Ascend Global Sales Accelerator: MAX 2000 Product Flash

Sales Tools

Selling Briefs

User Profiles

Pipeline 25-Px, 50 and 75 Family

Internet Access, Power Teleworker and Corporate LAN Solutions
Ethernet-to-ISDN Bridging, IP and IPX Routing with Compression

This selling brief focuses on Ascend's ISDN mid-range Pipeline¨ products targeting remote site to corporate LAN, Internet and teleworking applications. For high-performance, multiprotocol remote access routing applications see the Pipeline 130 Selling Brief.

Applications:

Entry and Mid-Range Pipeline Family

	Pipeline 25-Px, for Power Teleworker and Personal Internet Access Individual ISDN TCP/IP Router. High-speed ISDN communication for single user PCs connecting to corporate networks. Concurrent analog and ISDN support for modem, phone and/or faxes via two analog jacks to save the cost of an extra analog phone line.
	Pipeline 50, for LAN to Internet, and Corporate Access ISDN IP and IPX router, with multiprotocol bridging, ISDN BRI or leased line and optional firewall security for remote LAN to LAN environments.
	Pipeline 75, for High Performance Corporate/Internet Access ISDN router supports unlimited users for power teleworkers, Internet access, and LAN environments. Two RJ-11 analog phone jacks, IP and IPX routing, compression, and optional firewall for Internet security.

Applications:

Personal Internet and Teleworker access: Pipeline 25-Px
Remote Office Dial-up access: Pipeline 50
Corporate and Internet Access with remote management: Pipeline 75

Pipeline 25-Px, 50 and 75 Key Features
All Pipeline models feature:

Java-based GUI software to quickly and simply configure, save and restore Pipeline configurations from a PC or Macintosh. Runs over an Ethernet connection - eliminating the need for a VT100 terminal or terminal emulation package. Free with the included Pipeline Companion CD-ROM, or download the latest version at: ftp://ftp.ascend.com.
Maximum performance, minimum line costs through Dynamic Bandwidth Allocation (bandwidth on demand).
Up to 4:1 data compression (Pipeline 50 and 75 only).
Dynamic IP addressing and IP Network Address Translation through Ascend's Dynamic IP Access.

PPP, MultiLink PPP (MP), and MultiLink Protocol Plus (MP+).
NCSA Certified Secure Access Firewall. Integrated dynamic firewall software option for Pipeline 50, Pipeline 75 and the entire MAX family of WAN access switches. No special hardware is required.
PAP, CHAP, callback and token-based security.
Dual analog ports (Pipeline 25-Px and 75).

Ascend Pipeline Competitive Advantages

More Features and Capability For Less Money

Pipeline 25-Px - Full-featured ISDN IP Routing solution with analog support at a price comparable with external ISDN terminal adapters.
Pipeline 50 - The world's best selling remote office ISDN router which integrates proven performance, robust security options, and remote management capabilities with multiprotocol routing at an extremely competitive price.
Pipeline 75 - Combines the high performance, SNMP management and functionality of the Pipeline 50, with two analog ports to provide an ideal cost-effective corporate and Internet access.
Integrated Secure Access Firewall - The first fully integrated "stateful inspection" router firewall - priced at a fraction of the cost ofless secure and non-integrated security solutions. Certified by the National Computer Security Association (NCSA).

Total Solution From the Market Leader

Internet compatible - Ascend dominates the industry with a 56% share of the total access concentrator market and a 84% share of the total ISDN access concentrators1.
A scalable product family providing end-to-end remote access solutions.
Products which are cost-effectively tailored for specific applications.

1Dell'Oro Market Research Group, Q2 1996 publication (based on first half of 1996 market share analysis)

Selling Points

Compact design - modem-sized so it doesn't clutter the desktop.
Conserves IP addresses and Supports Private IP networks - Pipeline
25-Px accepts a network-provided IP address eliminating the need for an IP address for the PC. The Pipeline 50 and 75 support Network Address Translation allowing a private IP network to connect to the Internet.
Low cost of operation - patented Dynamic Bandwidth Allocation and MP+ saves money by increasing/decreasing lines during connection as needed to minimize line charges.
Best use of resources - two analog phone ports allow users to integrate voice, fax, or other services over the same ISDN connection to eliminate an extra analog line. Call routing directs calls to the correct analog device (phone, fax or modem).

