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  • 1. W H I T E PA P E R R Life on the Edge QUINTUM TECHNOLOGIES
  • 2. WHITE P APER How Quintum's Access Solutions Bring Service Providers and Enterprises Together to Make the World Safe for VoIP Executive Summary Voice-over-IP (VoIP) offers a wide range of benefits work environments. The bad news is that - including cost savings, the convenience of the interface between their respective managing one network instead of two, simplified networks remains problematic. It is at the edge provisioning of services to remote locations, and of these two networks that compatibility, the ability to deploy a new generation of survivability, manage- ability, security and cost converged applica- tions.However, implementation become obstacles to suc- cessful VoIP of VoIP poses a vari- ety of challenges for implementation. enterprises and service providers alike. In fact, the future of convergence is largely contin- gent upon solving the problem of VoIP For service providers, these challenges include access at the edge. If service providers and the tremendous diversity in the customer enterprises continue to struggle to connect their environ- ments. These environments range networks to each other from legacy PBXs to state-of-the-art all-IP - and if they find the network-to-network infrastructure. To profitably deliver VoIP in this interface overly difficult to manage - then the diverse market, serv- ice providers must be able majority of enterprises will never reap the to quickly and inexpen- sively accommodate benefits of conver- gence, and service providers whatever type of equipment exists on a will never realize the full profit potential of VoIP. customer's premises. Service providers must also If, on the other hand, life on the edge can be able to ensure their customers that the VoIP somehow be made easier and safer, the solutions they deliver are reliable and secure. And convergence market will experience explosive they have to be able to remotely manage their growth and rapidly move upmarket. customers' on-premise equipment, even if it's behind a firewall running network address Quintum's intelligent Tenor VoIP access transla- tion (NAT). switching solutions uniquely address the challenges posed by life on the edge. They For enterprise IT managers, the challenges are provide the universal inter- operability with sim- ilar. Corporate VoIP implementers need to premises equipment that is essen- tial for fast, be sure that their environments can interface pain-free VoIP access. They deliver the seamlessly with their chosen service provider. survivability and QoS mechanisms essential They need to know that their voice to ensure five-9s reliability for packetized voice communications will be 100% reliable. They need servic- es. And they give service providers and their solution to be secure and easily manageable. enterprise IT teams alike the management And they, too, need to keep their total capabilities they need to simplify both infrastructure costs as low as possible. installation and ongoing VoIP ownership. The good news is that both service providers and VoIP should and will become the dominant enterprises have generally done a good job of modali- ty for voice in the future across all addressing these challenges within their own net markets. But that future belongs exclusively to Life on the Edge those who can master life at the edge. QUINTUM TECHNOLOGIES 1
  • 3. ISSUES AT THE EDGE: include traditional PBXs, IP PBXs, and/or ana- Where the service provider network log devices such as fax machines or meets the enterprise facilities management systems that use built-in modems to provide centralized monitoring Service providers and their business customers capabilities. are both eager to reap the benefits of VoIP and convergence. Service providers want to capture In other words, service providers need the net- new customers, reduce operational costs and work-to-network interface to be very easy to deliver new revenue- and profit-driving offer- deploy. But, because of the diversity of the ings - such as IP Centrex and presence-enabled enterprise environments they have to plug into, conferencing. Business customers are they historically have not been able to achieve seeking reduced costs, simplified management, this goal. and the ability to implement those new service provider offerings. Survivability/reliability Business users depend on voice service Despite these common interests, however, serv- every minute of the day. So they are ice providers and their customers have not been reasonably reti- cent about moving forward able to move forward with their convergence with any solution that doesn't promise plans as quickly as either of them would rock-solid reliability. Service providers want like. That's because they face a variety of to fulfill this require- ment, because they nagging issues as they try to interface their know that reliable service is essential for networks. These issues include: customer retention and strong brand identity. The problem is that the inter- face Compatibility and ease of installation between their respective networks poten- Service providers typically maintain tially represents a single point-of-failure. This highly standardized environments in order creates both a real risk of service to keep operating costs low and optimize interruption and a heightened perception of economies of scale. Their customers, on the potential risk. Both service providers and other hand, have an extremely diverse range business customers need a way to mitigate of equipment and configurations. This creates or even eliminate this risk factor. a fundamental con- flict. Service providers can't afford to perform a lot of highly Manageability and security customized "one-off" installations. They want Both service providers and their business to have a simple, uniform way to con- nect their cus- tomers have other challenges beyond customers' networks to their own. Business simply transporting voice packets from one end- customers, on the other hand, want their point to the other. They also have to be service provider to fully support their able to keep their network environments entire existing environments - whether they safe and secure. They thus need visibility into and control over remote devices, regardless of where they're situ-
