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Why did Avici form a separate unit for this product?
Soapstone was established as a separate unit because it has different objectives from the router business; also it was felt that there should be a firewall between the two operations.
Does Avici envisage new hardware initiatives to leverage Soapstone?
Not currently. Soapstone is intended to enable a wide range of hardware to deliver high value services - to add value to equipment from any vendor. The software can be loaded on an ATCA form factor or just as easily on an IBM blade server.
Avici believes that what we are doing is the next stage in the evolution of networking equipment like routers - with the intelligence residing in the software. This will not preclude the development of new hardware or the addition of new boxes into the network, but it will dictate different types of hardware.
How will resources be allocated between Avici and Soapstone, and is it possible that Avici as a hardware vendor would be run-down?
Soapstone currently has twenty staff and is actively recruiting, particularly R&D staff in the areas of OSS and XML. The unit is also planning to increase sales and marketing personnel.
We're taking advantage of the synergies between the two business units where that makes sense but we're also committed to our major customer for the router business.
Is Soapstone applicable to any network architecture, anywhere worldwide?
Yes. Soapstone is designed to facilitate the inter-provider interaction - for example enabling an emerging service provider to deliver services out-of-area by establishing relationships with other carriers. It is also suited to specialist service providers such as IP-Only, which operates a Layer 3 network based on Avici routers and has recently announced a Layer 2 Ethernet network based on Extreme Networks.
In addition, Soapstone could be a tool for equipment vendors wishing to move into the carrier space or for OSS players that need to know what is going on in the transport network to make their own solutions more valuable.
An example would be an Ethernet switching company that wants to support PBT to expand from the enterprise sector to the service provider market. It is about shifting control from current suppliers to new ones aligned with the interests of the carrier.
How customisable is Soapstone and how much customisation is required for each customer?
Soapstone is based on an SOA architecture, which is a highly customisable software environment. Beyond that, the software can be utilised to take on network tasks as required to enable features such as bandwidth reservation, for example. MPLS does not offer this facility, but via Soapstone it can be supported.
For Avici, customisation primarily means adding features to the software. The product is modular to allow customisation without a fundamental re-design.
There is a professional services element to Soapstone; new capabilities will be developed in association with partners and customers. Avici will operate an indirect selling model with Soapstone.
Soapstone is being developed using Agile/Extreme Programming, which is intended to enable the rapid development of new capabilities in response to market demand. The software encompasses elements of SOA as well as NGN OSS. New OSS products are being developed for the NGN environment and are expected to become a significant market opportunity.
Do you think that Soapstone could suffer as a result of being a pioneering solution, as Avici did originally with its scalable router?
Avici suffered in part because it was addressing a specific market segment with limited potential customers, plus the bubble burst at the wrong moment. Soapstone is applicable to almost any carrier, as it addresses issues that all carriers are currently facing.
As an example, one of the first applications we are targeting is PBT which has gotten the attention of many carriers as well as many vendors. BT, for example has openly discussed its PBT activities in a simple VPN environment - offering a VPN service between two points using PBT. The company has found that this service meets the needs of many small business customers. For this application, PBT can deliver immediate ROI to the carrier.
To quantify this statement, to deliver a 10 Gbit/s service on a port currently costs a minimum of around $25,000; using PBT the same service can be provided at a fraction of the cost a on a less expensive Ethernet switch.
Regarding BT, did Avici develop Soapstone as a result of discussions with the carrier?
Soapstone was developed in response to what we were seeing in the market as unmet need. BT and many other carriers have been very public about their requirements for NGN including the need for a virtual control plane.
Avici is actively participating in industry bodies such as Ipsphere which have participation from carriers across the globe and along with vendors are coordinating the development of a business framework for inter-provider services.
It is interesting to note that U.S. carriers were the prime drivers of significant technology developments in the past, now it tends to be the European and Asian service providers that are pushing the envelope. The inter-provider problem is being addressed by international carriers first due partly to the nature of the networks in these regions, particularly their experience in the mobile sector.
In discussions with AT&T in 2006, the company laid out ideas for optical integration along the lines of PBT, although the concept did not at the time exist.
Does Soapstone have any competitors?
I am not aware of any direct competitors that are presently offering solutions. There are companies that provide parts of the Soapstone product, but not the complete solution.
In general this issue is being addressed by network management software vendors that are attempting to move up the chain - approaching the problem from the opposite direction to Soapstone.
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