New GUI Configurator minimizes customer installation time - Configure, save and restore configurations quickly with Ascend's new Java-based Pipeline Configurator. Less install time means lower installation costs and higher reseller margins.
Easy remote management - choose from Ascend Remote Management (Pipeline 25-Px model), SNMP, Telnet, or Syslog (Pipeline 50 and 75).
Scalable and comprehensive family - as remote access needs expand, scale up the extensive Pipeline family, but keep the same management tools and security features already utilized.

Shiva AccessPort

Lacks an optional integrated, dynamic firewall solution for maximum Internet security. Dynamic firewall software option is available on Pipeline 50/75.
Lacks advanced calling features on analog phone port as in Pipeline products (e.g., call hold, transfer, conference) - users are forced to give up features they normally have with analog phones.
Lacks support for token-based security - limits security in corporate LAN access applications. All Ascend Pipeline products support token-based security.
Unproven design with little shipping history. Pipeline products have been shipping for years with a solid field track record.

Symplex DirectRoute

A very small, under-financed company. Their ability to support and develop new products is questionable. Minimal shipping history for the DirectRoute makes this a high-risk purchase
No analog phone jacks, making it unsuitable for the small office/home office. Ascend Pipeline 25/75 include analog phone ports as standard equipment.
No configuration/management software bundled with it. Pipeline products come bundled with a Browser-based configuration utility and the MaxLink Client software (a ~$200 value)*.
No dynamic firewall software option or Token-based security for secure teleworking. Dynamic firewall software is available on Pipeline 50/75 as an option. Token-based security support is standard on all Pipeline products.

Third Tier Router Vendors

Trancell Webramp

A very small, under-financed company. Its ability to support and develop new products is questionable. Minimal shipping history makes any Trancell product a high-risk purchase.
No analog phone jacks, making it unsuitable for the small office or home office. Ascend Pipeline 25/75 include analog phone ports as standard equipment.
No SNMP management support, therefore it is difficult for corporate MIS to support teleworkers. SNMP management is standard on the Pipeline 50/75.
No Stac data compression (for up to 4:1 greater data throughput). Stac data compression is standard on all Pipeline 50/75 products.
The only differentiating feature of the Webramp is its integrated 8-port hub. However, if the hub or router portion of this product fails, you must bring down your entire network to get it fixed or replaced. More single points of failure!
No dynamic firewall software option or token-based security for secure teleworking. Dynamic firewall software is available on Pipeline 50/75 as an option.

Gandalf XpressConnect 5242i

Gandalf is very weak financially, losing money or breaking even for the past two years. Gandalf's ongoing ability to develop and support products is questionable.
The 5242i only has a single analog phone jack (vs. two for the Pipeline 25 and 75). This provides limited value in most small offices or home offices where both a phone and fax machine/modem is required.
The 5242i does not support industry-standard Stac compression for interoperable high-speed file transfers. This limits the value of the 5242i in Internet applications where high throughput is greatly valued.
The 5242i does not offer dynamic firewall software security for unauthorized Internet access. Dynamic firewall software is available on Pipeline 50/75 as an option.

Alternative Comparisons - Ascend Pipeline Solutions Offer the Best Value!

Bay/Xylogics CLAM

Only a single (optional) analog port for sharing an ISDN line with either a phone, fax machine, or modem. The Pipeline 25/75 comes with two analog ports.
No advanced calling features (call hold, transfer conference) on the analog port option like Ascend's Pipeline 25/75.
Limited status feedback with only one status LED as opposed to five on Pipeline products.
No integrated router/dynamic firewall solution for Internet security. Ascend has secure firewall option for Pipeline 50/75.
Lacks support for token-based security - limits security in corporate LAN access applications. All Ascend Pipeline products support token-based security.

3Com Office Connect Router 520

Only one analog telephone jack forces user to chose between having a - phone or fax line. The 25/75 comes with two analog ports.Pipeline
Lack of Multilink PPP support limits effectiveness in Internet access applications. Pipeline provides Multilink PPP support as a standard.
Lacks Stac data compression to limit potential throughput. Ascend Pipeline 50/75 supports Stac data compression for up to 4:1 throughput improvement.
Lacks advanced calling features on analog phone port (e.g. call hold, transfer, conference) - users are forced to give up features they normally get with analog phones.
Lacks an optional integrated, dynamic firewall solution for maximum Internet security. Dynamic firewall software option is available on Pipeline 50/75.
Lacks support for token-based security - limits security in corporate LAN access applications. All Ascend Pipeline products support token-based security.

