COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. Alcatel-Lucent Enterprise...

COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.

Alcatel-Lucent Enterprise Education – Sales Training

June 2012

Alcatel-Lucent OMNIPCX ENTERPRISERich, Reliable and Scalable Corporate Grade Communications


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• Targeted audience

• Alcatel-Lucent internal salesforce

• Business Partners salesforce

• Upon completion this course, you will be able to

• Describe and position the Alcatel-Lucent OmniPCX Enterprise offer

• Explain the key benefits of the solution

• Course duration: 30 minutes

Course Objectives


1. Understanding the Proposition

2. Generating Sales Opportunities

3. Presenting our Credentials

4. Conclusion

AGENDA


Where it fits in the global strategy

What are the main prospect’s challenges

What is our proposition

What benefits it brings to prospects

Why now is the perfect time to buy

1. Understanding the Proposition



CHALLENGE #1: Deliver Business Grade Critical Communications

• Always-on Critical Communications• All employees’ profiles• Rich feature set for all

industries• Suitable for all contexts: at the

desk, on the move (off-site and on-site), in branches or in remote situations• Increase business continuity

through robust infrastructuresBusiness Telephony is still a growing market with an expected CAGR of 3.9% for the 2011-2015 period (Gartner)



• Hybrid Distributed/Centralized Blueprints• Mixing TDM & IP/SIP• CPE or cloud-based management• A-la-carte transformation plans• Control on TCO and operation costs

“Hosted and managed service solutions deployed in company-owned data centers and delivered to divisions of the company via the “cloud” are now becoming a feasible and more popular solution for enterprises because of a growing list of perceived benefits and advantages”Brian Riggs, Ken Landoline, Current Analysis

CHALLENGE #2: Allow Flexible Deployment Models



CHALLENGE #3: Open the Door for New Work Styles

• Extensive collaboration• Efficient remote immersive experiences• Enhanced productivity through the

conversation experience• Leverage technology openness for business

application integration• Perform state-of-the-art customer interactions

“In the future, the IT department will be required, more than ever before, to operate in a reactionary mode and to support iPhones, BlackBerrys, and other smartphones, as well as PCs, Macs, and other tools that have been brought into the organization by its employees or used by the company’s business partners.”“The market for tablets is expected to grow from 17 million tablets sold in 2010 to more than 149 million in 2015” Current Analysis


The OmniPCX Enterprise Value

TCO REDUCTION & IT AGILITY

COMMUNICATIONEXPERIENCE

RELIABLE & COMPREHENSIVE

FLEXIBLETRANSFORMATION

SUPPORT FORALL BUSINESS NEEDS

SMART APPLICATIONS

ACROSS ALL DEVICESTHROUGH HYBRID

DEPLOYMENTSWITH ENHANCED PRODUCTIVITY


Communication Experience

• Scalable Business Telephony for hundreds of thousand users

• Available on any device: TDM, IP, SIP, DECT, WLAN, GSM,

Smart Phones, PCs, MAC, Tablets…

• Secured & Reliable communications

• Unmatched feature set

• Critical mobility

OmniPCX EnterpriseSuitable for Companies from a few hundreds of users up to hundred of

thousandsDelivering quality communications and allowing rich integration

What is our proposition: main features


IT Agility

• Hybrid deploymentsoDistributed “no-limit” architecture with 100 nodes and thousands

Media GatewaysoCentralized in Datacenters

• Hybrid technology TDM/IP/SIP

• Virtualization

• Single Point of Management

OmniPCX EnterpriseSuitable for Companies from a few hundreds of users up to hundred of

thousandsDelivering quality communications and allowing rich integration



Smart Applications

• Rich built-in feature set

• Embedded Contact Center

• Ecosystem of Application Partners leveraging embedded APIs (XML, HTML5)

