Spark Product Proposition:

Cloud Connect WAN

Prepared by: Managed Networks Squad
Date: October 2021

1
Version
Version Modified by Comments
0.1 Managed Networks Squad Working draft

1.0 Managed Networks Squad Published version on Product & Service Catalogue

1.1 Managed Networks Squad Content updates from training presentation

The Proposition Wheel
Purpose: To drive an “End to End” thought process when
developing new products/services/campaigns.

When is it used: The wheel should be used in any customer

impacting product, service and (more holistically) for marketing
campaign development to ensure an end-to-end view is taken.
The proposition document, which provides the detail for each
spoke, evolves from concept to completion.

Initially used at a high level to provide an overview for the

Concept – Launch gating stages, the document becomes more
detailed as the initiative is further defined and implemented.
Once completed, it is the master information source used to
brief and train key internal stakeholders who will be involved in
development, delivery, sales or support of the initiative.

This document should be revised and updated during the full

lifecycle of the product or initiative so that it is always a “current”
view and doesn’t become out of date.
Content
1. What – Everything you need to know about what this product is
2. Who – What type of customers is the product/service aimed at and what is the CVP
3. Competitor Offers – What products are we competing against
4. Price – Information on product pricing
5. Hear – How customers and our people going to hear about it
6. Sell – All the information, tools and processes you need to sell this
7. Buy – How customers buy this service and what the processes are
8. Provision/Install – All the information and process related to getting this service up and running
9. Use – How the customer will use and interact with the service
10. Pay – How they pay for it and what it looks like on the bill
11. Service – How they get help and support if they need it
12. End – What happens when/if they decide to terminate
13. Appendix – FAQ and any other relevant information you need
1. What
What is Cloud?

A Word on Cloud Computing

• In a way, Cloud computing is a broad term which refers to a collection of services that offer
businesses a cost-effective solution to increase their IT capacity and functionality

It is on-demand availability of computer system resources, without direct active

management by the user/organisation. The term is generally used to describe resources
available to many users over the internet. Three distinguishing capabilities of cloud
computing are:
• Flexible compute
• Data storage
• Networking

• Distinguishing features offered by cloud computing solutions (or platforms):

• self-service and zero-touch provisioning
• security, access, identity management
• scale and compliance

Source : Wikipedia
Who are the leading cloud computing platforms?

Leading Cloud Computing Platforms

Overall leaders
What is a Multi-cloud environment evolution?

Cloud Computing Environments – Evolution

Depending on their specific requirements,
businesses choose where, when and how they
leverage features and capabilities of cloud
computing provided by different cloud platforms in
different configurations
1. On premises / local cloud
2. Public cloud
VMC
3. SaaS clouds
What are the trends?

Digital Race to the Cloud

The proportion of Enterprise IT Spending
on Public Cloud Computing continues to Public Cloud Services End-User Spending Forecast

USD Millions
increase. $400,000
Bus. Processes aaS PaaS

$350,000 SaaS IaaS

DaaS Security Services

Worldwide end-user spending on cloud $300,000

services is forecast to grow 18.4% in 2021 $250,000

to total $304.9 billion, up from $257.5
billion in 2020, according to Gartner. $200,000

$150,000

$100,000
Some experts expect that the global
Covid-19 pandemic will result in a faster $50,000

cloud adoption curve – compressing a 10- $-

year time frame to only 2-3 years. 2019 2020 2021 2022
Conclusion : Why businesses are moving to the cloud

Race to the Cloud – Business Drivers

Operational Efficiency Operational Costs

• Effective remote work capabilities • Reduced licensing and IT Costs
• Accelerated tech adoption and rapid testing and • Zero capital expenditure on software
deployments of outputs
• Lower real estate costs
Businesses want to • Truly differentiated tech (interoperability with high tech
vendors and clients) • Reduced data storage costs
leverage capabilities
and features for cloud • Freedom from legacy-tech that holds you back • Elimination of upfront hardware purchases
• Superior collaboration (sharing content and media) • Offload maintenance costs
• Ease of scale up and down • Minimise human error costs
• Improved customer relationships (CX, UX, apps, • Improved security
automation)

Outcome for business Competitive business (lean, Agile and innovative organisation)
What are the challenges that customers face?

Cloud Adoption – Challenges Businesses Face

2. Establishing enterprise
1. Cloud migration planning : network connectivity to the
• Establish cloud financial management
discipline (business case, cost vs benefit) cloud(s)
• Build and/or acquire knowledge and • Compliance requirements on
capabilities secure connectivity
• Which cloud platform(s) to move to? • Network quality
(AWS, Azure, Oracle, Google, IBM) • Network configuration
• What resources to move? • Cost optimisation with multi-cloud
• When to transition? environments
• Service management

Opportunity for Spark to provide solution

that can address cloud connectivity
challenges customers face as they
move resources to cloud platforms
What are the challenges that customers face?

Enterprise Network Connectivity to the Cloud

Customer Needs Desirable Product Features

Secure private connectivity (instead of public internet)

Secure connectivity
Cloud peering options to match security policies

Resilient core network

Reliable connectivity
Diverse connectivity between gateway and clouds
Diverse point to point connectivity option

Quality of service experience Low latency

Consistent speed

Flexible network configurations

Customer managed routing
Customers are looking Dedicated and scalable speeds
for secure and reliable
Cost optimisation connectivity to the Cloud
Competitive pricing

Service level management

Managed 24/7
What is Cloud Connect?

