HospitalityOverview_VAR_Webinar Hospitality Overview 05.15.14
User Manual: Hospitality Overview 05.15.14
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Hospitality Market Solutions ® ADTRAN, Inc. 2014 All rights reserved 1 ADTRAN Company Confidential Agenda • Industry Overview - Categories and Definitions - Technology Budgets and Priorities - Hospitality Objectives • • • • • ADTRAN Positioning Solutions Certification Success Story Marketing ® ADTRAN, Inc. 2014 All rights reserved 2 ADTRAN Company Confidential Industry Overview ® ADTRAN, Inc. 2014 All rights reserved 3 ADTRAN Company Confidential Hospitality Industry Categories • Hotels and motels - Resorts Full-service hotels Select-service hotels Limited-service hotels Outside entry hotels/motels ® ADTRAN, Inc. 2014 All rights reserved 4 ADTRAN Company Confidential Hotel Type Definitions HOTEL TYPE RESORT BUSINESS EVENTS • Conference • Trade Shows • Meeting rooms • Weddings • Banquets • Catering TECHNOLOGY RESTAURANT • Luxury – HDTVs in bathrooms • High speed internet • Multiple • Variety of Food Types • Cocktail lounges OTHER • • • • • • Fireplace Views Private balcony Spas Boutiques Luxury Rooms/ Suites FAMILY & REC • • • • • Golf Beach Hiking Skiing Tennis, etc. The Inn at Spanish Bay, Pebble Beach, CA ● Tanque Verde Ranch, Tucson, AZ ● Sanctuary at Kiawah Island Golf Resort, SC FULLSERVICE • Meeting rooms • 24 Hr Business Center • Elaborate Banquet Rooms • Catering • Kiosk check-in • High speed internet • Extended Room Service • Cocktail lounge • • • • • Spas Boutiques Fitness Center Baby Services Comfy Rooms/ Suites • Golf • Family Activities • Pools Ritz-Carlton ● Hyatt ● Marriott ● Hilton ● Embassy Suites SELECT SERVICE • Business Center • Less Elaborate Banquet Rooms • High speed internet • Generally one restaurant • Room quality similar to full-service Hilton Garden Inn ● Courtyard by Marriott ● Hyatt Place LIMITED SERVICE • Small business center • Cable TV • Internet • Limited options for drinking, dining • Room microwaves & mini-fridge • Guest laundry • Basic room quality SpringHill Suites ● Fairfield Inn ● Hampton Inn ● Holiday Inn Express ● Comfort Inn ® ADTRAN, Inc. 2014 All rights reserved 5 ADTRAN Company Confidential What’s Important to Guests Most Important Hotel Amenities for U.S. Travelers: 1. Free In-Room Wi-Fi (89%) 2. Free Parking (89%) 3. Free Breakfast (84%) 4. Free Personal Care Items (72%) 5. Free Lobby Wi-Fi (71%) ® ADTRAN, Inc. 2014 All rights reserved 6 ADTRAN Company Confidential Top 10 Technology Trends 1. Device and Entertainment Autonomy - Hotel guests travel with personal devices, information & entertainment content 2. The New Perks - Business Bar with iPads and iPad Minis 3. Service automation 4. Digital signage replacing printed signs 5. Meeting spaces go high tech - Planners electronically communicate with hotels - Facilitating the conversation between planners and the hotel ® ADTRAN, Inc. 2014 All rights reserved 7 ADTRAN Company Confidential Top 10 Technology Trends 6. Free Wi-Fi • 85% of travelers believe Wi-Fi in hotels should be free (Source: SmartBrief poll) 7. The lobby as a tech hub • No more waiting in line for answers to simple questions 8. The role of social media • Hotels keeping up with reviews, comments, reactions 9. Technology as luxury • High-definition TVs embedded in bathroom mirrors 10. The office away from the office • Half-day, full-day meeting spaces ® ADTRAN, Inc. 2014 All rights reserved 8 ADTRAN Company Confidential Technology Budgets by Hotel Type Mean: per property, per year ® ADTRAN, Inc. 2014 All rights reserved 9 ADTRAN Company Confidential Technology Budget Allocation • Top Drivers of Hotel Technology Spend - Networking/ Bandwidth/ Connectivity - Guestroom Technology - Property Management System ® ADTRAN, Inc. 2014 All rights reserved 10 ADTRAN Company Confidential IT Challenges • Need to expand/upgrade the Wi-Fi network to support more devices • Support high-bandwidth applications • Migrate to VoIP to enhance guest experience and cut costs • Enhance cabling infrastructure • Working within technology budgets and determining priorities • Lack of sufficient IT staff ® ADTRAN, Inc. 2014 All rights reserved 11 ADTRAN Company Confidential Top 5 Hospitality Objectives 1. Increase Revenue 2. Enhance Guest Experience 3. Improve Operational Efficiency 4. Reduce Costs 5. Gain Competitive Advantage ® ADTRAN, Inc. 2014 All rights reserved 12 ADTRAN Company Confidential ADTRAN Positioning ® ADTRAN, Inc. 2014 All rights reserved 13 ADTRAN Company Confidential ADTRAN Positioning ADTRAN is reinventing hospitality networks enabling a Gigabit future. Our networking solutions are: - Comprehensive: Include VoIP, wireless, LAN, WAN, and Fiber combined with Full Lifecycle Services Carrier-class: High Quality, Reliable, and Secure – trusted by leading service providers Competitive: Feature-rich, cost-effective, industry-leading warranties, worldclass technical support, combined with Managed Services and Help Desk ® ADTRAN, Inc. 2014 All rights reserved 14 ADTRAN Company Confidential Addressing the Hospitality Objectives • ADTRAN solutions are focused on - Enhancing Guest Experience - Reducing Costs - Improving Operational Efficiency • By helping in the areas above, ADTRAN will help the hospitality industry Gain Competitive Advantage and Increase Revenue • How do we help? With comprehensive ADTRAN solutions… ® ADTRAN, Inc. 2014 All rights reserved 15 ADTRAN Company Confidential Hospitality Solutions ® ADTRAN, Inc. 2014 All rights reserved 16 ADTRAN Company Confidential Reinventing Hospitality Networks • Cloud-based Wi-Fi • Fully Managed, Worry-free Wi-Fi • Enhanced Switch Infrastructure • High Performance Cloud Connectivity • Repurpose Existing Cabling • Moving to a Gigabit Future • Full Lifecycle Services ® ADTRAN, Inc. 2014 All rights reserved 17 ADTRAN Company Confidential Cloud-based, Scalable Wi-Fi Virtual Wireless LAN (vWLAN) • Quickly and easily scale • Centralized management for multiple properties • Built-in Multi-tenant capability • Business continuity with built-in high availability • Built-in guest access and wireless IDS • Portfolio of high-performance APs • Help Desk to support guests (optional) • ProServices for full Lifecycle support (optional) ® ADTRAN, Inc. 2014 All rights reserved Increase Revenue Enhance Guest Experience Improve Operational Efficiency Reduce Costs 18 ADTRAN Company Confidential Cloud-based, Scalable Wi-Fi vWLAN Datacenter Internet Router Help Desk Benefits • Reliable and secure Wi-Fi • Consistent guest experience • Support multiple brands • Optimize coverage and costs • Leverage ADTRAN ProServices Router ® ADTRAN, Inc. 2014 All rights reserved 19 ADTRAN Company Confidential ProCloud Wi-Fi – Worry-free Wi-Fi Cloud Hosted and Fully Managed, Business-class Wi-Fi Service • Guaranteed 99.99% uptime • Secure, reliable Wi-Fi access for guests and staff Increase Revenue Enhance Guest Experience • Scale across multiple properties • No Wi-Fi technical expertise needed on-site • Optional Help Desk Improve Operational Efficiency - 24x7 support to resolve guest connectivity issues ADTRAN is the only manufacturer providing Help Desk Service with Wi-FiReduce equipment Costs • Freedom to migrate ® ADTRAN, Inc. 2014 All rights reserved 20 ADTRAN Company Confidential Worry-Free Fully Managed Wi-Fi ProCloud Wi-Fi Help Desk Internet • • • • • Router Benefits Highly reliable (99.99% Uptime) and secure Wi-Fi Exceed guest expectations Offload IT burdens Reduce CAPEX and OPEX Leverage ADTRAN ProServices for planning and implementation Router ® ADTRAN, Inc. 2014 All rights reserved 21 ADTRAN Company Confidential Increasing Bandwidth High-speed Connectivity Router/Firewall Solutions • Higher bandwidths (up to 1 Gigabit) • Multiple technologies (Metro Ethernet, Fiber, VDSL2 or Broadband) • Enhanced Security (stateful firewall, VPN) • RapidRoute for increased performance Enhance Guest Experience Improve Operational Efficiency ® ADTRAN, Inc. 2014 All rights reserved 22 ADTRAN Company Confidential Increasing Bandwidth Internet NetVanta 4430 (100 – 750 Mbps) Benefits • Improve