX throughan easy-to-use graphical user interface.Through the combination of our mobilebackhaul products and service managementplatform, Telco Systems solutionsare ideally suited to fit transparently intoa provider’s network. They offer a cost effectivemeans to deliver IP services. In addition,they support legacy TDM services,delivering precise timing with great flexibility,tremendous bandwidth scalability andadvanced traffic management. All are requirementsfor migration to high bandwidthWiMAX, HSPA+ and LTE services. TelcoSystems significantly lowers the “cost perbit”.

Walker and Associates held its annualsales and marketing meeting in January,2010 in Myrtle Beach, SC. Followingdays of sales strategy meetings,Walker followed its tradition ofrecognizing outstanding performersfor the prior year’s service at the annualawards dinner. Friends andco-workers came together for a time ofcelebration and camaraderie.OEM AwardsWalker’s tier one OEM partners enjoyedthe opportunity to network withWalker’s sales and marketing teams,and recognize top performers in 2009.Recognized for outstanding performancein outside sales were MelissaDaly, Bill Durham, Derek Granger, BobHodowanic, Tom Kingery, Eddie Lester,Rich Ferrante, and Lynn Soldano. Theinsides sales recipients of OEM awardswere Matt Flowers, Kevin Foster, LeeAnn Gilley, Brandi Greene, Chris Lasley,Dwayne Miller, and Joyce Needham.Company AwardWalker and Associates was recognizedby ADTRAN for outstanding salesachievement in 2009. The award waspresented to the company in recognitionof being the largest service providerdistribution partner for the year,representing Walker’s seventh consecutiveyear of placement in this award.Hank Ford AwardLisa Smiley, Vice President of Marketing,presented the annual Hank FordAward, which recognizes an OEM representativewho understands and exemplifiesthe ideal vendor representative.The award is in memory of HankFord, formerly of Symmetricom, whodied of cancer is 2003. Hank’s yearsof service to Walker were performed ata superior support level, setting the barfor other representatives. The 2009award was presented to Greg Nortonof Force10 Networks. Lisa stated that“Greg is a fantastic individual and partnerfor Walker. We have worked withGreg for many years, and he has beena long time friend. His dedication tothe success of Walker and Associateswas recognized by many due to hishard work and support. I was proud topresent this award to such a deservingindividual.” Greg’s acceptance of theaward was emotional and heartfelt.President’s Citation AwardThis award is presented to marketingmanagers who achieve 100% of theirannual sales goal. The marketing managerrole is a technical marketing position,which requires an understandingof the dynamics of products and technologiesthat drive the telecommunicationsindustry. The goal of this positionis to apply and develop market strategiesthat will increase sales growth inspecific technologies, product types,and across all OEM sales levels. TysonPhilyaw was recognized for achieving113% of his annual plan. Tyson is verypassionate about his daily efforts in orderto be successful in his role.Outside and Inside SalesPerformance AwardsThe year 2009 was one of ups anddowns for many sales people. Achievingsales goals required a differentapproach than years past. It was imperativeto have the right relationshipsand provide exceptional levels of supportto customers, while also offeringcompetitive pricing. Walker recognizedmultiple sales associates who workedhard in 2009 to perform at optimal levels.Recognized in outside sales wereMelissa Daly, Rich Ferrante, and LynnSoldano, and those recognized in insidesales were Brandi Greene, ChrisLasley, and Dwayne Miller.Sales Person of the Year AwardsTom Kane, Vice President of Sales,along with Nicholle Britt and Scott Stoll,Inside Sales Managers, took a specialmoment to announce two of the highestachieving sales awards attainableat Walker and Associates. Those werethe inside and outside sales peopleof the year.Along with atrophy anda monetaryaward, theo u t s i d esales personof theyear alsoearns thecoveted RedJacket.The 2009 insidesales recipient wasLee Ann Gilley,who has been withWalker and Associatesover 13 years.This is Lee Ann’sthird consecutiveyear receiving thisaccolade. She attributesher success to the valuable resourcesavailable at Walker as well as our suppliers.In Lee Ann’s response she stated“I was flabbergasted when my namewas announced, as I knew there wereso many others who could have receivedthis same honor. It is a pleasureto put forth the effort it takes to receivesuch recognition, because I make it myprimary goal each day to serve my customersin the best manner possible.”The 2009 outside sales recipient wasBen Dierker who manages the southwesternUS region and has been atWalker since 1999. This is Ben’s secondyear obtaining this recognition.Ben stated “I am extremely honoredand thankful for the recognition given tome by our sales management team. Iwould like to thank all of our associatesand our manufacturer partners for theirhelp in 2009. Without their support anddedication I would not have receivedthis honor.”“Most people want success and understandthat success is the direct result of achievinggoals that began as dreams.” From thebook, Be the Red Jacket in a Sea of Gray Suits16