What is Cloud Connect?

Cloud Connect is the Spark solution for

Cloud Connect
customers to extend their enterprise network
directly into cloud computing platforms over a
dedicated, secure and private connection

Key Product Highlights

• Consistent and reliable performance
• Secure, private access to Cloud Service Providers (CSPs)
• Supports multiple network environments (layer 2 [Azure only] and layer 3)
• Flexible bandwidth options
• In built network security
• Monitored proactively by Spark’s Network Operations Centre (NOC) 24/7, 365 days per year
• Managed to agreed functional performance targets
What are the Cloud Connect product variants?

Cloud Connect – Product Variants

• Cloud Connect product
variants to support different Network Environment Spark Cloud Connect
customer network Environments Supported by Cloud platforms Product Variant to support Environment
environments.

• Our customer’s network

Point-to-point connectivity over
environments (or network Cloud Connect
Carrier Ethernet network (Layer 2)
layers) in turn dictate how ExpressRoute
customers want to setup
connectivity to cloud
platforms.

• Cloud Connect supports both IP and BGP peering over customer’s

WAN (Layer 3)
Cloud Connect WAN
network environments (layer
2 and layer 3)
What are the Cloud Connect product variants?

Spark WAN Flex

Cloud Connect – Product Variants
Cloud Connect Carrier Ethernet Cloud Connect WAN
Only available for Azure as Cloud Connect ExpressRoute

WAN Flex Access

Cloud Connect CE
Spark Carrier Ethernet Cloud Connect WAN
Microsoft
Azure Box

Customer ExpressRoute
Customer Customer
Gateway Gateway
Site Gateway

Point-to-point Ethernet Connection Any-to-any (IP VPN) networks

• Layer 2 Ethernet Service • Connects customer’s Layer 3 MPLS WAN to the cloud
• Based on Spark’s Carrier Ethernet product • Based on Spark’s WAN products
• Current service offers connectivity only to Azure • Offers connectivity to a range of cloud service providers
• Current connections are to Azure, AWS and Google Cloud
What is Cloud Connect Value Proposition?

Cloud Connect – Core Value Proposition (for both CE and WAN)

Flexible Reliable & Secure The Spark Advantage

• Setup up hybrid and multi cloud environments for

your customer network

• Connect to multiple cloud platforms • Extensive infrastructure across New Zealand –

• Fully diverse and geographically diverse Spark
• Support connectivity from Carrier Ethernet, WAN more than 120 Spark (on-net) and third-party data
network
centres across New Zealand
and SD-WAN networks
• Secure, dedicated bandwidth connectivity to cloud
• Scalable bandwidth based on computing • No physical handover between any domestic
providers
requirements service providers
• Consistent service experience without service
• Easy setup for existing WAN, Carrier Ethernet and • Easy config for existing Spark WAN customers/no
degradation
SD-WAN customers (no physical build for existing impact on their existing environment
• Managed service wrap with business-grade SLAs
• Technical expertise and knowledge - consultancy
WAN/CE customers)
• Competitive pricing support for migration
• Faster proposal and solution design based on
simple product construct
Cloud Connect WAN – Product Details
What are the highlights of Cloud Connect WAN?

Cloud Connect WAN – Customer Needs vs Product Features

Establishing Cloud Connectivity - Customer Needs Cloud Connect Product Highlights
Secure private connectivity (instead of public internet that
Secure connectivity has the risk of DDoS attacks)
Cloud peering options to match security policies

Resilient core network

Reliable connectivity Diverse connectivity between resilient gateway and clouds

Low latency and consistent speed

Quality of service experience Ability to connect WAN to Cloud Connect across New
Zealand with no physical handover between Spark Core
and other domestic service providers
In built network security
Flexible network configurations
Dedicated and scalable bandwidth options
Customers are looking for Ability to have workloads with multiple CSPs concurrently
secure and reliable
Cost optimisation connectivity to the Cloud
Competitive pricing with cost split between gateway and
CSP connectivity

Service level management

Managed 24/7 by our New Zealand Network Operations
Centre (NOC)
What are the Cloud Connect WAN Product Details?

Cloud Connect WAN – Product Model

Cloud Connect WAN product is setup with following components

1. Cloud Connect Gateway

• Logical connectivity between customer WAN and Cloud Connect gateway
• Enables ability to establish and manage secure, private, reliable connectivity between cloud platforms and customer’s WAN
• Setup and charged as a single 1Gbps or 10Gbps cloud connect gateway for Customer’s WAN and manage connectivity to all CSPs
concurrently

2. Cloud Service Provider(s)

• Each Cloud Service Provider is setup as an add-on to the Cloud Connect gateway
• Enables customers to connect, configure and manage multiple CSP connections to their WAN
concurrently

Total Cloud Connect WAN monthly recurring charges for a customer will generally include one access Gateway and all of
the CSP Add-ons the customer chooses
What are the Cloud Connect WAN Product Details?

