3M Dynatel 965AM User manual

3M™ Dynatel™ 965AMS Quick Guide with Competitive Analysis
5/14/2009 Communication Markets Division Page 1
Value Proposition
For the &R and instruction technicians, Splicers, Cable repair and Maintenance Outside plant craft , 3M
is the best in class in coppe media level testing ie fault detection, location, isolation and repair (cable
resurrection and rehabilitation). Telco operators are striving to deliver higher speed broadband services
and a limiting factor is the condition and signal integrity in the outside plant. The 3M™ Dynatel™
965AMS Pro30 which includes the VDSL2 all in one module, SA30 and available FED , provides fast,
accurate, easy to use & interpret, fault identification and locate in the copper media layer, all in a
modular, reliable and durable test set. With over 100 years of diagnostic experience built into the Expert
Pair AutoTest, the Dynatel™ 965AMS is designed to guide the technician as he conditions the copper
outside plant for broadband services up to and including VDSL2
Why Now ? Target Customer,
Market Segment
Triple Play – Voice, Video and Data: Demand for bandwidth is increasing and many major telcos are upgrading
their copper plant to DSL services such as VDSL2 to provide delivery of triple play service, including PTV. Smaller
independent companies and competitive exchange carriers are also considering deployments of VSDL2. n the
North American market, this is critical in order to stay competitive with the cable TV companies who are also
offering triple play services.
PTV Deployment:
Loss of Experienced Technicians – High turnover in recent years combined with loss of “tribal knowledge” in the
workforce means that technicians now require more intelligent and capable test instruments than in the past.
ncreased bandwidth requires a more robust network: Previously, under-maintained copper networks were
adequate for delivery of POTs and even lower speeds of data. However, as the demand for existing copper
networks to deliver higher bandwidth increases, the performance and signal integrity of the network becomes
critical, leading to the need for conditioning and rehabilitation of the network.
LEC, CLEC,
ndependent
telephone
companies
Anticipated
Feedback /
Objection
Cla ify the
Unde lying
Conce n
Answe & Explanation
Price Unit cost Price competitive, Total Cost of Ownership Model – virtually eliminates/reduces repeat installations
and repeat trouble (No trouble found), chronic trouble, reduce truck rolls, increase craft productivity,
Complexity Offers more
than
understand
Bring in tech service or Business Development to help discuss features and aid in customer
understanding. Can arrange Webina s at any time with Technical Service and/or Business
Development
During evaluation and after purchase, technical service engaged in process and available for help
via hotline or Webinar, remote control of 965AMS via internet / broadband connection
Complexity Offers more
than need
f VDSL2 is not being deployed (deploying ADSL2+ or below), other testers are available:
965AMS Lite (fully upgradeable to Pro2 and Pro30
950ADSL2+ (lower cost, does not include fault id and SA)
RFL second
pair
Do not have
another pair
or access to
end of loop
Second pair is not required, use single pair
Can also use optional fault magnifier module and optional TDR live differential mode. No need to
have access to T&R for strap (not needed)
Size Too big and
too heavy
t is ergonomically designed for easy operation and design optimized to offer one of the largest and
easiest to view (in sunlight, range of contrast) displays. Comfortable to use and hold all day by
typical user.
Soft case only
covers 1/2 unit
Do not like
half case
Will be switching to full case for all units starting 2009
Small selection
of modules
Will a module
need be
available
Our base unit has much more built in capability – thus less modules are required. i.e.. Especially for
Cu testing. Several modules will be available Fiber and Cu.
Lack of multi
pair testing
VFED25 will allow AMS to do multi pair testing. (up to 25 pairs)