  • 4. ated. This sometimes sounds simpler than it is required to ensure a manageable VoIP environ- in the real world. For example, many business- ment. Between modifications to the PBX, es employ network address translation the purchase and installation of a VoIP (NAT) technology on their firewalls in order gateway, and the implementation of other to mask their internal IP infrastructure from devices such as SIP controllers, the cost of malicious intruders. Unfortunately, NAT provisioning VoIP connec- tivity can run to implementa- tions typically also make the several thousand dollars. The upfront costs enterprise network opaque to external VoIP are not acceptable in today's mar- ket and management - hamper- ing the ability of represent a significant inhibitor to VoIP service providers to support convergence. adoption. Service providers also have to address scalability when it comes to With all these obstacles, it's no wonder manage- ment, since they may have to support that service providers have not been thousands of premises devices. signing up business customers at a faster rate - and that VoIP hasn't quickly become Cost the market stan- dard for voice Service providers and business customers obvi- communications. Convergence certainly ously both want to keep the cost of interfacing offers enough potential benefits to drive their networks as low as possible - especially if more widespread adoption. But the price and the business has multiple locations. This has risk of conversion are too high for service been difficult to do, because of the price providers and their customers alike. So, for and number of devices that have historically the market to move forward, an alternative been approach is clearly required. Historically, business “Traditional” VoIP Gateways “Traditional” VoIP Gateways customers have had to CanDo Not OfferComplete Solution Not Offer a a Complete Solution shoulder significant costs and hassles to connect their networks PSTN to VoIP services - while having to also tolerate $2000** $ 2000 risk and potential loss $300* $ 300 * of analog functionality. Service IP Provider Traditional VoIP $ $$$ QoS Gateway $$$
  • 5. Quintum's solutions for the edge As one of the industry's leading developers of The ability to use a common set of easily VoIP switching and gateway solutions, installed hardware solutions across all customer Quintum Technologies has uniquely focused on sites has obvious benefits to service providers - the issues surrounding the connection of including lower equipment costs, reduced provi- enterprise voice infrastructure to service sioning costs, and fewer opportunities for instal- provider networks. The result of this focus is lation error. At the same time, the non- a switching architec- ture ideally suited for intrusive nature of Quintum's switching both the realities facing both enterprise technology enables enterprise buyers to avoid network managers seeking a reliable platform counter-pro- ductive disruptions as they take for voice/data convergence and service provider their first steps towards convergence - whatever engineering teams seeking to profitably those first steps may be. deliver dependable VoIP access. Unmatched protection of voice quality Adaptable, zero-hassle implementation and availability Quintum's Tenor VoIP switches and No enterprise can afford to lose its ability gateways are designed to fit into virtually any to make and receive phone calls for even a enterprise environment, installing easily short amount of time. And no service provider between the PBX and the IP network. They wants interoperate with and are fully transparent to a paying customer to experience such a loss of all types of traditional and IP-based PBXs - service. Unfortunately, problems can and do thus eliminating the need for PBX occur in real-world IP networks - which is why reconfiguration. Voice traffic leaving the PBX service interruptions are a major concern for is directed to the appropriate "path" (i.e. the both enterprises and service providers. service provider's network, the enterprise WAN and/or the PSTN) based on easily Quintum has uniquely addressed this issue pro- grammed rules. in several important ways. First, Quintum switch- es provide a local SIP proxy agent that Because Quintum switches don't require modifi- allows IP phones in remote offices to continue cation of the PBX, they support whatever functioning even if their connection to a dial plan is already in place. They also support central IP PBX is lost. This ensures the ana- log fax machines, conventional paging survivability of voice service in the event of a systems, and other types of existing problem on the IP net- work. infrastructure. So, in addition to requiring minimal work on the part of technicians, The presence of a local SIP proxy agent (along Quintum's switching solutions also ensure with the built-in intelligence provided by that the transition to VoIP doesn't disrupt Tenor switches) is especially important for the business or require users to change their service entrenched work habits.
