HospitalityOverview_VAR_Webinar Hospitality Overview 05.15.14

User Manual: Hospitality Overview 05.15.14

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Hospitality Market Solutions

Agenda

•Industry Overview

-Categories and Definitions

-Technology Budgets and Priorities

-Hospitality Objectives

•ADTRAN Positioning

•Solutions

•Certification

•Success Story

•Marketing

Industry Overview

Hospitality Industry Categories

•Hotels and motels

-Resorts

-Full-service hotels

-Select-service hotels

-Limited-service hotels

-Outside entry

hotels/motels

Hotel Type Definitions

HOTEL TYPE BUSINESS EVENTS TECHNOLOGY RESTAURANT OTHER FAMILY & REC

RESORT

• Conference

• Trade Shows

• Meeting

rooms

• Weddings

• Banquets

• Catering

• Luxury –

HDTVs in

bathrooms

• High speed

internet

• Multiple

• Variety of

Food Types

• Cocktail

lounges

• Fireplace

• Views

• Private balcony

• Spas

• Boutiques

• Luxury Rooms/ Suites

• 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

FULL-

SERVICE

• 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

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%)

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

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

Technology Budgets by Hotel Type

Mean: per property, per year

Technology Budget Allocation

•Top Drivers of Hotel

Technology Spend

-Networking/

Bandwidth/

Connectivity

-Guestroom

Technology

-Property

Management

System

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

Top 5 Hospitality Objectives

1. Increase Revenue

2. Enhance Guest Experience

3. Improve Operational Efficiency

4. Reduce Costs

5. Gain Competitive Advantage

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, world-

class technical support, combined with Managed Services and Help Desk

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…

Hospitality Solutions

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

Cloud-based, Scalable Wi-Fi

Increase

Revenue

Enhance

Guest

Experience

Improve

Operational

Efficiency

Reduce

Costs

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)

Cloud-based, Scalable Wi-Fi

Router

Help Desk

Internet

vWLAN

Datacenter

Benefits

•Reliable and secure Wi-Fi

•Consistent guest experience

•Support multiple brands

•Optimize coverage and costs

•Leverage ADTRAN ProServices

ProCloud Wi-Fi – Worry-free Wi-Fi

Enhance

Guest

Experience

Improve

Operational

Efficiency

Reduce

Costs

Cloud Hosted and Fully Managed, Business-class Wi-Fi Service

•Guaranteed 99.99% uptime

•Secure, reliable Wi-Fi access

for guests and staff

•Scale across multiple

properties

•No Wi-Fi technical expertise

needed on-site

•Optional Help Desk

-24x7 support to resolve

guest

connectivity issues

•Freedom to migrate

ADTRAN is the only

manufacturer providing

Help Desk Service

with Wi-Fi equipment

Increase

Revenue

Worry-Free Fully Managed Wi-Fi

Router

ProCloud Wi-Fi

Help Desk

Internet

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

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

Increasing Bandwidth

Router

Internet

NetVanta 4430

NetVanta 5410

(100 – 750 Mbps)

(1 Gbps)

Benefits

•Improve guest Internet experience

•Higher bandwidths (up to 1 Gigabit)

•RapidRoute for increased

performance

•Stateful Firewall

Repurposing Existing Cabling

Enhance

Guest

Experience

Reduce

Costs

ActivReach on the NetVanta 1235P/1535P

•Provide high speed data and VoIP service

using in-building cabling (CAT3 or Legacy

Copper)

-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

•Avoid re-cabling costs

•Eliminate need for repeaters, more fiber

and additional switches for extended runs

Repurposing Existing Cabling

Benefits

•Improve guest Internet

experience

•Reduce CAPEX for network

infrastructure upgrades

•Improve operational

efficiency by repurposing

existing cabling

Enhance Switch Infrastructure

ActivChassis on the NetVanta

1600s

•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

•Manage distributed switches

across a campus up to 10 km

apart (6 miles)

•In conjunction the NetVanta

1131 RPS/EPS (redundant

power supply), helps deliver an

always-on network

Increase

Revenue

Enhance

Guest

Experience

Improve

Operational

Efficiency

Reduce

Costs

Enhance Switch Infrastructure

NetVanta 1638

5 Unit Switch Stack

CLOSET A

CLOSET B

Link

Aggregation

64 Gbps Backplane

NetVanta 1638P

3 Unit Switch stack

Single Logical Switch

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

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 intra-

building distribution

Increase

Revenue

Enhance

Guest

Experience

Improve

Operational

Efficiency

Reduce

Costs

Roadmap to Gigabit

GPON termination

in closet /

basement

Ethernet used to

distribute service

per floor

Media Converter

style ONT used to

terminate PON in

each room.

Campus deployment

utilizing GPON

aggregation to the

building and VDSL intra-

building distribution

TA5004

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

Certification

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

Success Story

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

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

Auberge du Lac à l’Eau Claire Resort,

Québec, Canada

•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 “Each time we sell an ADTRAN product,

we know that we are delivering a rock-

solid product that will allow our

customers to grow their business and

meet their telecommunications needs.”

Christophe Durieux

Sogetel, Director, Business Solution.

Four-season property resort located on a lake in Québec

Marketing

Enablement Tools

Awareness / Lead Generation

•Thought-leadership

-Hospitality Solution Brief

-10 Keys to Hospitality Wi-Fi

-Webinar

•Email/social media campaign

-Hospitality publications

-LinkedIn, Spiceworks

•Tradeshows

-Choice Hotels International

Convention (May 14-15)

-HITEC 2014 (Jun 23-26)

-HFTP Annual Convention &

Tradeshow (Oct 22-25)

Applicable Promotions

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

•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

Questions?

www.adtran.com/hospitality

HospitalityOverview_VAR_Webinar Hospitality Overview 05.15.14

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