Cloud Connect WAN – CSP Connectivity Options

Cloud Service Provider(s)

• Spark Cloud Connect offers connectivity to the world’s leading CSPs

• Spark has established diverse connectivity with Azure and AWS while connectivity to other CSPs (Google Cloud) is established
through our cloud connectivity partner Equinix

• Customers can concurrently establish connectivity with multiple CSPs through the Cloud Connect gateway. Each CSP can have
different configuration and service options based on CSP capabilities and customer requirements.
• All CSP related charges are covered in the CSP add-on which can be different based on:
1. Peering location and CSP
2. Service bandwidth
3. Service diversity

Amazon Web Microsoft Other CSPs Via

Services Azure Equinix
Cloud Connect WAN Product Details

Cloud Connect WAN – Service Variants

Variant Peering Type Description
Private Peering Directly connects a Spark customer WAN to Private Azure
Cloud Connect Cloud (for example VNETs & IaaS platforms)
WAN – Azure
ExpressRoute Microsoft Peering Directly connects a Spark customer WAN to Public Azure
services (for example Microsoft PaaS and SaaS services)

Private Virtual Interface Directly connects a Spark customer WAN to AWS

(for example Amazon Virtual Private Cloud)

Cloud Connect Transit Virtual Interface Directly connects a Spark customer WAN to multiple
WAN – AWS Direct Amazon VPCs via transit gateway
Connect
Public Virtual Interface Directly connects a Spark customer WAN to AWS public
services like Amazon Simple Storage Service (Amazon S3)

Cloud Connect Private Peering Directly connects a Spark customer WAN to Google Cloud
WAN – Google Platform
Interconnect
Cloud Connect WAN Product Details

Cloud Connect WAN – Service Prerequisite

1. Customer must have a Spark WAN site (IPV)

Cloud Connect WAN can be provisioned against any WAN service

variant offered by Spark
Customers without an existing IPV can be onboarded to WAN Flex to
enable them to use Cloud Connect WAN
Cloud Connect WAN – Product Details
Azure
Cloud Connect WAN Product Details

Cloud Connect WAN – Azure Service & Peering Options

Service Diversity and Points of Presence (POPs)
• Cloud Connect WAN offers connectivity to Azure at both the Auckland and Sydney PoPs
• Rules setup by Microsoft make it mandatory to setup Cloud Connect to Azure as a fully diverse service. Spark is a registered Azure
connectivity provider and thus offers fully diverse connectivity to each of the POPs as Azure ExpressRoute

Bandwidth Profiles
• Cloud Connect WAN supports the following bandwidth options for connectivity to Azure that are defined as Azure CSP add-ons in the
product. These bandwidth add-ons can be added to the Cloud Connect gateway to setup connectivity with Azure.
• Customers can choose these bandwidth options for connectivity to either AKL or SYD or both PoPs
• The price of these bandwidth add-ons are based on speed and connectivity location (AKL or SYD). The type of peering configuration
does not impact the price
Note: Customers can purchase Azure circuit bandwidths from Spark
Customer Sourcing Solutions team.
Azure Bandwidths Options (Mbps)
10 200 Two CCS circuits can be configured on each Azure ExpressRoute E-NNI
20 500 peering link (Private and Microsoft) by Spark. Spark will be using traffic
50 1000 shaping to enforce ingress and egress bandwidth on the CCS circuit for
Cloud Connect WAN ExpressRoute.
90 2000
100 For more detail refer to Technical User Guide and Set-up Guides
Cloud Connect WAN Product Details

Cloud Connect WAN – Azure Service & Peering Options

Peering Options
Connectivity to Azure through Cloud Connect WAN can be setup on two peering types
1. Private Peering: Used for directly connecting customer networks and Azure Virtual Networks (VNets). This allows
customers to connect to virtual machines and cloud services directly on their private IP

2. Microsoft Peering: Used for peering with all Microsoft services and ISV (independent software vendor) services.
Microsoft services include:
• Dynamics 365
• Power BI
• Azure Active Directory Please note Microsoft do not recommend Cloud Connect for Microsoft 365 (formerly
known as Office 365) because it does not provide the best connectivity model for the
• Azure DevOps service in most circumstances. Using a direct internet connection is recommended for
Microsoft 365.
Cloud Connect WAN Product Details

Cloud Connect WAN – Azure Diverse Connectivity

Connectivity to Azure – Auckland PoP

• Diverse fibre paths delivered off MDR and GLF

CET nodes
• Dual 10Gbps connectivity (10G primary + 10G
secondary)
• Auckland MSEE is located in Vocus data centre at
7C Parkhead Place, Albany.
• Vocus data centre is “Spark on-net” with our OTN
network extended to the data centre
Cloud Connect WAN Product Details

Cloud Connect WAN – Azure Diverse Connectivity

Connectivity to Azure – Sydney PoP

• Diverse fibre paths delivered off our two Sydney Equinix DC Global Switch DC
CET nodes (SYDM and SYDU) Unit C639 Gardeners Road, Mascot Sydney NSW Australia 2020 Ultimo Sydney NSW Australia 2020

• Dual 10Gbps connectivity (10G primary + 10G

secondary)
• MSEE switch 1 is connected to the Spark SYDM- Spark CET Node
CET01 node in the same data centre. Microsoft MSEE

• MSEE switch 2 is connected to the Spark SYDU- Inter-DC fibre

CET01 node located in the Global Switch data

centre Spark CET Node

MSEE = Microsoft Enterprise Edge

Cloud Connect WAN Product Details

Cloud Connect WAN – Azure Use Case Example

• A high-level visualisation of Cloud Spark WAN Cloud Connect WAN – Azure ExpressRoute

Connect WAN connecting a customer’s

IPV to MS Azure on ExpressRoute with Customer Site Microsoft Azure
both Private and Microsoft peering Access Cloud VNet (IaaS)
Connect
Spark CLNE Spark MSC Primary Connection ExpressRoute
Gateway
POP
Customer Site CET
• Microsoft peering advertises Microsoft Access CET
WS IPV
public accessible routes from the internet Spark CLNE Secondary Connection
MSEE Microsoft Azure
PaaS & SaaS
into the customer selected IPV. Customer Site
CET
CET
• A firewall is recommended at customer Access