3Com AccessBuilder Remote Office 500

Larger, bulky design. Ascend Pipeline products are compact and convenient for desktop use.
Only one analog telephone jack - forces user to chose between having a phone or fax line. Ascend's Pipeline 25/75 have two analog phone jacks.
Lacks advanced calling features on analog phone port as with Pipeline products (e.g., call hold, transfer, conference) - users are forced to give up features they normally have with analog phones.
Lacks an optional integrated, dynamic firewall solution for maximum Internet security. Dynamic firewall software option is available on Pipeline 50/75.
Lacks support for token-based security - limits security in corporate LAN access applications. All Ascend Pipeline products support token-based security.

CiscoPro 766

Extra charge for features (~$300* for support of four or more users, ~$150* for compression) compared to what is standard in Pipeline 50/75.
Lacks integrated, dynamic firewall solution for Internet security. Pipeline provides this option.
Large footprint takes over precious desk space. Pipelines are compact and convenient for desktop use.
Unproven design with little shipping history. Pipeline products have been shipping for years with a solid field track record.

CiscoPro 1004

Software other than basic bridging is sold separately as an expensive FLASH memory upgrade. Ascend Pipeline 50/75 bundle in router software at one low price.
Only has 10BaseT Ethernet support. Ascend Pipeline products provide AUI and 10Base-T Ethernet - offering greater cabling flexibility.
RJ45 console port uses a custom cable. Ascend uses industry-standard RS232 DB9 terminal port connector.
Cisco charges extra for cabling (e.g., 10BaseT cabling, ISDN connection cable). Ascend provides industry standard cabling in the box for quick connection.
Cisco 1004 routers are twice the size and weight of the Pipeline products. Pipeline products are compact and light for easy desk or wall placement.

Motorola Vanguard 311/312

IPX routing is ~$300 extra*. Ascend Pipeline 50/75 bundle in router software at one low price.
Lacks advanced calling features on analog phone port as provided in Pipelines (e.g., call hold, transfer, conference) - users are forced to give up features they normally have with analog phones.
Lacks an optional integrated, dynamic firewall solution for maximum Internet security. Dynamic firewall software option is available on Pipeline 50/75.
Lacks support for token-based security - limits security in corporate LAN access applications. All Ascend Pipeline products support token-based security.
TFTP support for network-wide software downloading is an option. This is a standard in the Pipeline family.

* All pricing references are in US dollars and refer to the North American market.

Pipeline 25-Px and 50 Features

S/T interface (no NT1)

P25-1S-PX-x* Pipeline 25, ISDN IP Router, 2 RJ-11 analog phone jacks, no NT1

Pipeline 25-Px Features

One ISDN BRI port (S/T interface)

Two analog phone ports with advanced call features - hold, drop, conference and transfer

Ethernet support eliminates the need to change DIP switches or set IRQs, and sidesteps serial port bottlenecks.

Dynamic IP routing

Pipeline 50 Back Panel

S/T interface
P50-1SBRI-x*	Pipeline 50, S/T Interface

Secure Access Firewall Software
P50-SWUP-ASA	Shrink wrapped Secure Access Firewall for P50 (to upgrade an existing Pipeline 50 without firewall)
Pipeline 50 Features One ISDN BRI (S/T interface) Transparent bridging, IP and IPX routing SNMP management	Unlimited number of users Integrated Secure Access Firewall option IP Network Address Translation (NAT)

* X denotes country specific product. Please refer to the model list.

Pipeline 75 Features - Pipeline 75 Back Panel

S/T interface
P75-1SBRI-x*	Pipeline 75, S/T Interface

Secure Access Firewall Software
P75-SWUP-ASA	Shrink wrapped Secure Access Firewall for Pipeline 75 (to upgrade an existing Pipeline 75 without firewall)
Pipeline 75 Features One ISDN BRI port (S/T interface) Two analog phone ports with advanced calling features Transparent bridging, IP and IPX routing SNMP management Unlimited number of users Integrated Secure Access Firewall option IP Network Address Translation (NAT)