• Industry dedicated applications: hospitality, finance,

healthcare…

• Full integration with Alcatel-Lucent UC & Collaboration

portfolio, including OpenTouch™OmniPCX Enterprise

Suitable for Companies from a few hundreds of users up to hundred of thousands

Delivering quality communications and allowing rich integration



Customer

Services

SIP Perimeter DefenseSIP Federation

LAN / WLAN

Video Portal & Broad-casting

UnifiedManageme

ntSuite

Conversation Services

Unified Communications and Collaboration

IP Telephony& Integrated Contact Center

ISDN/PSTN/Internet

TDM Phones

IP Phone

s

SIP Phones

Soft Phones

PCs TabletsSmart Phones

GSM

Reduce Operation Costs

Leverage Existing PBXs

Secure Mobile and Remote Profiles

Increase Efficiency & Productivity in all Circumstances

Reduce Travel Costs Through Collaboration

Improve Effectiveness through Rich Content Sharing

Increase Customer Satisfaction

Choose the Most Suitable Device

What is our proposition: ecosytem


OpenTouch SBCOpenTouch Federation

OmniSwitch / OmniAccess

OpenTouch™ OmniTouch™Instant Comm. Suite

Advanced Comm. Server

OmniPCX Enterprise

ISDN/PSTN/Internet

OmniVista 8770

Network Management

Software

Vital Suite

Vital QiP

OpenTouchVideo Store

DigitalSignage

GenesysCompactEdition

GenesysSuite

OmniPCX Enterprise as a foundation ofOpenTouch™ Suite for Mid and Large Businesses


• OmniPCX Enterprise is a complete business telephony solution that scales from mid to extra-large companies, delivering robust critical communications to all employees and customers with unmatched integration capabilities

What benefits it brings to prospects

A COMPREHENSIVE SET OF

COMMUNICATION EXPERIENCES

•Scaling up to 250,000 +

•Rich feature set, including industry specific ones

•Across all devices

A FLEXIBLE SOLUTION EASING IT

DEPLOYMENT AND OPERATIONS

•Hybrid technology: TDM, IP/SIP

•Centralized a/o Distributed cloud-ready

•Virtualizable software•Single point of

management

A FOUNDATION FOR RICH INTEGRATION

AND CONVERSATION

•Openness for rich integration

•Building block of the OpenTouch experience

• Integrated enterprise-grade contact center


Why now is the perfect time to buy

#1 MARKET RECOVERY

“The telephony market recovery that started toward the end of 2010 has continued into 2011. Following a 17% decline from 2008 to 2009 that mirrored the global economic downturn, shipments rebounded by 10% in 2010 . However, Gartner projects that the compound annual growth rate (CAGR) for shipment will be 3.9% from 2011 through 2015.”

Gartner Magic Quadrant For Corporate Telephony 2011

#2 AGING SYSTEMS

Due to delayed investments during the global economic downturn, “the risk of using aging legacy platforms that are beyond their useful life or end-of-support dates increases”.

Gartner adds


What type of prospects you should target

Who is the target buyer

Who you should talk to

How you can convince prospects to act now

2. Generating Sales Opportunities


Example (My IC Phone)

Prospect profile OmniPCX Enterprise

OpenTouch Business Edition

Company with less than 1500 users and few sites (less than 32 sites), looking for pure telephony features and not willing to invest in a management platform

YES

Company with less than 1500 users (mostly IP) and few sites (less than 32), interested in integrated management capabilities

YES*

Company with less than 1500 users (mostly IP) and few sites (less than 32), interested in UC & C or mobility evolutions

YES

Company, whatever its size, looking for business telephony and rich integration with business applications

YES

All other companies with more than 1500 users or more than 32 sites YES

Hotelier wanting to differentiate with new guests services. Luxury hotels wanting to offer My IC Phone 8082 in-room services

YES

What type of prospects you should target

OmniPCX Enterprise can be delivered under different form factors and many different options; the table indicates the key profiles to address

* OTBE without rich conversation features


Functional buyer

Improved efficiency

Seamless experience

Technical buyer

Operations simplicity

Quality and reliability

Business buyer

Team productivity

Revenue increase

Executive buyer

Cost containment

Competitive differentiation

Buyer Personas



Challenge Question to ask Here’s our uniquebusiness value

Re-invest in communication tools after the economic downturn

How old is your existing system? Did you plan to reuse partially or totally your existing solution?