guest Internet experience • Higher bandwidths (up to 1 Gigabit) • RapidRoute for increased performance • Stateful Firewall NetVanta 5410 (1 Gbps) Router ® ADTRAN, Inc. 2014 All rights reserved 23 ADTRAN Company Confidential Repurposing Existing Cabling ActivReach on the NetVanta 1235P/1535P • Provide high speed data and VoIP service using in-building cabling (CAT3 or Legacy Copper) Enhance Guest Experience - High speed data for video streaming - Unified communications features • Connect and power access points and/or IP cameras at extended distances up to 1,600 feet - Provide Wi-Fi coverage for convention and large meeting areas - Connect IP security cameras in outdoor spaces and/or long hallways Reduce Costs • Avoid re-cabling costs • Eliminate need for repeaters, more fiber and additional switches for extended runs ® ADTRAN, Inc. 2014 All rights reserved 24 ADTRAN Company Confidential Repurposing Existing Cabling Benefits • Improve guest Internet experience • Reduce CAPEX for network infrastructure upgrades • Improve operational efficiency by repurposing existing cabling ® ADTRAN, Inc. 2014 All rights reserved 25 ADTRAN Company Confidential Enhance Switch Infrastructure ActivChassis on the NetVanta 1600s Increase Revenue • Stack and manage up to eight Gigabit Ethernet switches as a single logical switch • Add port capacity on demand up to 400 ports • Increase backplane capacity for providing IP video, IP TVs, video streaming, etc. up to 128 Gbps Enhance Guest Experience Improve Operational Efficiency • Manage distributed switches across a campus up to 10 km apart (6 miles) Reduce Costs • In conjunction the NetVanta 1131 RPS/EPS (redundant power supply), helps deliver an always-on network ® ADTRAN, Inc. 2014 All rights reserved 26 ADTRAN Company Confidential Enhance Switch Infrastructure Link Aggregation 64 Gbps Backplane CLOSET B NetVanta 1638P 3 Unit Switch stack NetVanta 1638 5 Unit Switch Stack CLOSET A Benefits • Support video streaming, digital signage, and high-bandwidth applications to improve guest experience • Improve operational efficiency by centralizing switch management • Enhance switch capacity on demand to optimize CAPEX ® ADTRAN, Inc. 2014 All rights reserved Single Logical Switch 27 ADTRAN Company Confidential Roadmap to Gigabit • Option 1: GPON termination in closet / basement Ethernet used to distribute service per floor • Option 2: Media Converter style ONT used to terminate PON in each room. • Option 3: Campus deployment utilizing GPON aggregation to the building and VDSL intrabuilding distribution ® ADTRAN, Inc. 2014 All rights reserved Increase Revenue Enhance Guest Experience Improve Operational Efficiency Reduce Costs 28 ADTRAN Company Confidential Roadmap to Gigabit TA5004 TA5004 GPON termination in closet / basement Ethernet used to distribute service per floor ® ADTRAN, Inc. 2014 All rights reserved TA5004 Media Converter style ONT used to terminate PON in each room. 29 Campus deployment utilizing GPON aggregation to the building and VDSL intrabuilding distribution ADTRAN Company Confidential Full Lifecycle Services PROSERVICESSM • ProStartSM - Covers PLAN AND IMPLEMENT Site Surveys Remediation Plans Assisted, Express, Remote, and Onsite Implementations • ProCareSM - Covers SUPPORT - Maintenance offerings, Basic through 7x24x4 onsite • ProCloudSM - Covers MANAGE - ProCloud Wi-Fi ® ADTRAN, Inc. 2014 All rights reserved 30 ADTRAN Company Confidential Certification ® ADTRAN, Inc. 2014 All rights reserved 31 ADTRAN Company Confidential Certification Requirements • What does Certification mean in hospitality? - Many hotel brands have a testing process in order to certify network equipment used by their hotel brand(s) - Specific certification processes and requirements will vary by brand • How is the Certified list used? - Corporate-Owned Hotels • May be mandatory to use certified products - Franchise-Owned Hotels • Certified product list may be a guideline, not mandatory - Note: Starwood properties are stringent and require a waiver process to seek solutions other than those