CARRIER NETWORKS

PLAYBOOK
Contents
Tools and Resources........................................................... 3
Outside Plant (OSP) Cable................................................ 5
Fiber-to-the-Home (FTTH) Hardware.......................... 8
Inside Plant (ISP) Solutions........................................... 11
Quotes.................................................................................. 15
Fiber Optic Accessories.................................................. 20
Resources............................................................................. 22
Glossary................................................................................ 23

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Tools and Resources
• Order Tracker • Distributor eLearning
[Link] [Link]/stl-lms

• Request for Quote and Customer Care • Online Resource Library

800-743-2675 (U.S. and Canada) [Link]

• Technical Services • Spanish-Language Tools

800-743-2673 (U.S. and Canada) [Link]/opcomm/[Link]

• FlexNAP™ System Resource Center • Questions or Comments

[Link]/worldwide/en/products/communication- ccsamericas@[Link]
networks/products/[Link]
• Drawing Tool
• Training and Webinars [Link]/worldwide/en/products/communication-
[Link]/opcomm/STL networks/resources/[Link]

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Connect with Corning
• Corning’s Website • Like Us on Facebook - Corning Incorporated
[Link]/opcomm [Link]/corningincorporated

• Sign up for See the Light® Training Opportunities • Follow us on LinkedIn - Corning Incorporated
[Link]/worldwide/en/products/communication- [Link]/company/corning-incorporated
networks/support/[Link]#signup
• Follow Us on Twitter
• Connect with the Americas Fiber to the Home Council @corningopcomm
[Link]

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Outside Plant (OSP) Cable
When forming the backbone of the network, it is important to understand the major product categories most often included.
Our extensive cable product portfolio addresses today’s challenges, while providing a framework that can take you into the
future. On this page, you'll find the tools to guide you through outside plant cable selection, including the key customer benefits,
anticipated objections, and questions to assist with the design process.

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Outside Plant
(OSP) Cable
 Outside Plant
(OSP) Cable

Customer Benefits Lead-In Questions

Risk Mitigation Determine your customer’s cable type based on their application:
• An expansive cable product portfolio allows for one manufacturer • What is the fiber count needed for your project?
for all network segments, regardless of environment or pathway. • What is the application?
• Corning ClearCurve fiber cables minimize risk of network
® ®
• What type of splicing do you prefer?
signal loss due to tight installation bends. • Do you need ribbon or loose tube cable?
• Fiber optic cables offer nearly unlimited bandwidth, increased network - IF RIBBON
reliability, and fewer subscriber interruptions. · How many fibers do you need?
· Armored or non-armored?
Speed of Installation
· Gel or gel-free?
• Core cable products are widely available in distributor inventory.
· Low-loss or ultra-low-loss?
• Cable with FastAccess® technology significantly reduces access time.
- IF LOOSE TUBE
• Gel-free cables offer installers quicker cable prep time for splicing
· How many fibers do you need?
and rework.
· Armored or non-armored?
· Gel or gel-free?
Anticipated Objections
· Low-loss or ultra-low-loss?
I think I’ll just get the lowest price cable. What’s wrong with that?
• For indoor applications
• Be aware of the fiber and cable specifications when deciding on
- Plenum or riser?
a supplier.
- MDU application?
• A single supplier in your outside plant (OSP) network reduces
- Loose tube or tight buffered?
interoperability concerns often seen when using multiple manufacturers.

FastAccess cable seems too good to be true. Can it really withstand current Or, if the customer has preselected fiber requirements and only needs pricing
field installation techniques? and availability:
• Absolutely. Cable with FastAccess technology has been tested to the • What is the timeline and budget for your project?
same specifications and industry standards as traditional fiber optic • Indoor, outdoor, or indoor/outdoor?
cable. It has been field tested and proven. • Loose tube or ribbon?
• Number of fibers?