  • 6. providers offering hosted IP PBX implementa- lematic, because of the way they conceal IP tions and/or IP Centrex services - since it keeps addresses. The RMSS also encrypts customers' phones alive with basic telephony manage- ment session traffic, bringing a capabilities and allows calls to continue to critically impor- tant added level of security to be routed to both IP addresses and over the the VoIP environ- ment. PSTN. Tenors can be managed via telnet, FTP Second, Quintum switches continually or Quintum's own graphical Tenor monitor conditions on the IP connections and Configuration Manager. This gives can imme- diately detect when congestion or enterprise and service provider management an outage threatens call quality. When that teams alike the flexibility to integrate VoIP happens, calls can automatically be re-directed management into their overall network over the PSTN until appropriate service levels ownership operations. are restored on the IP network. This failover is so quick and transparent that even active Reduced costs calls can be recov- ered without interrupting By eliminating both the hardware and the labor ongoing phone con- versations. costs associated with PBX reconfiguration, Quintum's solutions Quintum switches even protect voice services significantly reduce the cap- ital outlay required from themselves. If a switch loses power, to make enterprise networks VoIP-ready to the switch simply passes voice traffic through interface them with service provider access. to its PSTN connection. So users can continue Quintum's broad product range also eliminates making calls even in the event of a catastrophic wasteful spending by ensuring a close fit failure. between the requirements of any site - from the largest corporate headquarters to the Ease of ownership smallest remote office - and the cost of the Quintum ensures ease, scalability and security device installed there. These savings can be of management through the use of a especially substantial for organizations with Remote Management Session Server (RMSS) large numbers of offices, retail locations, or that sits between managed devices and a other facilities. central man- agement console. Each of these servers can reg- ister up to 5,000 devices and Quintum switches offer many other manage up to 100 attractive features and capabilities - such as Tenors simultaneously. highly effi- cient multiplexing of VoIP packets for reduced bandwidth utilization, Because managed devices are registered support for both H.323 and SIP, and simple with the RMSS, it can set up management implementation of "hop-on" and "hop-off" sessions across firewalls running network calling. All of these features are designed to address trans- lation (NAT). Historically, maximize returns on VoIP infra- structure such firewalls have made remote management investments and make life easier for of VoIP devices prob- technical staffs.
  • 7. Quintum’s VoIP Solutions • More reliable service, resulting in higher Quintum’s VoIP Fit” are the “Perfect Solutions customer satisfaction are the “Perfect Fit” • Easier monitoring and maintenance PSTN PSTN • More efficient use of technical staff resources IIP Service Service For enterprises, these Provider Provider P benefits include: MultiPath architecture allows the Tenor to be transparently “dropped in” • Less expensive and time-consuming VoIP between the PBX and the PSTN, so it is both easy to deploy and can intel- ligently route calls over the network that will assure the best combination implementation of voice quality and cost-effectiveness. • Optimum reliability of voice service • No disruption of users' entrenched calling In fact, no other vendor provides a more robust habits and no re-training and cost-efficient solution for linking existing corporate voice environments to private or • Maximum flexibility in VoIP implementation public IP net- works. In terms of simplicity, • Minimum disruption to existing network reliability, ease of ownership and cost, infrastructure Quintum's survivable switch- ing platform offers • Preservation of investments in analog the optimal solution for both the enterprise and equipment VoIP service providers. Just as important as the benefits Quintum The benefits of a better edge switches offer each of these constituencies is the Because of their unique suitability for the fact that Quintum solutions offer significant edge, Quintum's VoIP switching solutions offer benefits to both. Enterprise customers and their both enter- prises and service providers significant service providers no longer have to struggle with benefits. conflicting interests and priorities as they determine what kind of equipment to install as For service providers, these they seek to provision next-generation VoIP benefits include: services. Instead, Quintum's platform delivers a • Easier, less costly installation on win- win solution that effectively addresses both customer premises of their needs. This common suitability for • Faster time-to-delivery for new sites customer and ven- dor alike decisively • Fewer technical problems and truck rolls differentiates Quintum from the rest of the market for initial provisioning Quintum Offers the its switches a perfect fit for the and makes Most Complete C Solution for Enterprise CPE edge. enterprise-service provider Quintum Offers the Most Complete Solution for Enterprise CPE Tenor’s MultiPath architecture survivable and hassle-free VoIP service to their customers. allows Service Providers to easily deploy Tenors on the edge to integrate legacy equipment, providing connectivity to the local telephone networks, while assur- ing reliable,
  • 8. Enterprise w/ Traditional PBX PSTN Enterprise w/ Hosted IP-PBX PBX VoiP Firewall Service Router Firewall Router Provider IP Phones 6 Life on the Edge T QUINTUM TECHNOLOGIES
  • 9. About Quintum Headquartered in Eatontown, NJ, Quintum According to InStat/MDR, Quintum has the delivers VoIP solutions that bring the sec- ond-largest marketshare in the low density reliabil- ity and voice clarity of public VoIP market. The company was picked by telephone net- works to Internet telephony. Forbes for its "Top Ten To Watch in 2005" list of Quintum's intelli- gent VoIP access solutions top privately-held technology companies and was integrate easily into existing PBX and IP ranked number 205 on the INC. 500 list of fastest infrastructures, making them the ideal choice growing private com- panies. Quintum is also a for service providers and enterprise alike. Nortel Developer Partner and an Avaya DevConnect Partner. Quintum sells its switches worldwide through its direct sales force and a network of resellers and distributors. For more information, call 1-877-SPEAK IP (1-877-773-2547), 1-732-460-9000 outside the US, or visit us online at www.quintum.com. Life on the Edge QUINTUM TECHNOLOGIES 7