3M™ Dynatel™ 965AMS Quick Guide with Competitive Analysis
5/14/2009 Communication Markets Division Page 2
Feature (What is it?) Advantage (What does it do?) Benefit – What does it do for the customer?
Fault Identification &
Location
RFL & TDR functions some of the best in
the industry for media level testing. 3M
has focused most of our research &
development into the MEDIA level which is
part of the Dynatel brand promise
As Telcos offer higher levels of service, problems in the
OSP copper media layer continue to be one of the biggest
obstacles to service reliability – the Dynatel Meter is
designed “Guide the C aft with its Easy to Use C aft
F iendly featu es” and give him an All-in-One Tool to
diagnose media level problems quickly, accurately and
easily
Expe t Pai Test (fo
Vacant Pai s)
Built in knowledge base system which
incorporates 100+ yea s of 3M
diagnostics expe ience. dentifies type of
fault & suggests the next steps depending
on type of fault, no craft interpretation or
experience necessary
Over time, helps train the technician on fault D & locating.
Expert Pair Test intuitive approach resulting in reduced
technician training time and improved craft productivity
Measu ement accu acy Proven accurate and reliable in field in a
variety of environments, even under
conditions for high noise when there is
increased voltage on line
Accurate readings reduces false digs, hence reduces TCO
of network. t also reduces repeat calls as the problem in
the network is fixed on first try.
La ge, easy to ead
Sc een with 3M™ Vituiki™
enhanced film
Highly visible in all lighting conditions, even
in bright sunlight or during over-cast days
and even with polarized sunglasses.
Better working environment for technicians, easier to
navigate and more information can be displayed
Envi onmental Du ability–
wate eme sion (IP67) and
5 foot d op onto conc ete
P67 rates the unit to be fully immersed into
water for 0.15 meters for 30 min. Survives 5
foot drop onto concrete with no damage to
unit.
Operates in real world outside plant conditions – rain, cold,
heat, mud, dust, wing and will not be damaged if dropped
into a puddle – reduces maintenance costs, less down-
time caused by units in the repair shop
Low Wa anty Retu n
Rate
Legacy Dynatel 965DSP equipment has a
very low warranty return rate
Durable & Reliable, spend more time in the field and less
in the repair shop with Dynatel
Fa End Devices (FEDII
and FEDIII)
The 3M Far End Device (FED) is one of the
best in the industry – it is simple to use &
allows single technician operation of dual-
ended measurements. The FED
provides up to 30 MHz – VDSL2. Has the
ability to locate faults with the AMS. Expert
pair auto test – Utilizing the FED /FED
increases list/type of faults that the AMS
can D and locate FED off state battery
life > 1 year.
Designed to increase productivity and reduce costs of
provisioning broadband services – only one meter needed
when used with a FED.
Reduce Truck Rolls. Reduce ($$$) Technician Time
required to shoot trouble.($$)
Far End Device – leave one in each CO for those
situations where CO to field testing is needed. Off state
battery life of > 1year. Perfect for CO Use and OSP.
Spect um Analyze - SA30
(pa t of P o30 option).
Complete suite of xDSL
qualification tools – E, F, G,
H1 – H4 Filters for SDN to
VDSL2, with special
support for USO upstream
3M is one of the only known providers that
provides a complete solution for all these
service types and defines the VDSL2 filters
by VDSL2 profiles. Some competitors look
at the entire spectrum which gives almost
meaningless results. US0 (upstream 0)
supports upstream performance
qualification on longer VDSL2 loops.
Allows customer to do meaningful noise measurements for
the type of service they are deploying – allows single
number measurements that do not require interpretation –
allows this to be integrated into Auto-Test. Customer can
demonstrate the performance of both directions on the
VDSL2 offering.
SA30 (P o30) – multi-level,
mpulse noise counter with
adjustable blanking periods
Allows you to count transient noise
occurrences on the line and log them
according to their severity – how many, how
big, how often do they occur – effectively
giving 3 counters, each with a
programmable thresh-hold and blanking
interval”
Helps to determine the presence of transient effects that
can affect PTV and other applications and look for
sources eg noisy AC generator, arching power tower and
adjust for it or eliminate it

3M™ Dynatel™ 965AMS Quick Guide with Competitive Analysis
5/14/2009 Communication Markets Division Page 3
965AMS Lite 2009 Value Map
3M
Fluke
Exfo
Sunrise
3M after Launch
JDSU
-60
-50
-40
-30
-20
-10
0
10
20
30
40
50
60
-60 -50 -40 -30 -20 -10 0 10 20 30 40 50 60
Benefits (% above/below avg.)
Price (% above/below avg.)
Feature (What is it?) Advantage (What does it do?) Benefit – What does it do for the customer?
Voice band spect um
analyze (Noise
Mitigation)
Available in all 965AMS units - used to
identify power influence that comes from
power lines – looks at power harmonics and
identifies problems
Helps with noise mitigation, esp power influence (P ) ie
identify and locate narrowband noises on the line and also
identify sources of narrowband noise that cannot be heard.
Telcos need to know how find and diagnosis these
problems and how it affects their xDSL service
deployments. Use to identify bonding and grounding
issues.
VFED25 (available 2009) Allows double ended testing via 25 pair
relay matrix controlled via DTMF tones.
Allows you to test up to 25 cable pairs at
once with one unit to qualify lines for DSL
speeds. Also does FED functions.
Bulk pre-qualification of DSL service, up to VDSL2 –
allows customers to update their data records and qualify
lines for DSL service. Helps marketing to identify & target
potential customers/areas for DSL service.
Enhanced TDR (fault
magnifie module)
Allows craft to find light intermittent resistive
faults that are voltage/current activated) –
visually magnifies a light, intermittent fault.
With optional live differential mode of TDR.
Allows single-ended testing of light and intermittent faults
that may be difficult to locate. Alternative to RFL when
there is not a separate good pair available to use. May
even see some faults RFL may miss.