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Selecting the Right Drop Cable
FTTH

OSP OSP to ISP

GRP Strength Member GRP Strength Member Round Cable

I/O SST-Drop I/O DualDrop™

ROC™ Drop SST-Drop™ I/O LZSH™ I/O LSZH Rugged MDU 2.0 Compact
w/2.9 mm w/2.9 mm
with FAT OSP Riser Jacket Drop 5.0 mm Drop 4.8 mm Drop
subunit subunit

900 µm 900 µm

Cables with GRP Strength Members Round Cables

Stronger and more robust More flexible
Capable of long distance spans in aerial installations Ideal for façade installations

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Fiber-to-the-Home
(FTTH) Hardware
 Fiber-to-the-Home
(FTTH) Hardware

Fiber-to-the-Home
(FTTH) Hardware
When designing or recommending a network, look for hardware products than can be deployed in various configurations
based on your specific requirements. Our fiber-to-the-home (FTTH) hardware products were developed specifically for those
applications and have connected millions of customers across the globe. On the following pages, you'll find the tools to guide
you through the FTTH hardware selection, including the key customer benefits, anticipated objections, and questions to help
you with the design process.

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Customer Benefits Anticipated Objections
Deployment Flexibility I thought Corning only sold fiber optic cable?
• Corning offers products suited for full-splice, semi-preconnectorized, • While Corning is a leading fiber optic cable manufacturer, we also offer
or fully preconnectorized installations. a variety of passive optical hardware solutions to meet all of your
· SCF splice closures and bulk cable (full splice) customers’ deployment needs.
· Spliced multiports, SCA terminals, and bulk cable
Does the FlexNAP system require significantly more engineering work on the
(semi-preconnectorized)
front end?
· FlexNAP™ system, preconnectorized multiports, connectorized
• No, the FlexNAP system will require accurate pole measurements (if
ROC™ drop cable (fully preconnectorized)
aerial), but there is increased flexibility built into the design to allow
• Corning solutions include hardware tailored to architecture type:
for small errors or changes.
homerun, centralized split, or distributed split.
Corning fully preconnectorized systems cost significantly more than the price
Cost Deferment
I received for a full-splice build.
• A fully preconnectorized system offers the highest level of cost
• This is likely true, but the cost of owning the network over time will
deferment.
be significantly reduced. FlexNAP systems offer considerable labor
• A fully spliced system has the highest total cost of ownership (TCO),
savings and much faster subscriber turn-up, allowing carriers to
but is lowest in overall product cost.
realize revenue faster.
Ease of Use
Lead-In Questions
• FlexNAP system allows for increased deployment velocity, so carriers
• Is your deployment aerial or buried?
can pass and connect more subscribers in a shorter amount of time.
• Is the project greenfield or brownfield (new build or overbuild)?
• FlexNAP system allows for skilled workers to be deployed to areas of
• Has design work been completed?
the network where their skills are better utilized and more valuable.
• Do you have splice technicians on staff?
• With a factory-tested solution, the number of field reworks resulting
• Is labor readily available and affordable for you?
from broken fibers during field splicing is greatly reduced.

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 [Link] 1 6/2/16 8:21 AM

FTTH Deployment Options

[Link] 1 6/2/16 8:21 AM

Full Splice Semi-Preconnectorized Full-Preconnectorized

• Slowest to deploy with spliced drops • Enables preconnectorized drops for • Fastest installation with full
subscriber connection preconnectorization
• Labor intensive with highly skilled
workers • Slow initial install utilizing skilled • Lowest total installed cost solution
• Least upfront planning effort needed labor to splice terminals • Highest level of pre-engineering
• Medium up-front planning effort up front
• Low initial material cost;
Highest total cost solution needed • Minimized risk, least obstructive
• Moderate level of risk install
during installation

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Inside Plant
(ISP) Solutions
The inside plant (ISP) is the heart of your network. Our ISP solutions optimize your network’s capabilities with products that
simplify design and deployment, offer industry-leading density, and provide the lowest total cost of ownership. In this section,
you'll find the tools to guide you through the ISP product selection, including the key customer benefits, anticipated objections,
and questions to support you through the design process.

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Inside Plant
(ISP) Solutions
 Inside Plant
(ISP) Solutions

Customer Benefits What is the actual value of Centrix's increased density?