included on the certified list • How does ADTRAN address certification? - Working with Marriott and Hilton testing labs - Engaged with Choice Hotels International • Qualified Vendor Program NV1535P (ActivReach) is certified for all Marriott properties ® ADTRAN, Inc. 2014 All rights reserved 32 ADTRAN Company Confidential Success Story ® ADTRAN, Inc. 2014 All rights reserved 33 ADTRAN Company Confidential Value Place Extended Stay Hotel Wichita KS based company that offers the best guest experience for an affordable, clean and safe hotel. • The Challenge - Provide Wi-Fi for 7 properties each with 121 rooms - Offer reliable Wi-Fi for guests - Limited technical resources - Support mobile devices - Bill for Wi-Fi service • Solution - ADTRAN/Bluesocket vWLAN - VAR Hosted/Managed Wi-Fi solution - Differentiated guest access - Help desk support for guests • Benefits - Revenue stream - bill for Wi-Fi service - No longer worry about managing the platform - Network performance and availability are guaranteed in the SLA - Easy to expand Wi-Fi service to other properties - Reduced company expense by not having to employ IT support personnel onsite 24/7 - Lower CAPEX & OPEX investment ® ADTRAN, Inc. 2014 All rights reserved 34 ADTRAN Company Confidential JW Marriott San Antonio • Challenge: - Upgrade Wi-Fi - Integrated network for back-office, digital signage, guest access, PoS kiosk, voice, etc. • Solution: - Deployed Bluesocket 1800 series APs 300 APs throughout guest rooms, public spaces and conference center What’s unique: 1002 rooms (85 luxury suites) 265,000 sq ft of meeting space 36-hole TPC golf course Onsite spa, walking trails, family entertainment and fitness center ® ADTRAN, Inc. 2014 All rights reserved 35 ADTRAN Company Confidential Auberge du Lac à l’Eau Claire Resort, Québec, Canada Four-season property resort located on a lake in Québec • Had a legacy Nortel system - • Ageing phone infrastructure unreliable Lack of support from manufacturer Phone system deployed over legacy CAT3 cabling ADTRAN partner, Sogetel, deployed NetVanta 1535P with ActivReach - Resort upgraded to state-of-the-art IP PBX, saving thousands of dollars in re-cabling costs Implemented IP data and VoIP utilizing the same switch infrastructure Extended reach of ActivReach enabled seamless connectivity to remote locations across the resort ® ADTRAN, Inc. 2014 All rights reserved 36 “Each time we sell an ADTRAN product, we know that we are delivering a rocksolid product that will allow our customers to grow their business and meet their telecommunications needs.” Christophe Durieux Sogetel, Director, Business Solution. ADTRAN Company Confidential Marketing ® ADTRAN, Inc. 2014 All rights reserved 37 ADTRAN Company Confidential Enablement Tools ® ADTRAN, Inc. 2014 All rights reserved 38 ADTRAN Company Confidential Awareness / Lead Generation • Thought-leadership - Hospitality Solution Brief - 10 Keys to Hospitality Wi-Fi - Webinar • Email/social media campaign - Hospitality publications - LinkedIn, Spiceworks • ® ADTRAN, Inc. 2014 All rights reserved 39 Tradeshows - Choice Hotels International Convention (May 14-15) - HITEC 2014 (Jun 23-26) - HFTP Annual Convention & Tradeshow (Oct 22-25) ADTRAN Company Confidential Applicable Promotions Q2 • Fast Track to ProCloud - Submit a Prospect ($50) - Close a ProCloud Deal ($25 per AP) - www.adtran.com/fasttrack • Time to Switch - Partner price reduced in Distribution by 15% - $25 Reward/SPIF for VAR Salesperson - www.adtran.com/timetoswitch 2014 • More Bandwidth for Your Buck - 50% discount off Bluesocket 1940 AP - Available at point-of-purchase in Distribution • Free AP for End-users - With download of Free Virtual Controller - http://reinvent.adtran.com/freeap • ADTRAN IP Phone Promotion - Most In-demand IP Phones - 35% discount across all partner levels ® ADTRAN, Inc. 2014 All rights reserved 40 ADTRAN Company Confidential Questions? www.adtran.com/hospitality ® ADTRAN, Inc. 2014 All rights reserved 41 ADTRAN Company Confidential
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