Spark CLNE
sites connecting this IPV. Public peering
changes the security posture of a Private Peering (Azure Vnet)
customer’s IPV by opening the private IPV Microsoft Peering (Azure Public PaaS & SaaS services)

to the public Microsoft Network

For more details regarding IP Configuration and BGP peering, please refer to Technical User Guide
Cloud Connect WAN Product Details

Cloud Connect WAN – Azure

Customer Responsibilities
• Configure the ExpressRoute Circuit in Azure Portal

• Send the information to Spark to have the ExpressRoute circuit provisioned

• Verify the ExpressRoute Peering with Spark

For more detail, please refer Customer Set-up Guide

Cloud Connect WAN – Product Details
Amazon Web Services (AWS)
Cloud Connect WAN Product Details

Cloud Connect WAN – AWS Service & Peering Options

Service Diversity and Points of Presence (POPs)
• Cloud Connect WAN offers connectivity to AWS at Sydney PoPs only
• Cloud Connect to AWS is offered as either a single or fully diverse service.

Bandwidth Profiles
• Table specifies Direct Connect bandwidths available to the customer
• CET node will, using traffic shaping, enforce ingress and egress bandwidth on the
WAN Flex IDL for Cloud Connect WAN - AWS Direct Connect
Bandwidth Profiles - Cloud Connect WAN AWS
• Two IDLs can be configured on each direct connect E-NNI peering link (primary Direct Connect
and secondary). Primary and secondary bandwidth add-ons can have different 50 Mbps
100 Mbps
bandwidths, however, sum of two IDLs must not exceed Amazon Direct Connect 200 Mbps
Circuit bandwidth 300 Mbps
400 Mbps
500 Mbps
1 Gbps*
2 Gbps*
* Available pending Spark AWS SDP (Service Delivery Program
affiliation)
Cloud Connect WAN Product Details

Cloud Connect WAN – AWS Service & Peering Options

Virtual Interfaces - AWS Direct Connect has three types of virtual interfaces:

1. Public virtual interface Please note: AWS public virtual interface

advertises the AWS public accessible routes
Used for directly connecting customer networks and AWS public services (Amazon Simple from the internet into a customer selected IP
Storage Service (Amazon S3) for example). Allows customer to access AWS public services VPN. A firewall is recommended at customer
sites connecting to this IP VPN.
and Amazon public networks over this interface instead of traversing the internet.

2. Private virtual interface

Used for directly connecting customer networks and Amazon VPC (Virtual Private Cloud)
using private IP addresses. This allows customers to connect to virtual machines and cloud
services directly on their private IP addresses.

3. Transit virtual interface

Used for directly connecting customer networks and multiple Amazon VPCs (Virtual Private
Clouds) using private IP addresses. Allows customers to directly access multiple Amazon
VPCs (Virtual Private Cloud) where these VPCs can reside in a single account and can also
span across multiple accounts.
Cloud Connect WAN Product Details

Cloud Connect WAN – Diverse connectivity with AWS

AWS Sydney Peering Location Connectivity
Equinix DC
Unit C639 Gardeners Road, Mascot Sydney NSW Australia 2020

The Amazon switch 1 is connected to the Spark SYDM-

CET01 node in the same data centre.

The Amazon switch 2 is connected to the Spark SYDU-

CET01 node located in Global Switch data centre.
Spark CET Node
AWS SY3
The physical port connects via Spark’s SAS-T as shown
in the diagrams to the right
Global Switch DC
Ultimo Sydney NSW Australia 2020

AWS Global SW
Spark CET Node
Cloud Connect WAN Product Details

Cloud Connect WAN – AWS Use Case Example

• Typical visualisation of a diverse Cloud Connect WAN – AWS Direct
Connect service
Spark WAN Cloud Connect WAN –AWS Direct Connect

• Primary and secondary Direct Connect peering is established at the

Sydney AWS POP Customer Site

Access Cloud Connect

Direct Connect
Spark CLNE Spark MSC Gateway Transit VIF VPCs
•
Gateway
Amazon
The customer will specify the type of virtual interface in AWS. Three Primary Connection
POP
Customer Site
types of virtual interfaces are available, and the customer can Access
CET Node
CET Node
Private VIF VPC
WF IPV
choose any type of peering and can choose multiple. Spark CLNE Secondary Connection
AWS Public Serivces
Public VIF
Customer Site
CET Node
• Private virtual interface: used for connecting to Amazon Public Service Access
CET Node

Spark CLNE
like S3
Private interface (VPC) / Transit interface (VPCs)
• Private virtual interface: used for connecting to single VPC Public interface

• Transit virtual interface: used for connecting to multiple VPCs via Direct
Connect gateway

For more details pertaining to IP Config and BGP peering, please refer to Technical User Guide
Cloud Connect WAN Product Details?

Cloud Connect WAN – Establishing Connectivity with AWS

Customer Responsibilities
• Send the information to Spark to have the Direct Connect circuit provisioned
• Accept the Connection in AWS Console
• Create Virtual Interface in AWS Console
• Verify the Virtual interface status

For more details, please refer Customer Set-up Guide

Cloud Connect WAN – Product Details
Google (via Equinix Cloud Fabric)
Cloud Connect WAN Product Details?