Increased Density • With 46 percent greater density and 32 percent reduction in floor
• Both Corning’s Centrix system and EDGE solutions offer industry-
™ ™ space, 45 percent fewer frames are required per 25,000 terminations.
leading density to provide reductions in required floor space and
maximize current data center or central office real estate. Lead-In Questions
• Are your central offices and/or switch centers space constrained?
Scalability
• Do you want to reduce operating costs and floor space requirements?
• Build-as-you-grow platforms offer both interconnect or cross-connect
options, allowing customers to scale operations along with growing • Do you have challenges with fiber management?
subscriber revenues. • Would you like to increase your subscribers without increasing
your footprint?
Flexibility
• Do you want to limit product or part number complexity?
• With both proprietary frames (front and rear access) along with the
ability to mount housings in standard 19- or 23-inch racks, our • Do you want flexibility in splicing on and/or off the frame?
solutions offer installation flexibility to help minimize part number
complexity and installation challenges.

Anticipated Objections
I’ve used a competing solution for years and my techs understand the jumper
routing. Why change now?
• Corning’s innovative multiple path fiber routing system optimizes
jumper management, dividing out jumper routing paths and
reducing pile-up. With the ability to reach full SC density with a
2.0 mm jumper, routing is quick, easy, and efficient and provides
increased routing space.
What is the actual value of increased speed of deployment using Centrix?
• With up to 50 percent faster deployment per frame at 25,000
connections, this can equate to as much as $2,600 in labor savings.

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Select the Right
Inside Plant Solution
Selecting the most appropriate inside plant solution is dependent upon many factors. Application space, duct and/or floor space
requirements, and number of subscribers ... each is important, and each varies by installation. Corning has several available
options to address your requirements. Whether you’re deploying in a highly dense central office or data center, or a lower density
remote closet, we have a solution to fit. With a variety of fiber, cable, and connector types, your inside plant deployment can be
completed simply and cost effectively.

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Inside Plant Decision Matrix

High Density Medium Density

CENTRIX™ SYSTEM EDGE™ SOLUTIONS CLOSET CONNECTOR HOUSING (CCH)

New Installation Ideal Applicable Applicable

High-density/19-in/23-in/front and
Frame Configuration 19-in or 23-in 19-in or 23-in
rear cable access configurations
SC = 1,440
Capacity in 7-ft Frame 2,880 SC/4,320 LC 3,840 with PON splitters 5,760
LC = 2,880 with 24 port cassettes
Wall-Mountable Option √

ALTOS® dielectric gel-free LT, ribbon riser,

ALTOS dielectric gel-free LT, ribbon riser,
SST-Ribbon™, FREEDM® ribbon riser, LSZH™, plenum, I/O, distribution,
Cable Type SST-Ribbon, FREEDM ribbon riser,
FREEDM IN/OUT LT, MiniXtend® FREEDM ribbon, and LT
FREEDM IN/OUT LT, ALTOS riser LT cable
standard LT, ALTOS riser LT cable

Connector Type SC, LC, MTP® LC, MTP SC, FC, LC, MTP, ST® compatible

Devices, CWDM, Triplexers,

√
and Quadplexers

Accommodate Splitters √ √

On-Frame Splicing √ √ √

Removable Housing Cover 1U and 2U √

Spec Sheet 230_NAFTA_AEN 0165_NAFTA_AEN 0164_NAFTA_AEN

• GR-449 issue 3 compliant • Tip-to-tip solution for data centers and • Flexible internal and external
• Scalable in features and function storage area networks (SANs) strain-relief for simple moves,
• Adaptable to any application • Ideal for structured cabling adds, and changes
Quick Facts
(FTTx, central office, headend, data center) in a data center • Variety of field-termination options
• Industry-leading cable and • Housings, modules, panels, trunks, • Platinum interior color
jumper management harnesses, and jumpers maximizes visibility

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Need a
faster quote?
Working with Corning just got easier!
Winning the business requires a prompt response and a faster turnaround time. Here are Corning’s best practice tips on the
information to provide. Be sure to pull standard pricing from your current files.

Protecting your margin:

1. Check freight terms. Combine purchase orders to avoid freight charges.
2. Are there charges for cutting and respooling cable onto a separate reel?
3. Be aware of cable tolerance. There is a charge for cable overage. Specify zero tolerance on the purchase order if exact
length is required.
4. Be aware of MOQ and MMQ to avoid additional charges.