Selling Tip: Securing the Firewall Add On Sale

Firewall security is a great add on sale - it secures against Internet attack, is cost-effective, and comes integrated in Pipeline products or as a simple software upgrade. So why should corporate customers deploy firewalls? Firewalls protect information from attack via the public Internet. By integrating Ascend's NCSA-certified firewall, perimeter protection and simplified security management can be deployed cost-effectively enterprise-wide. NCSA certification assures firewall security is tested against a suite of known attacks - including SATAN and other automated probes. Secure Access Firewall uses "state full inspection technology," which dynamically adapts to network traffic to provide finer granularity and security than static packet filtering. For example, during a FTP download, Secure Access Firewall opens only those specific access ports required, for only as long as needed, then automatically closes the ports at the end of the session. Conversely, traditional static packet filtering opens all access ports, giving hackers an opportunity to probe the network. Security administration includes logging and reporting attempted security breaches. Also supported is user authentication, encryption, callback, calling line ID and RADIUS, and third party security add-ons.

	Ascend Pipeline 25-Px	Ascend Pipeline 75	Bay Networks Clam	3Com OCR 520**	Cisco 766	Motorola Vanguard 312	Shiva AccessPort
Price (MSRP)
Base Price	Low	Mid	High	High	Mid	High	High
Key Features
Bridging	*	*	*	*	*	No	*
IP Routing	*	*	*	*	*	*	*
IPX Routing	No	*	*	*	*	Option	*
Analog Phone Jacks (Rj11)	2	2	1	1	2	2	2
Advanced Calling Features	*	*	No	No	*	*	Limited
Multi-User/Unlimited	1	Unlimited	*	*	4	*	*
Multilink PPP Suport	*	*	No	No	*	*	*
SNMP Support	No	*	*	*	*	*	*
Stac Data Compression	No	*	*	Proprietary	Option	Proprietary	No
Security
PAP & CHAP	*	*	*	*	*	*	*
Token-based Security	*	*	No	No	No	No	No
Dynamic Firewall Support	No	Optional	No	No	No	No	No

**Office Connect Remote 520

	Ascend Pipeline 50	Bay Networks Clam	3Com OCR 520	3Com AB500	Motorola Vanguard 311	Cisco 1004	Shiva AccessPort
Price (MSRP)
Base Price	Mid	High	Very High	High	Mid	High	Very High
Key Features
Bridging	*	*	No	*	No	*	*
IP Routing	*	*	No	*	*	Option¹	*
IPX Routing	*	*	No	*	Option	Option	*
Multi-User/Unlimited	Unlimited	*	*	*	Unlimited	*	*
PPP Suport	*	*	*	*	*	*	*
MP Support	*	No	No	No	*	*	*
SNMP Support	*	*	*	*	*	*	*
Stac Data Compression	*	*	No	Not Stac	Not Stac	No	No
Security
PAP & CHAP	*	*	*	*	*	*	*
Token-based Security	*	No	No	No	No	No	No
Dynamic Firewall Support	Optional	No	No	No	No	No	No

Prices as of November 1996. Prices subject to change.
^¹^{IP and IPX
routing for Cisco 1004 drive price up approximately US $1,000 in
the North American Market.}

Bridging	No	Yes	Yes	Yes
IP Routing	Yes	Yes	Yes	Yes
IPX Routing	No	Yes	Yes	Yes
POTS	2 Rj-11	No	2 Rj-11	No
Number of users	1	Unlimited	Unlimited	Unlimited
SNMP	No	Yes	Yes	Yes
Data Compression	No	Yes	Yes	Yes
Secure Access Firewall	No	Optional	Optional	Optional
Market Position	Low-Cost Personal Dynamic IP Router	Best-Selling ISDN Router Worldwide	Best Corporate Teleworker Bridge/Router	Lowest-Cost Frame Relay/ISDN Bridge/Router

Why Partner with Ascend?

Market leadership - enhanced name recognition and credibility with your customers
- 56% dominance of the access concentrator market (analog & ISDN ports)*
- 84% of total ISDN access concentrators*
Ensured Internet interoperability - 28 of 30 largest ISPs use Ascend's central site products. Assures end user compatibility, shortens VAR sales cycle, and reduces support demands when selling Pipelines
Technology leadership - more remote access features than any other vendor
Complete remote networking solution with remote and central site products to fit every need

*Dell'Oro Market Research Group, Q2 1996 publication (based on first half of 1996 market share analysis)

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