Equinix Cloud Fabric (ECF)

CSP Via
Equinix

Spark WAN Cloud Connect WAN – Google Interconnect

Equinix Cloud Fabric (ECF) is fully a diverse

interconnect between Equinix and Spark Multi
Customer Site
Service Core (MSC). Spark leverages ECF to Cloud Connect
establish seamless cloud connect links with CSPs Access
Gateway
Spark CLNE Spark MSC
other than AWS and Azure. Primary Connection Equinix Switch Google Cloud

Customer Site CET Node

Cloud Connect WAN delivers connectivity to Google Access CET Node
WF IPV
Cloud through ECF. Spark CLNE Secondary Connection
ECF

Diagram to the right illustrates how Cloud Connect Customer Site

CET Node
WAN establishes connectivity with CSPs through CET Node
Access

ECF. Spark CLNE

Primary
Secondry
Cloud Connect WAN Product Details

Cloud Connect WAN – Google Service & Peering Options

CSP Via
Equinix

Cloud Connect WAN delivers connectivity to Google Cloud (or the Google Interconnect) through ECF at the
Sydney PoP.
Google Interconnect is offered as either a single or fully diverse service.

Google Interconnect is considered private peering type.

VPC (Virtual Private Cloud) in Google Cloud can be configured with two different routing modes:

1. Regional Routing mode

2. Global Routing mode

Spark does not differentiate between regional versus global routing mode and the customer can choose either
mode within Google Cloud based on their routing requirements.

For more details regarding regional and global routing modes, please refer to Technical User Guide
Cloud Connect WAN Product Details

Cloud Connect WAN – Google Service & Peering Options

Bandwidth Profiles
• The table below specifies Google Interconnect bandwidths available on Cloud Connect WAN through Equinix Cloud
Fabric

• CET node will use traffic shaping to enforce ingress and egress bandwidth on the WAN Flex IDL for Google Interconnect
service

• Two IDLs can be configured on each Google interconnect E-NNI peering link (primary and secondary). The sum of the
two IDLs must not exceed the Google Interconnect Circuit bandwidth

Bandwidth Profiles - Cloud Connect WAN Google

50 Mbps
100 Mbps
200 Mbps
300 Mbps
400 Mbps
500 Mbps
1Gbps
2Gbps
Cloud Connect WAN Product Details

Cloud Connect WAN – Diverse Connectivity with ECF

CSP Via
Equinix

• Physical connectivity is built between each Equinix DC

Unit C639 Gardeners Road, Mascot Sydney NSW Australia 2020
Global Switch DC
Ultimo Sydney NSW Australia 2020
Equinix Cloud Fabric switches and two
independent Spark 7750 CET core nodes.
• The Equinix PoP consists of two physical devices
Equinix Cloud Fabric – SY1 SW1
• 10GBase-LR ethernet link is built between each Spark CET Node

Equinix
Spark CET node and each Equinix switch.

Inter-DC fibre

Equinix Cloud Fabric – SY4 SW1

Spark CET Node

Cloud Connect WAN Product Details

Cloud Connect WAN – Google Use Case Example

CSP Via
Equinix

• Typical visualisation of diverse Cloud Spark WAN Cloud Connect WAN – Google Interconnect
Connect WAN – Google Interconnect
• Primary and secondary Google
Customer Site
Interconnect peering is established at the Access
Cloud Connect
Gateway
Sydney POP Spark CLNE Spark MSC Equinix Switch Google Cloud
Primary Connection

• Layer 3 IP connectivity and BGP peering is Customer Site CET Node

established between Spark 7750 CET Access
WF IPV CET Node
nodes and Google Cloud router via the Spark CLNE Secondary Connection
ECF
Equinix interconnect switch.
Customer Site
CET Node
CET Node
• Routes from Google are advertised by Access

Spark CLNE
BGP into the customer WAN Flex IPV.
Primary
Secondry

For more details regarding IP Configuration and BGP peering, please refer to the Technical User Guide
Cloud Connect WAN Product Details

Cloud Connect WAN – Google

CSP Via
Equinix

Customer Responsibilities
• Configure the Interconnect Circuit in Google Cloud Console​

• Send the information to Spark to have the Interconnect circuit provisioned​

• Activate the VLAN attachments​

• ​Configure BGP on VLAN attachment(s)​

• Verify the Google Interconnect BGP Peering with Spark​

For more details, please refer Customer Set-up Guide

Hybrid and Multi Cloud Use Case
 Hybrid and Multi Cloud Use Case and Inter CSP Routing

• According to Gartner, 81% of organisations use

services from two or more cloud providers

• With Cloud Connect WAN, customers can have traffic flows between
their on-premise environments and multiple cloud providers from
one interconnection point with lowest latency and highest
performance
• Easy and cost-effective method of managing multi cloud strategies
without tromboning all the traffic back to on premises data centre
Technical Features Summary
Technical Features Summary
Google
Azure ExpressRoute AWS Direct Connect
Interconnect
Feature Private Microsoft Private Transit Public
Service Feature Value Private
Peering Peering VIF VIF VIF
1 Gbps Y Y Y Y Y Y
Cloud Connect
Gateway 10 Gbps Y Y Y Y Y Y