Who to call?
1. Contact Corning's local sales representative to determine the best pricing strategy.
2. Reach out to Corning's Customer Care (800-743-2675) to request day-to-day, meet comp or project pricing.

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Quotes
 Quotes

Quote Types
Day-to-Day Pricing/Quotes Formal (Project) Pricing/Quotes
(Authorized Distributors) (Authorized Distributors)
• <$50k hardware • >$50k hardware
• <$100k cable • >$100k cable
• All distributors equal • Distributors priced according to Corning’s
distributor program
• Quote validity = 30 days
• Quote validity = 60 days
• Drop-ship adder = 10 percent
• No drop-ship adder
• Free freight on orders > $7,500
• Free freight on orders > $7,500
• Meet comps available
• Registration/preference available
• Meet comps available

Customer Care: 800-743-2675

ccsamericas@[Link]
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 Day-to-Day Quote
Formal Quote Meet Comp
(quick quote)

Quote Value < $100K > $100K Typically < $100K

Parameters Business/ Day-to-day Larger projects/ Day-to-day quote to
Strategy customer strategy registered projects meet a competitor’s price

Validity 30 days 60 days (typically) 30 days

Part Number ■ ■ ■

Description ■ ■ ■

Cable – fiber type, fiber count, cable type

■ ■ ■
(indoor, indoor/outdoor, outdoor)

Assembly – connector type (each end),

cable type, fiber type, fiber count, length, ■ ■ ■
nonstandard requirement

Quantity ■ ■ ■

Timing (need by date) ■ ■ ■

Project Name ■ ■

Project Location ■ ■

Price Type
■
(drop ship and/or standard)

Competitor’s Name ■

Competitor’s Part Number (or description) ■

End User/Network Owner ■

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Day-to-Day Quote
Requested Unit Price: Divide
Description: The part number for the Quote Number:
Quantity: The unit price by price Total Currency: Multiply requested
item requested and a brief description; You must reference
number of units per unit to determine quantity by amount charged per
be sure to check and confirm the correct this number on all MOQ: Minimum
the customer what customers will unit to get total.
product is listed. communications. Order Quantity:
requested. be charged per unit.
Cable buy-down
options are
available for
orders below
Drop-ship adder MOQ, but not
of 10 percent less than MMQ.
applies to non-
stock orders.

Availability: This is
Freight allowed on when the product
orders over $7,500. will be in the
customer's hands
(i.e.: 2 weeks ARO).

Standard Package
Quantity:
Generally, this is 1
foot, piece, or unit.

MMQ: Minimum Manufacturing

Quantity: Minimum amount the plant
can manufacture. Customers may
not purchase quantities less than this
amount. Typically only applies to cable.

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Formal Quote
Quoted Price:
MOQ: Minimum
Valid From and Valid MMQ: Minimum Manufacturing Divide quoted price
Quote Number: Order Quantity: Cable
To: Outlines the time Standard Package: Quantity: Minimum amount the plant per unit by price
You must reference buy-down options are
frame that the quote Generally, this is "1" can manufacture. Customers may unit to determine
this number on all available for orders
is valid, typically 90 (ft, piece, unit). not purchase quantities less than the what your custom-
communications. below MOQ, but not
days. MMQ. Typically only applies to cable. er will be charged
less than MMQ.
per unit.

Extended Total:
Quantity: The Multiply quoted
number of units price x quantity.
the customer In this example,
requested. $6,351,161 x 17
PCE = $107,969.72.

Part Number
and Description:
Corning part num- Freight allowed on
ber for the item orders >$7,500.
requested and a
brief description;
be sure to check
and confirm the
product part is
listed.

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Accessories
 Accessories

Fiber Optic Accessories

Accessories can be an easy way to increase day-to-day
sales. Contractors and end users have several requirements
when installing and maintaining their fiber networks. From
connector cleaning tools to installer tool kits, we have
everything you need.