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 Coppe P o
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.
Inte national: LIMITED
P oducts:
CopperPro 990 (approx SP
$4000)
CopperPro Series – Base
configuration (approx $1800)
What will they emphasize
•Flexible programmable Autotest
•Software upgrades over the internet
Wideband capability up to 18MHz
Caller waiting/Caller D
•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 (fo me ly Acte na)
Wo ldwide: STRONG - started
in protocol test area, within the
last 5 years dominant in outside
plant. Broad product portfolio at
aggressive competitive prices.
P oducts: (approx avg selling
price)
•HST 3000-C ($4000 base
unit)
oFull range of hardware
and software
oSolutions
•Smartclass - competes
against our 950
What will they emphasize
•Modular >30 modules including all legacy
protocols - Applications include: T1 ,
DS3, PCM T MS, PCM Signaling, DDS-
LL, Frame Relay, ADSL/2/2+, HDSL/2/4,
G.SHDSL, SDN PR , and SDN BR
•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” . f 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 FED or FED .
•SA30 (Pro30) and FED 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
•ncrease 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
Sun ise
US /Latin Ame ica: MEDIUM
Sunrise positions itself as an
alternative supplier choice to
JDSU
APAC & LA - STRONG
Eu ope: LIMITED
P oducts: 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, DSL, SDSL, VDSL and all
protocol testing from legacy applications
•Very fast tester for DSL services
•nternational 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 EC P 67 immersion in 6in of water for up
to 30 minutes.

3M™ Dynatel™ 965AMS Quick Guide with Competitive Analysis
5/14/2009 Communication Markets Division Page 5
Enter product line being modeled:
Enter total number of competitors:
5
Competitor A Competitor B Competitor C Competitor D Competitor E Competitor F
Key Buying Influences
Relative
3M JDSU Fluke Exfo Sunrise 3M after Launch
That
Differentiate
Products Weight Perfomance Score Perfomance Score Perfomance Score Perfomance Score Perfomance Score Perfomance Score Perfomance Score
Total =100
1 to 10
1 to 10
1 to 10
1 to 10
1 to 10
1 to 10
1 to 10
1
Price 20 9 180 7 140 10 200 5 100 2 40 9 180
2
Durability 20 9 180 5 100 8 160 5 100 5 100 9 180
3
Ease of Use-Physical Layer 20 9 180 8 160 5 100 8 160 5 100 9 180
4
Protocol 10 2 20 10 100 5 50 5 50 10 100 2 20
5
Support-Training 15 8 120 6 90 5 75 5 75 5 75 8 120
6
Modular 15 9 135 9 135 2 30 8 120 7 105 9 135
7
8
9
10
100 815 725 615 605 520 815
3M
JDSU
Fluke
Exfo
Sunrise
3M after Launch
Avg.
Benefits
815.0 725.0 615.0 605.0 520.0 815.0 819.0
% above or below avg.
0 -11 -25 -26 -37 0 -100
Price 3,095.00$ 3,400.00$ 2,700.00$ 3,900.00$ 4,500.00$ 3,795.00$ #####
% above or below avg.
-28 -21 -37 -9 5 -11 -100
965AMS Lite
•Poor display
•Missing long balance – copper testing is
weak, basic TDR
Competitor /
Market Position
Competitor Strengths
(What they do well and are likely to
emphasize)
3M Strengths
(What we should emphasize)
EXFO (formerly Consultronics)
No th Ame ica: Strong in
Canada, small presence in US
Inte national: Some success
with Colt Series
P oducts:
•P3 Cable Shark ($4375) -
media
•Colt 450P ($2375) – protocol
tester – VDSL2 modem and
PTV testing
•AXS-200/635 VDSL2
What will they emphasize
•Patent on nference Test – predict bit
rates
•USB download to PC
•PTV Stronger with Colt 450P
Weakness: (Cableshark)
•Tablet based PC unit
•Not modular
•Not rugged or waterproof
Weakness: (AXS-200)
•Not rugged (water resistance), new to
market, small installed base
What we should emphasize
•Rugged design for outdoor use
•Large embedded base of product
•Recognized Dynatel brand
•Meets EC P 67 total immersion in 6 inches of
water for up to 30 minutes.
Spi ent
Wo ldwide: LIMITED. Strong in
CO test equipment. During
2007, released a handheld
product to compete in OSP.
STRONG IN UK ma ket
Products: (approx avg selling
price)
- TECH-X ($3000 )
- VDSL2 module recently
released
Financially insecure
What will they emphasize
•Good suit of tests
Weaknesses
•Not comprehensive on media test
•Rely heavily on modem diagnostics
•Small installed base
•Not a proven product/solution
What we should emphasize
•Rugged design for outdoor use
•Large embedded base of product
•Recognized Dynatel brand
•Meets EC P 67 immerse in 6in of water for up to
30 minutes.