10Mbps Y Y
20Mbps Y Y
50Mbps Y Y Y Y Y
90Mbps Y Y
100Mbps Y Y Y Y Y
CSP Add-on 200Mbps Y Y Y Y Y
Bandwidth 300Mbps Y Y Y
400Mbps Y Y Y
500Mbps Y Y Y Y Y
1Gbps Y Y Y1 Y1 Y1 Y
2Gbps Y Y Y1 Y1 Y1 Y
1500 Y Y Y Y Y Y
90012 Y
8500 Y
MTU
1440 Y
Y Y Y Y
Route Summarisation
Route Filter Y
BGP MD5 Y Y Y3 Y3 Y3
Auckland Y Y
Pop Location Sydney Y Y Y Y Y Y
1. Pending Spark AWS SDP (Service Delivery Program affiliation)
2. Spark w ill configure MTU as 9000
3. BGP MD5 shared key is mandatory for AWS. If no BGP MD5 is provided by the customer, then the IPV number w ill be used as a shared key.
2. Who
Who are the potential Cloud Connect WAN customers?

Cloud Connect WAN – Identifying Potential Customers

Customer’s Profile & Use Cases Lead Indicators for Potential Sales (customer is NOT using any Cloud Connect solution)

• Customers may look for operational and cost efficiency by moving to the cloud; Refer to business
1. Customer is not using any Cloud Connect drivers which can help you and potential customers identify their cloud connectivity needs. If these
solution; any business segment customer customers make the decision to move their compute to the cloud, they become future potential
opportunities for a Cloud Connect solution sale
using internet (or an unsecured method)
to access cloud platforms • Here is the link to business drivers slide

2. Customer is using 3 rd party Cloud Lead Indicators for Potential Sales (customer is ALREADY using a 3rd Party solution)
Connect solution; any business segment • Customers on a 3rd party solution that have a telco relationship that is strained (issues with reliability,
customer using 3rd party solutions for quality of service etc)
connecting to the public clouds
• 3rd Party customer out of contract and testing market for options

* Please also refer to Spark Group rules of engagement

for clarity around dealing with Spark Group Customers Establishing a Spark WAN is a prerequisite for Cloud Connect WAN. Customers not on
and not treating them as a 3 rd Party customers Spark WAN will be required to establish a Spark IPV to use Cloud Connect WAN.
Who are the potential Cloud Connect WAN customers?

Cloud Connect WAN – Identifying Customer Needs & Pains

Key Customer Needs
• Please refer to below slide on
customers’ needs and product features
(or click on the link to go to the slide)

• Reference slide covers what customers

expect from a cloud connectivity solution
and how Cloud Connect WAN delivers
against those customer needs
Who are the potential Cloud Connect WAN customers?

Cloud Connect WAN – Unique Connectivity Customers

1. IoT customers wanting to connect to cloud
• Cloud Connect WAN can be used by IoT customers looking to establishing connectivity to Azure or other cloud platforms
• Customers will require solution consultants to design the connectivity solution for their PAPN to connect clouds through
Cloud Connect WAN. There are no non-standard charges for IoT customers to use Cloud Connect WAN, however, the
solution might require some design work which would be price on application

2. Customers with no WAN IPV requiring cloud connection

• Spark can establish a WAN IPV for the customer which enables customers to use Cloud Connect to establish secure
and private connectivity to cloud platforms
• Spark can establish a single site WAN network for a customer which in term can then enable the use of Cloud Connect
WAN
 Competitor
3. Offers
Who are the competitors in the market?

Competitive Landscape Summary

1. Multiple Tier 1 and Tier 2 players operating in the market to deliver cloud connectivity

2. There is little or no differentiation in the connectivity solution itself

3. Differentiation claims are established by telco providers around these key customer needs:
• Resilient and secure infrastructure
• Network designs supported by service provider (layer 2, layer 3, be-spoke)
• Network coverage footprint and handoffs to third parties
• Charging methods and pricing flexibility
• Flexibility around managing usage and user experience
• Overall pricing

Spark’s key advantage over Megaport - enabling direct connection from WAN
Removes handover required from datacentre
Who are the competitors in the market?

Competitive Landscape – Megaport Homeland Bridge

• Public Cloud connectivity provider with more than 6 points of presence

(PoPs) within New Zealand. Includes Revera ART, PRT and Spark MDR
data centres
• Simple pricing model with granular bandwidth increments (1Mbps
increments)
• 1-month minimum term on port with no term on VXCs (virtual cross –
connect)
• Self-service portal gives customer ability to:
• Create or delete VXCs
• Scale VXC bandwidth up or down on demand
• Provision of service changes in under a minute (once connected Network overview
to Megaport PoP)
• Resold by Revera and branded as Revera Homeland Bridge
Who are the competitors in the market?

Competitive Landscape - Vocus Cloud Connect

• Vocus Cloud Connect offers one connection to multiple cloud providers,

including Amazon Web Services, Microsoft Azure and IBM Softlayer. As
more cloud providers offer direct connections, Vocus Cloud Connect
intends to expand to include them.
• Vocus can easily and quickly connect sites to a growing list of cloud
providers
• Vocus has designed and built its own carrier grade network with national
coverage in both Australia and New Zealand.
• Layer 2 and Layer 3 options available
• Third party cloud exchange used for Microsoft, IBM, Oracle and others
• Bandwidth from 50Mbps to 10Gbps that’s scalable in increments
Who are the competitors in the market?

