1. All Covered Access™
High Speed Internet Connectivity for Business

2. What is All Covered Access?
ABC value-add includes:
• ABC manages the entire DSL process from ordering and scheduling
to installation and activation
- ABC tracks the ongoing installation process and communicates
progress with customers
- ABC handles setup and configuration of the LAN side of the
DSL connection
• ABC provides customer support for all sales, installation and
technical service questions, escalates problems to our Preferred
Provider as required, and communicates back to the customer
• ABC uses formal business relationship and channel volume as
leverage with provider for improved service and support
High speed Internet access for business in partnership with Preferred Providers

3. DSL is fast DSL offers multiple speeds from twice
as fast to approximately 50x as fast
as analog modems
DSL uses Telco
technology
DSL takes advantage of established and
reliable Telco technology by utilizing
existing copper facilities to your premises
DSL is always on
There is no need to dial up or worry about
the line dropping during browsing
or downloading
The Value of DSL

4. Typical Customer Profile
• 50 employees or fewer.
• For vast majority IS/IT
decisions made by
owner/principal.
• Probably have a
‘technology accidentalist” or
“cousin Ed.”

5. Very Small Businesses:
– 2-19 employees
– revenue of < $4M
– 86% of shared hosting
customers fit this
segment
– 65% of DSL customers fit
this segment
– 88%of the SMB market
or 7 million businesses. Source: The Yankee Group, 3Q2000
– 100-500 employees
– revenue of $20M-$100M
– 4% of shared hosting
customers fit this segment
– 6% of DSL customers are
>250 employees
– 2% of the SMB market or
160,000 businesses.
Small Businesses:
– 20-99 employees
– revenue of $4M-$20M
– 10% of shared hosting
customers fit this segment
– 28% of DSL customers fit
this segment
– 10% of the SMB market or
840,000 businesses
Very Small
Businesses
Small
Businesses
Medium
Enterprises
SMB Medium Enterprises
The small business market
is comprised of 8 million

6. Value to Customer
• Eliminates hassles and frustration by always being online and
bypassing dial-up
• Increases employee productivity by letting employees use the
Internet with greater speed and less delay time
• Provides an enabling technology for higher bandwidth and
Internet-based applications (e.g., online backup, e-commerce, voice
over IP)
• Provides an infrastructure for a Virtual Private Network (VPN)
whereby employees at remote offices can communicate with the
same speed, security and reliability as if they were all on the same
LAN
• Improves Internet-based business relationships by ensuring
better communication with those companies that want to operate
electronically
• Saves money by providing a cost-effective method for connecting
headquarters and remote offices

7. All Covered Access and Vendor Relationships
• One goal of All Covered Access is to have Customer Care and/or
Consultants bill time associated with tracking and scheduling DSL
installations (in addition to Consultants billing for network assessment,
reconfiguration, etc.)
• ABC customers may use any DSL service provider; there are no
exclusive relationships
• ABC Preferred Provider & Dedicated Account Reps for ABC
- Formal business relationship should lead to improved service and
support
- Channel volume allows ABC to be an effective customer advocate
to vendors
- Technical support for Consultants streamlines support process
- Online pre-qualification and order status simplify tracking tasks
• Product rollout is not intended to shift current customers away from
existing DSL service; focus is on steering new customers to Partners

8. • Digital Subscriber Line, or DSL, brings high bandwidth
connectivity to small businesses via ordinary copper
phone lines
• A DSL line allows for the data link to be continuously
connected
• Over any given link, the maximum DSL speed is
determined by the distance between the customer site
and the Central Office of the phone company
• Most DSL providers offer a range of speeds so
customers can choose the rate that meets their
specific business needs.
The Basics of DSL Technology

9. How DSL Works
Internet
Hub/
Switch
DSL
Router
Phone
Jack
Printer
Workstations
Customer Main Office
The DSL router is the key hardware
required for installation
Phone
company
Central Office
CO Distance
affects availability