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 Cleaning Accessories Fiber Optic Tool Kits

Reference Description Reference Description

TKT-CLEAN-MFC Multifiber Connector Cleaner M67-003 Fusion Splicing Tool Kit

TKT-CLEAN-SFC Single-Fiber and Duplex Connector Cleaner TKT-FIBERTECH-PRO Fiber Optic Professional Installation Tool Kit

CLEANER-UNIV-CASS Universal MTRJ and MPO Cleaner TKT-FTTX-LT Loose Tube Cable Mid-Span Tool Kit

CLEANER-PORT-OTAP OptiTap® Connector Cleaner TKT-FTTX-RIBBON Ribbon Mid-Span Tool Kit

2104478-01 OptiTip® Connector Cleaner TKT-RIBBON-COMBO Combination Ribbon, split FOTA/UAT3

Splice Protection Cable Installation Hardware

Reference Description Reference Description

Heat-Shrink Fusion Splice Protector Parts, single-fiber, 60 mm long, AB910 Fiber Optic Drop Cable Deadend Clamp
2806031-01
50 pack
RPX-DEADEND-E1 RPX Cable Mechanical Wedge Deadend Clamp, 12-in bail
Heat-Shrink Mass Splice Protector Parts, 2- or 4-fiber ribbon, 40 mm
2806031-12
long, 25 pack RPX-SUSP-H1 RPX Cable Suspension Clamp
Heat-Shrink Fusion Splice Protector Parts, single-fiber, 40 mm long,
2806032-01 RPX-VERT-AB1 RPX Vertical Clamp VATS/C, box of 50
50 pack
A0276859 Splice Pak™ Splice Protector, yellow, 250/250 μm, 25 pack

A0295149 Splice Pak Splice Protector, blue, 250/900 μm, 25 pack

A0295150 Splice Pak Splice Protector, green, 900/900 μm, 25 pack

Cable Access Tools

Reference Description

FDST-000 SST-Drop™ Cable Sheath Access Tool for end- or mid-span access

FOTA-001 FOTA Ribbonizer Tool, 6 and 12 fibers

NFT-000 No-Slack Optical Fiber Access Tool (NOFAT)

OFT-000 Optical Fiber Access Tool (OFAT)

OFAT-003 Optical Fiber Access Tool (OFAT) for MiniXtend®

RDST-000 ROC™ Drop Access Tool for end- or mid-span access

RST-000 Ribbon Splitting Tool

UAT3-000 Universal Access Tool

RPX2-CAT RPX® Cable Access Tool

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Resources
 Resources

Distribution Support
at Your Fingertips
Contact your local Corning Sales Engineer for more
information on how to leverage the following:
• Sales kits
• New hire kits
• Product display vehicles
• Lunch and learns
• Customer webinars
• Engineering support
• Part number cross reference
• Marketing support
• Training
• Distribution

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Glossary
Color Coding
Acronym Full Name Acronym Full Name BLUE 1

µm Micrometer FTTP Fiber to the premises ORANGE 2

CFX FlexNAP™ system product line FTTx Fiber to the "x"

GREEN 3
CSH Central switch homerun H&E Hardware and equipment
BROWN 4
FDH Fiber distribution hub MM Multimode
SLATE 5
FDT Fiber distribution terminal OFC Optical fiber and cable
WHITE 6
FlexNAP™ Flexible network access point OLT Optical line terminal
RED 7
FOH Fiber optic hardware ONT Optical network terminal

FOJP Fiber optic joining point OSP Outside plant BLACK 8

FOX Fiber optic hardware for FTTH applications PDV Product display vehicle YELLOW 9

FTTB Fiber to the business PON Passive optical network VIOLET 10

FTTH Fiber to the home SMLT Single-mode loose tube ROSE 11

FTTN Fiber to the node XMD Multiports and connectorized drops AQUA 12
If greater than 12 colors, the coding
sequence repeats using black dashes.

ZA

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Corning Optical Communications LLC • PO Box 489 • Hickory, NC 28603-0489 USA
800-743-2675 • FAX: 828-325-5060 • International: +1-828-901-5000 • [Link]/opcomm
Corning Optical Communications reserves the right to improve, enhance, and modify the features and specifications of Corning Optical Communications products without prior notification. A complete listing of the trademarks of Corning Optical
Communications is available at [Link]/opcomm/trademarks. All other trademarks are the properties of their respective owners. Corning Optical Communications is ISO 9001 certified. © 2016 Corning Optical Communications. All rights reserved.
CRR-554-AEN / November 2016