Competitive Landscape – Devoli

Devoli offers a range of connectivity models including any-

to-any (IP VPN) and point-to-point ethernet connections
4. Price
Cloud Connect WAN – Pricing Construct
Cloud Connect WAN pricing is driven by the two components that define its product model
1. Cloud Connect Gateway Access – a single monthly recurring charge to access cloud platforms
2. Cloud Connect Add-on(s) – a monthly recurring charge per peering connection, per CSP

Add-on
Gateway

$ Monthly
+ = Recurring Fee

One Off Charges

Install Charge – One-time Gateway Setup (includes installation of initial Add-ons)
MAC Fee – For additions or modifications of Add-ons or Gateway upgrades after installation and set-up of Cloud Connect

There is no term or contract period for Cloud Connect WAN

Pricing Details – Access Gateway
• Customer will generally only require one gateway per WAN network to access
CSPs

Monthly Charges • The Gateway will be setup when the first Cloud Connect CSP connection is
established
Gateway Bandwidth 1G 10G
Monthly Recurring • The Gateway bandwidth can be increased or decreased to (1G or 10G) depending
$500 $1500
Charges on your CSP connectivity requirements. However, the Gateway bandwidth must
be equal to or higher than the combined bandwidth of the customer’s CSP
add-ons (please see the pricing examples)

One Off Charges • Termination of Cloud Connect WAN means the customer has no active CSP
connection (add-on) connected through gateway
Installation $1500
MAC charges - standard $200 • There is no contract term for Cloud Connect WAN. However, Spark will
recover pro-rated installation costs if the customer terminates Cloud Connect
$400 +
MAC charges - complex before 24 months after the initial gateway setup
POA
• This means customers must maintain at least one CSP add-on for 24 months
to avoid payment of pro-rated installation charges. Customers may change
CSP add-ons and their bandwidths through the MAC process but at least one
active add-on is required on the gateway to consider the service active
Pricing Details – CSP Add-ons
Connectivity to CSPs is charged through CSP Add-ons:
Bandwidths Peering Locations
• Price of Add-ons is only impacted by service options mentioned in
Azure AWS Google Azure AWS Google
the tables on the right
10 Mbps
Not Supported Auckland
• Price is not impacted by types of configuration. However, each 20 Mbps
Sydney Only
configuration set will represent a separate monthly charged Add-on. 50 Mbps Supported
Supported Sydney
For example, a single customer may have: 90 Mbps Not Supported
1. Azure 50Mbps add-on for private peering config at Auckland 100 Mbps

2. And /or another add-on of Azure 50Mbps for Microsoft peering config in 200 Mbps * High Availability
Sydney 300 Mbps Not Azure AWS Google
3. And / or another add-on of AWS 200Mbps for a private virtual interface 400 Mbps Supported Supported
config in Sydney 500 Mbps HA by
Optional
4. And/or another add-on of AWS 50Mbps for a public or transit virtual 1000 Mbps Supported default
interface config in Sydney 2000 Mbps
Thus, the total monthly charge for customer will be sum of all the add-ons and
the gateway
*Azure Add-ons have mandatory HA service option as required by Microsoft.
• To determine the pricing for different combinations, please use the Customers may choose not to take HA option for other CSPs which
Cloud Connect WAN rate card subsequently impacts their SLAs with the corresponding CSP.
Pricing Example
A customer wants the following services - 200Mbps service to Azure in Auckland and a 50Mbps service to
AWS in Sydney.
• Customer chooses diverse connection to AWS for service resilience
• Azure Service is always diverse

200Mbps service to Azure Auckland (diverse) $180

50Mbps service to AWS Sydney (diverse) $1100
Because the 2 services add up to less than 1Gbps, the Gateway charge is $500
TOTAL (monthly recurring) $1780

Plus one off installation fee $1500

5. Hear
Identifying Prospects and Getting the Word Out

Channel Leads:
Activity GTM

o Prospect identification – eg existing o Leads from Spark website

Megaport customers at renewal
o Companion selling with WAN Flex - “fries
with that” add-on
o Companion selling for relevant Managed
Services Products (eg Cloud Contact
Centre)
Add-on sale opportunities
- WAN re-sign to WAN Flex
- New WAN Flex sales

Key questions to uncover opportunity:

- Do you have workloads in public cloud platforms?
- Are you planning to transition to cloud?
Who will this product appeal to?
Any size customer, any industry

Existing workloads in the cloud or planning their transition to cloud

Workloads with requirement to have interaction between CSPs
Want to connect their WAN to the cloud

Looking for:
• Speed
• Security
• Application performance
6. Sell
Sales Resources & Collateral
All sales resources and collateral are available from the Product & Service catalogue
Customers will have agreements with Spark and CSP

Spark • Quote and proposal

Agreement • Signed contract for Cloud Connect WAN

CSP • Purchase services from CSP

Agreement • Configure circuit in CSP portal

• Provide information to Spark to have circuit provisioned

Provisioning • Spark Provisioning team provide customer with detail for entry into CSP portal

Technical User Guide, Set-up Guides and Provisioning templates provide detailed information for
customers to help set-up and use Cloud Connect WAN
7&8. Buy, Provision
and Install
Summarised Join Journey
Research & Buy Set-up/Install

Cloud Connect WAN

Provisioning &
Customer Quote to Order
Implementation

Cloud Service Provider

Discovery Developing Proposal

• Customer needs – use of cloud and • Gather customer requirements – CSPs and
future strategy/plans Ordering, Provisioning, Installation
bandwidth
• Existing use of Megaport and resign • Technical User Guide
• Design solution
opportunity • Set-up Guides
• Use rate card to develop proposal
• Sales pitch with props content • Provisioning templates
• Draft commercials and value story
• Engage design team and Solution
Consultant • Discuss with customer, revise if required
• Log opportunities in Customer Central • Pricing review and sign contract

