3M Dynatel 965AM Quick Manual - page 4
3M™ Dynatel™ 965AMS Quick Guide with Competitive Analysis
5/14/2009
Communication Markets Division
Page 4
Competitor /
Market Position
Competitor Strengths
(What they do well and are likely to
emphasize)
3M Strengths
(What we should emphasize)
Fluke CopperPro
US: MEDIUM to STRONG
–
acceptable as a low-cost non-
modular test set. Sells to a
major US RBOC for construction
market and trying to get into to
installation & repair market.
International
:
LIMITED
Products:
CopperPro 990 (approx SP
$4000)
CopperPro Series II – Base
configuration (approx $1800)
What will they emphasize
•
Flexible programmable Autotest
•
Software upgrades over the internet
Wideband capability up to 18MHz
Caller waiting/Caller ID
•
Brand recognition in test equipment
ADSL inference test
Solid accurate unit,
Weakness:
•
Opens testing with noise results has
been shown to have inaccurate readings
•
Non-modular – external PODS
What we should emphasize
•
965AMS modem can report actual xDSL link and
sync statistics as reported by Module and DLSAM
connection vs. an inference test as reported by
“golden modem”
•
Large embedded base of previous
generation product (965DSP)
•
Recognized & trusted Dynatel brand
•
We have a modular design to meet evolving
needs over time.
•
External conformance to specifications and higher
accuracy
JDSU (formerly Acterna)
Worldwide:
STRONG
- started
in protocol test area, within the
last 5 years dominant in outside
plant. Broad product portfolio at
aggressive competitive prices.
Products:
(approx avg selling
price)
•
HST 3000-C ($4000 base
unit)
o
Full range of hardware
and software
o
Solutions
•
Smartclass - competes
against our 950
What will they emphasize
•
Modular >30 modules including all legacy
protocols - Applications include:
T1
,
DS3, PCM TIMS, PCM Signaling, DDS-
LL, Frame Relay, ADSL/2/2+, HDSL/2/4,
G.SHDSL, ISDN PRI, and ISDN BRI
•
Software upgrades over the internet
•
Broad test offering for multiple services
and industries
•
Fiber test modules
Weakness:
•
Small, hard to read display
•
Physical layer media tests are difficult to
use (navigation), speed of test execution
is slow (5X longer at times),
•
Lead times are currently long, approx 12
wks
•
Not waterproof or drop resistant, esp in
cold weather and with 30MHz unit
•
Durability suspect, repair cost and
turnaround time
What we should emphasize
•
3M focus is
Media Level Test – & “Best in
Class”
. If the customer really needs a T1
transceiver there are several low cost T1 testers
available in the market. Also we can do a T1
parametric test with the 965AMS , it has a T1
autotest that can be done with the FEDII or FEDIII.
•
SA30 (Pro30) and FEDIII with service specific
noise filters providing a clear advantage in wide-
band autotest measurements, band specific filters
for specific DSL band testing in noise mitigation
•
Unit more rugged, waterproof for OSP
environments
•
Increase media test modules flow to be best in
class in media tests
•
Display is clear, readable from 5 feet away, highly
visible even in bright sunlight
•
Large embedded base of product
•
Recognized Dynatel brand
•
Robust feature set for copper test functionality
•
More modules from 3M are under consideration
for release to include; FTTx /ONT Fiber testing
Fault Magnifier and others to address the voice of
the customer
Sunrise
US /Latin America:
MEDIUM
Sunrise positions itself as an
alternative supplier choice to
JDSU
APAC & LA - STRONG
Europe: LIMITED
Products:
MTT (fairly expensive
$5-6K)
They had a joint agreement with
Alcatel and everytime Alcatel
sold a DSLAM, they sold a
Sunrise
Financial difficulties ongoing
What will they emphasize
•
Many Modules – applications include
ADSL2+/ADSL2/ADSL, G.SHDSL,
HDSL2, IDSL, SDSL, VDSL and all
protocol testing from legacy applications
•
Very fast tester for DSL services
•
International footprint
•
Small Home Tester – VDSL testing,
MOCA, TDR wire mapping, COAX loss
•
Fiber test modules
Weakness:
•
Very fragile – big vent-hole on side
•
Modules have complex connectors with
pins that needs to be cooled with a fan
What we should emphasize
•
Rugged design for outdoor use
•
Large embedded base of product
•
Recognized Dynatel brand
•
Meets IEC IP 67 immersion in 6in of water for up
to 30 minutes.