Case study
Oi, providing affordable data
services to enterprises
Telecommunications giant minimizes costs and maximizes
service quality with HP Networking solutions
Industry
Telecommunications and Internet services
Objective
Maximize competitiveness in providing networking
and Internet services for large accounts
Approach
Deploy HP Networking solutions, including HP
MSR93x Series routers for customer premise
equipment (CPE)
IT matters
•Relies on simplified features, solid reliability, and
robust functionality
•Modernizes network with high performance, costeffective customer premise equipment (CPE)
•Increases flexibility, upgradability, and scalability
of the network
Business matters
•Provides competitive telecommunications, data,
and Internet services through reliable, costeffective CPE
•Meets stringent customer SLAs for network uptime
•Accommodates growth in data services for
enterprises
“Adoption of HP Networking solutions
has been key to minimizing costs in
networking and Internet services for
large accounts.”
–Cátia Tokoro, Head of Corporate Marketing, Oi
At Oi, demand for data services for enterprises is growing
faster than the market. To aggressively compete, Oi sought to
expand its router portfolio for CPE. The company chose HP
MSR93x Series routers and HP Care Packs. The adoption of HP
Networking solutions has been key to minimizing costs in
networking and Internet services for large accounts, while
delivering the simplicity, scalability, and flexibility customers
require today and in the future.
Case study | Oi
Oi, formerly known as Telemar, is the largest
telecommunications provider in Brazil and
the second largest in Latin America. This year
and next, Oi will increase its revenue twofold
from data communication and IT services
for enterprises, including cloud and mobile
provisioning. To stay competitive, Oi needed
to obtain more cost-effective networking
solutions, primarily for customer premises
equipment (CPE) that allows customers to tap
into and use Oi’s network services.
As a service provider, Oi operates in a highly
capital-intensive industry, and must provide
networking solutions to customers on a
massive geographical scale across five
regions. The company makes continual growth
investments in the business and upgrades its
networking solutions, including CPE, with the
goal of lowering the cost of provisioning new
equipment for customers. In the face of rapid
growth and profitability pressures, Oi wanted
to expand its portfolio to include another
networking solution provider that would bring
superb functionality and features, along with
exceptional support, flexibility, reliability,
simplicity, and scalability—all at a highly costeffective price point.
“Competition in our industry is fierce, and we
face continual cost pressures,” says Cátia
Tokoro, head of corporate marketing for Oi.
“Like other service providers, our revenue per
megabyte decreases year by year, so we have
to do more with less and continually reinvent
ourselves to stay competitive and increase
customer satisfaction.”
2
Maintaining unparalleled
uptime
Investing in the business cost-effectively is
a key priority, but at the same time, Oi must
provide networking solutions that offer
exceptional reliability. Oi serves the data
communications and IT needs of more than
5,000 enterprise clients across Brazil and
Latin America, including organizations with
mission-critical needs such as hospitals,
police departments, and public schools, as
well as financial institutions and large private
companies.
The service provider guarantees and adheres
to 99.95% uptime service-level agreements
(SLAs), or faces fines and other penalties. To
meet SLAs and increase customer loyalty,
Oi engineers its network infrastructure to
be highly redundant, reliable, and resilient
for continuous, no-fail operations. After
evaluating several network solution providers
in search of high-performing, stable
equipment at a cost-effective price point, Oi
chose HP MSR93x Series routers to expand its
CPE portfolio.
A trusted partner
In addition to providing rock-solid technology,
HP has been proactive and responsive in
its support of Oi. In the beginning stages
of Oi’s relationship with HP, a handful of
operational issues came to light. HP rose to
the challenge, coordinating proactively with
hundreds of sales people, dozens of pre- and
post-sales engineers, and several Oi partners
spread across Brazil. The issues were quickly
addressed, strengthening the Oi and HP
partnership.
Case study | Oi
Customer at a glance
Hardware
•HP MSR93x Series routers
HP Services
•HP Foundation Care services
“We have been working with the industry’s
largest networking vendor for years,”
explains Francisco Sant’Anna, enterprise
pre-sales director for Oi. “We were looking
for an additional network solutions provider
that would make us more competitive in our
enterprise accounts by offering us superb
functionality and features as well as solid
customer service, all at a better price point. We
chose to work with HP.”
Reliability and scalability
underpin growth
For Oi, the main factors in partnering with HP
include performance, cost competitiveness,
but also reliability and the simplicity of
upgrades. “HP delivers reliable solutions with
the features that our customers will require in
the future,” says Santanna. “HP Networking
solutions are scalable, flexible, and easily
upgradable as we look toward customers’
future needs.”
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HP Networking solutions exhibit superb
uptime, performance, and reliability,
contributing to enhanced customer
satisfaction and loyalty—an important factor
for Oi as it successfully expands its footprint
into the enterprise space. Says Tokoro, “HP
Networking solutions have a high level of
reliability. HP solutions have been successfully
used in many mission-critical sites, with
availability superior to 99.95% uptime per
month.”
The overarching driver in partnering with HP
is HP’s cost-competitiveness when compared
with other vendors with closely comparable
feature sets and functionality. “Adoption of
HP Networking solutions has been key to
minimizing costs in networking and Internet
services for large accounts,” Tokoro says.
“HP Networking solutions proved especially
beneficial in two recent projects, totaling
12,000 HP routers for CPE.”
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4AA5-4565ENW, August 2014