Check out the Join Journey map for the full detail at each stage of the process
[add link]
Technical User Guide and Set-up Guides
Resources are available from the Product & Service catalogue
9. Use
Reporting Dashboards & Portals (add content)
Standard dashboards will be available TBC
Customers will have access to the CSP Portals which will provide them some standard reporting including utilisation.
10. Pay
Spark Invoice – Bill Appearance
Cloud Connect WAN is invoiced with separate charges for the Gateway and Cloud Connect Add-ons (connection per
CSP) as covered in the product construct (Section Four) with charges billed as per the signed Service Schedule

Gateway detail is itemised on the invoice for ease of identification, in the scenario where the customer has multiple
gateways
11. Service
Service Model – Spark End
Function Team/Resource Supporting Element Contact/SME
Provisioning/ IP Config – Configuration
• Service Provisioning & Configuration Donna Austin
On-boarding Engineers
Enterprise Service Desk Bavya Balan, Colin
Level 1 Corporate Faults • Service Desk Almond, Yamuna
AoG Service Desk Kumar, Fiona Smith
• WAN Services
Level 2 First Response Complex Faults Naresh Arora
• Service Escalations
• CET Network Components
Hamilton NOC
Level 3 • Monitoring/Alerts Dave Kenny
• Service Escalations to vendor
Level 3 IP Core Networks • CET Network Components David Burroughs
Capacity Planning CET Nodes in Mark Lambourne
Capacity Management • Capacity Management
Sydney Ketan Patel
Capacity Planning CET Nodes in • Capacity Management
Capacity Management Ketan Patel
Auckland (Azure Only)
Service Model – Vendor End

Function Team/Resource Supporting Element

Vendor Spark Wholesale • Tasman Cloud Connect
• MSEE AKL & SYD
Vendor Microsoft • BGP session
• MS SP Portal
• AWS SP Portal
Vendor AWS
• BGP session
• Cross Connect via Equinix Cloud Fabric
Vendor Google
• BGP session
Vendor Vocus, Auckland • Cross Connect within Vocus DC
• Cross Connect within Equinix DC
Vendor Equinix, Sydney
• Equinix Cloud Fabric Portal
Vendor Global Switch, Sydney • Cross Connect within GS DC
Service Request Descriptions & Fees
Service Request Description Fee ($)
Simple Free

Standard $200
Complex $400 + P.O.A. (minimum)

SLA / Service Hours: All requests will be carried out at Spark’s discretion during Business Hours. An additional charge will apply for any
requests outside of Business Hours that require a Spark resource to implement.
Simple Request: A simple request is one that requires no planning or design work (technically straightforward), nor any changes to the
customer’s contract or billing arrangements. The total effort to fulfil the request is 30 minutes or less. The determination of what constitutes
a Simple request will be made by Spark.
Multiple Simple Service requests and requests that take more than 30 minutes but less than 60 minutes will be considered to b e a
Standard Request.
Standard Request: A standard request is one where changes to any service parameters do not require planning or detailed design work
and the total effort to fulfil the request is 60 minutes or less.
Complex Request: Complex requests may require detailed investigation or design work to implement, with Spark treating complex
requests as a project for which a timetable and charges will be agreed by Spark and the Customer, and formalised in a separate Statement
of Work if required.
All Service Requests will be carried out at Spark discretion during the Business Hours. There may be an additional charge fo r
implementing Service Requests at a specific time requested by the customer.
This information is provided to customers in the Service Schedule.
Service Management (MAC Charges Mapping)
Some requests are CSP specific and don’t apply to Indicative MAC Mapping
other CSPs
MAC Type Request Description

MAC types in the table here are indicative Simple Reprice links based on re-sign

Change bandwidth
Changes identified here as Simple or Standard
might become Complex when executed and may Changing customer VPN
require price on application (Complex MAC) Change diversity
Standard Change of IP address
Change of MTUs
Modify route summarisation
Changes in VPRN
Add or modify peering configs
Complex Change of PoP/ peering location
Adding a new CSP
Standard Service Hours & SLAs
Service hours are the hours within which monitoring, reception, response, restore are executed
Below SLAs relate to Spark connectivity to CSPs through Cloud Connect Gateway
Spark only offers an availability SLA for diverse connections

Please note: Restoration SLAs don’t apply to cloud configurations that are managed by the customer directly or impacted
by CSP policies.

Please refer to Set-up guide for CSP specific SLA details

** Copy in wording from Product Spec once finalised **

24x7 Service Hours (Cloud Connect Gateway)

Description 24 hours, 7 days per week (including public holidays)
Service restoration 6~8 hours
Charges per site $0
12. End
Termination of Service
The customer may terminate their Cloud Connect WAN service by giving Spark 30 days written notice.

Termination of Cloud Connect WAN means customer has no active CSP connections (add-ons) connected
through the gateway.

• There is no contract term for Cloud Connect WAN. However, Spark will recover pro-rated installation costs if the
customer terminates Cloud Connect before 24 months after the initial gateway set-up.

• This means customer must maintain at least one CSP add-on for 24 months to avoid payment of pro-rated
installation charges. Customer may change CSP add-ons and their bandwidths through Modify process but at
least one active add-on is required on the gateway to consider the service active.
13. Appendix