Strategic win.
Having won the 100% of the access of the corporate customer at Impsat, and once merged with Global Crossing, I also replaced the old Ericsson AXE by the AudioCodes high density media gateways on its core.
2. Main Facts
• GC has an independant engineering department in charge of CALA, who
has deployed 4 softswitches around South America, located in Argentina,
Perú, Ecuador, and Brazil.
3. Customer Challenges
• Legacy Ericsson AXE switches are no longer formally supported.
• Lack of spare parts is forcing them to replace those TDM switches and to speed up
migration to NGN architecture.
• In the past Global Crossing was using the AS5020 from Alcatel, which was replaced
by Veraz Control Switch (nowadays Dialogic® ControlSwitch™ System)
• Main countries where this replacement was required were Argentina (~1500 E1s)
and Perú (~500 E1s)
• Remaining budget for Y2010 was too low (around USD 100K per country), so they
needed a solution that could start in that money range, while allowing growth
latter on.
4. AudioCodes Challenges
• The deployed SS vendor (Veraz) also provided Media Gateways so we faced fierce
competition.
• Interconnections with big National carriers (Telefonica & Telecom) are managed
on a centralized way. Global Crossing is currently using two different link-sets
against each big National carrier, working in load sharing mode.
• With our M8K, the way to migrate those interconnections would be using 1 TP-
6310 per each link-set with the big local carriers (Telefonica and Telecom). But in
that case, they would need to be able to set AT LEAST 60 routes per OPC.
• AudioCodes had to commit to increase the # of DPCs they could manage per OPC
to at least 60 if awarded (60 route sets per SN – while current limit is 30).
5. Main Competition
• Dialogic® I-Gate® 4000 PRO Media Gateway
• Inexpensive and scalable model (Up to 16,800 channels)
• Fully interoperable and warranted by the SS vendor.
• AUDC main technical advantages:
• More efficient redundancy options N+1 vs. 1+1 for STM-1 cards.
• Optimized DSP usage ( No density hit for G.729 vs 13,392 simultaneous G.729 calls)
• GlobalCrossing Operations and Engineering guys were already trained on AUDC technology, and had
already deployed M2Ks and M3Ks in their network against Veraz SS.
• Proven technology re-usability was a key factor, as in the past GC used our Mediants (2K and 3K)
against a different softswitch from Alcatel, and migration to Veraz SS was supported by us, granting
them to have SS independant trunking GWs.
6. Solution – Mediant 8000 with TP-6310 cards
• 2 x M8K with 1+1 STM-1 cards were purchased by GC (one for Argentina & one
for Perú).
• This is somehow securing our business for future growth on all missing boards and
additional M8K chassis to complete the amount of E1s to be migrated over the
next 2 years.
7. Top Benefits
• First set of M8Ks deployed in South Cone Latam ( Argentina and Peru).
• AudioCodes secures futures POs for additional STM-1 boards , and
prevents Dialogic from risking our presence in the account.
• Global Crossing tends to unify the GW technology to be used (100%
AudioCodes while migration ends).
8. • We have secured AUDC main customer in the South Cone Region: ~2,3MU$D
• Y10: 678.6K$ (31,9%) / Y09: 291,6K$ ( 17,31%) / Y08: 363,8K (14,82%) / Y07:
692,6K$ (44,90%) / Y06: 259,7K$ (12,93%)
• We have diversified our product range :
Y06, Y07: CPES ( MP-11x,M1K,M2K)
Y08, Y09: M3K
Y10: M8K, MSBG, IP2IP, Microsoft
• Extended Footpring:
Y06: Arg & Per Y07: Arg ,Per & Colombia Y08: Arg, Per, Colombia, Ecu, Brz
Y09: Arg, Per, Ecu, Brz, NA Y10: Arg , Per, Ecu, Brz,NA
Y11: : Arg , Per, Ecu, Brz, NA, CR
Conclusions