JANUARYSCTA Vendor ShowcaseNTCA Annual Meeting & EXPOFEBRUARYAFCEA WestUTC Region 8, 9, 10 MeetingGTA 13th Annual Vendor ShowcaseLTA Annual ConventionCalCom Showcase & Tech ExpoColumbia, SCTampa, FLSan Diego, CAReno, NVMacon, GANew Orleans, LASacramento, CAJUNEAMTA 2010 Summer SymposiumFAA Small Business SymposiumOK ITA (IL) Annual ConventionITA (IN) Annual ConventionTri-State TCI Technology Conf.JULYCTA Summer ShowcaseTCEI PSAM EventDestin, FLOklahoma City,Lake Ozark, MOFlorence, INNorfolk, VALoveland, COMarble Falls, TXMARCHMTA Annual ConventionITA 2010 ShowcaseNCTIA Technology ConferenceUTC Region 3 Spring MeetingTSTCI Plantmen’s ConferenceRIITA Annual Conference and ExpoMTIA Show-Me ExpoUTC Region 6 Annual MeetingCTIA Wireless 2010SCTA Spring ConventionAPRILTexas Communications ExpoTANE Spring Educational Symp.OTA 2010 Outside Plant SeminarOTA 115th Annual ConventionBroadband Properties SummitRCA 18th Annual ConventionMAYTTA 2010 Spring MeetingNDTA TOC Conference & ShowcaseOTA / WITA Joint Annual Conf.UTC TELECOM 2010KTA Annual MeetingSPAWAR Homeland SecurityInnovation ConferenceMinneapolis, MNPortland, ORWinston-Salem, NCOrange Beach, ALFort Worth, TXDes Moines, IABoonville, MOLenexa, KSLas Vegas, NVHilton Head, SCBelton, TXBethel, MENewport, ORColumbus, OHAddison, TXLas Vegas, NVFranklin, TNFargo, NDSkamania, WAIndianapolis, INLexington, KYCharleston, SCAUGUSTLandWarNet Conference 2010MTIA Annual ConferenceNTA 2009 ExpoTri-State Telecom. ConferenceTTA Annual ConventionNC Chapter AFCEA ShowSEPTEMBERTANE Annual ConventionOTA CO / Info. Tech. SeminarTTA Conv. & Product ShowcaseITA Vendor’s ShowcaseFTTH Conference and Expo 2010WTA Fall Annual MeetingPTA Technical ShowcaseOCTOBERNCTIA What’s New ExpoWSTA Fall Conference and ExhibitsOSP EXPO 2010MATSSKTA-TTA Conference/ShowcaseMidwest Telecom ExpoATA Associate Member ShowcaseNOVEMBERITA Annual Convention & ShowcaseTampa, FLBranson, MOLake Tahoe, NVMidway, UTMurfreesboro, TNFort Bragg, NCDixville Notch, NHTBDHorseshoe Bay, TXEast Peoria, ILLas Vegas, NVCoeur d’Alene, IDState College, PATBDWisconsin Dells, WISan Antonio, TXKansas City, MOBowling Green, KYFort Wayne, INAnchorage, AKTBDDECEMBERMTA Annual ShowcaseBillings, MT18

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Walker and AssociatesPO Box 10297129 Old Hwy 52 NorthWelcome, NC 27374Since 1970An Industry Leader Since 1970