10. All Covered AccessTM
Partners: Internet Connect, MegaPath, X/O Communications & UUNet
•Internet access
•Virtual Private
Networking (VPNs)
•Remote Access
•Managed Security
•Web Hosting
•Managed hosting
UUNET, part of WorldCom , is a global leader in
Internet communications
solutions offering a comprehensive range
of Internet services to business customers
worldwide. Providing Internet access, Web
hosting, remote access and other value-added
services, UUNET offers service on five continents,
to more than 70,000 businesses, and owns and
operates a global network.
Email: esaraceno@UU.net
Phone: 800-488-6384 x 66019
703-886-0654 (Fax)
Eric Saraceno,
Sales Rep.
UUNet
•Basic Business
•Private Line
•Complex Data
•Internet Access
•Long Distance
•Calling Card
•800 Service
•International
•DSL
•Web Hosting
XO Communications, formerly known as
NEXTLINK, is a provider of broadband
communications services offering local and long
distance voice services,DSL access, Web hosting
and e-commerce services, VPNs, dedicated
access, global transit and application infrastructure
services for delivering applications over the
Internet or a VPN. In the United States, XO has
more than 430,000 metro fiber miles in operation
and a 384,000 fiber-mile inter-city network under
construction.
Email: bderado@xo.com
dlaun@xo.com
Phone:
(Bethany-East & Central)
888-228-1605 & 949-567-5023
(Dan-Central & West)
888-228-1605 x5153 or
949-567-5153 & 949-567-5030
(Fax)
Bethany DeRado,
Channel Sales Mgr. &
Dan Laun, Sales Rep.
X/O
Communications
•High Speed DSL
•Web Design
Web Hosting
•Web Domain
Name Registration
Services
MegaPath Networks provides service in more than
150 metropolitan areas across the United States.
Plans are under way to double the number of cities
served by year-end 2001. MegaPath's passion for
customer care and industry-leading service has
kept it in the top rank of business-class DSL
service providers on www.DSLreports.com for
more than a year.
Email: pstutzman@megapath.net
Phone:
877-634-2728, x256
925-201-2526
Pam Stutzman,
Channel Sales Mgr.
MegaPath
Networks
•Virtual Private
Networks
•DSL, DSL
Aggregation
•T1, Frame Relay,
ATM
•Dial-up access
•Polycomm Video
Conferencing
The company's privately owned and managed
ATM backbone enables reliable and secure data
communications services including wide-area
private networking, high-speed DSL Internet
access, applications hosting, web hosting and dial-
up and remote access to the Internet and private
computer networks.
Email:
kahlow@icnt.net
Phone:
415-725-2800
Aaron Kahlow,
Channel Sales Dev.
Manager
Internet Conenct
Range of
Service
Offerings
Company Description
Contact Information for
Quotes & Placing Orders
ABC Account
Manager
Partner

11. ABC and DSL Partner Work Together
• Installation of service and
setup of network side of
connection
• Additional hardware (router)
and setup
• Ongoing technical support to
ABC and customer
• Billing for service
AC Access Partner
• Initial sourcing
-Availability of
service
-Availability of
speeds
-Cost of service
• Initial assessment
regarding customer
network
reconfiguration
requirements to run
DSL
• Ordering of service
• Installation tracking
• Setup and
configuration of LAN
side of connection on
customer’s network
• Ongoing customer
support
ABC Responsibilities
Customer
Care and
Consulting
Services

12. Dedicated Leased Line Internet Access- is a direct, always on, Internet connection provided through a data cable. The bottom
line is that these dedicated connections often provide the fastest possible connections to the Internet, but they are also the most
expensive. In the business world, T-1 (1.544 Mbps) and T-3 (45 Mbps) lines are standard customer premises connections,
although higher bandwidth pipes are available. A business ordinarily gets dedicated Internet access by leasing a line from a
service provider or carrier, who then installs this data pipe running directly from their office to the customer's site. The customer
is then connected to the Internet 24 hours a day, seven days a week. Dedicated lines can also be installed to directly connect a
company's different office sites across geographically far-flung areas. This type of configuration is called a wide area network or
WAN, and allows distant offices to share databases and network resources in a high performance, secure manner. Dedicated
lines come in several different flavors: T-1, fractional T-1, burstable T-1, T-3, fractional T-3, and burstable T-3. All of these lines
can simultaneously carry voice and data, although using them for voice will detract from the bandwidth that can be used for data.
Prices vary widely, depending on the bandwidth and configuration. Interested buyers will want to figure out what their
requirements are with the help of an ABC consultant before ordering a dedicated line.
Dedicated
Lease
Line: T1
and
beyond
Digital Subscriber Line (DSL) technology greatly increases the speed of data transfer that is possible over regular telephone
lines by sending the data as digital rather than analog signals. DSL technology comes in various forms that have different
attributes. These flavors include HDSL, SDSL, ADSL, and VDSL, and are occasionally referred to as xDSL. The data rates
provided by these services can exceed 8 Mbps, although the actual speed depends on a variety of factors including how close
the location is to the telephone company's switch (a networking device). DSL service is available to both homes (usually ASDL)
and small businesses, (usually SDSL) and does not interfere with ordinary voice communications over the phone line.
DSL
A cable modem enables a user to access the Internet over a cable TV operator's coaxial cable circuit. Internet access through
cable modem provides customers with a much faster data transfer speed than is available through regular dial-up access. These
data rates can exceed 2.8 Mbps for downstream data flows such as those involved in downloading a page. However, the actual
speed of Internet access over cable depends on a variety of factors, including the number of other users that are simultaneously
using the cable network.
Cable
Modem
Integrated Services Digital Network (ISDN) is a standard that allows a single line to simultaneously carry voice, video and data
services through an all-digital end-to-end connection over regular telephone lines. I SDN offers customers many services,
including fast data service and digital voice communications. Basic Rate ISDN (BRI) provides a consumer with two 64 Kbps
channels and an additional 16 Kbps channel that is used for call signaling. A user may combine the two channels to obtain data
rates of 128 Kbps, or reserve one of the channels for digital voice communication. There are also other varieties of ISDN that
can provide the demanding business customer with greater bandwidth.
ISDN
Dial-up access provides a temporary, non-dedicated connection to the Internet over a regular phone line. This cheapest (and
increasingly free) form of access is accomplished using a PC that is connected to an analog modem. An analog modem
operates at speeds of several thousand bits, or kilobits per second (Kbps). Both 28.8 and 56 Kbps have been standard modem
speeds since the late1990s.
Dial-up
Access
Service and Access Speed Description
Service
Type
All Covered AccessTM
Partners: Internet Access & Data Communications Services
Source: Broadwatch Magazine: The ISP Industry Directory

13. DSL Installation Timeline
ABC places order
on behalf of
customer with
Partner AE
Partner AE notifies
Partner’s
Customer Care
Partner Customer
Care sends ABC
Customer Care a
confirmation email
RBOC notifies
Partner of
outside wiring date
Partner calls
Pac Bell or other
RBOC to set up
outside wiring date
Partner e-mails
ABC and customer to
notify of outside
wiring date
Partner performs
inside wiring and
connects router to
DSL line. Line is
activated.
RBOC wires
outside and notifies
Partner when
complete
Partner sends
router via Fedex to
customer address
Partner calls ABC
to schedule inside
wiring appointment
ABC connects
router to customer
network and performs
reconfiguration
Unless garage,
basement or home alarm
involved, no one needs
to be present
Entire process from initial order to activation is estimated
to take between 8 and 10 weeks
ABC calls
Partner tech
support for IP
addresses,
passwords, etc.

14. Billing Structure for All Covered Access
• ABC bills customer for:
- Customer Care time - for account setup, ordering,
tracking, etc.
- Consultant time - for installation of DSL products
and network re-configuration
• Access Provider bills customer directly for:
- Access services monthly & non-recurring charges
- Router (one-time fee)

15. All Covered Access Fees
Billable Time Increments: (one-tenth of an hour)
6 min = .1, 12 min = .2, 18 min =.3, 24 min = .4, 30 min = .5,
36 min = .6, 42 min =.7, 48 min = .8, 54 min = .9, 60 min = 1
Time Card Entry:
•Attention CCRs & Consultants, please enter the time you spent on each of these
ABC Extended Services
•You’ll find new fields below the “What you did” section of Time Card where you
should input the time you spent on each program activity so ABC can track
and invoice customer services appropriately
Charge Codes to Use:
•Use the AC Access code for your office or market.
•Goal is to migrate all customers to an AC Access fee commensurate with
their current ACC or On-Call fees