OmniPCX Enterprise allows smooth evolution through hybrid TDM/IP/SIP technology and platforms federation

Reduce operation costs due to maintenance and daily operations

How many managementplatforms do you use?

OmniPCX Enterprise is managed through one single platform that can also handle UC &C

Reduce costs linked to heterogeneous distribution of platforms across sites

How many sites have you planned to evolve? How much distributed is your network?

OmniPCX Enterprise accepts distributed and centralized deployments schemes

Apply the right strategy in accordance with current trends

What is your strategy with regards to policies such as BYOD or applications cloud hosting?

OmniPCX Enterprise can be virtualized in a datacenter and communication features can be offered on any device

• Buyer Persona: CIO / Head of IT



Challenge Question to ask Here’s our unique business value

Reduce TCOHow many systems are you currently operating to deliver always-on telephony to your employees?

OmniPCX Enterprise can be centralized with local survivability, allowing to optimize your network

Reduce operation costs

What portion of their total time do your IT teams spend on operating the communication network? How much is youron-net/off-net bill?

The single point of management of OmniPCX Enterprises simplifies operations through a reduced number of parameters, decreasing the overall time dedicated to MACD.OmniPCX Enterprise allows SIP trunking and offers smart LCR management

Predict future costs

Do you know how much will the next upgrade of your system cost you? Are you aware of all hidden costs linked to those evolutions?

OmniPCX Enterprise is sold with a yearly service contract offering software upgrades. The platform is LAN/WAN agnostic and does not require the data network to be upgraded simultaneously

MACD: Moves, Adds, Changes and Deletions

• Buyer Persona: CFO



Challenge Question to ask Here’s our unique business value

Ensure business continuity over a distributed network

How critical is your local business?

OmniPCX Enterprise supports hybrids deployments that always ensure local survivability and communications continuity

Empower groupware and teamwork efficiency

Are all skills and competencies located on the same site? How do you manage teamwork? What is the preferred channel for team-working (voice, data sharing, IM)? How do you manage your workforce’s presence information?

OmniPCX Enterprise offers unmatched groupware telephony features. It also integrates well with Alcatel-Lucent UC & C (incl. OpenTouch) and other vendors’ UC such as Lync and Sametime. Skill based routing (e.g. call diversion to a colleague) are also possible.

Integrate real-time communications with business critical application for a better productivity

How do your employees interact when involved in a business process?Are real-time communications disconnected from business processes?

OmniPCX APIs and technology allows rich integration with business applications, delivering simple features such as “click-to-call” up to deep real-time interactions in business flows

• Buyer Persona: Site / Branch / Line Of Business Managers


Industry and analysts reports

Case studies

3. Presenting our credentials


Alcatel-Lucent is a leader in Business Telephony “OmniPCX Enterprise provides a cost-effective

migration path from legacy PBX systems”

“It compares well against a number of competitors with multiple enterprise IP PBXs in their portfolios”

“OmniPCX Enterprise, via its availability to be deployed on an IBM Blade Server or HP BladeSystem platform, can be positioned as the basis for managed PBX services offered by both service providers and systems integrators”

“ALU is considered a major global vendor for enterprise telephony and UC Solutions”

Industry & Analysts Reports


DELOITTE

Improve communication security, access and cost management Safeguard its communications environment in the event of a

power outage Modernize the telephony architecture and communication

network to ensure business continuity Reduce telecom bills for high users

CHALLENGES

Alcatel–Lucent OmniPCX Enterprise Communication Server Passive Communication Server and IP Media Gateways 1,500 Alcatel-Lucent IP 4068 telephony extensions IP Touch Security

PRODUCTS AND SOLUTIONS

BUSINESS & TECHNICAL BENEFITS

Improvement in the security of the communication network’s infrastructure

Continuity of operation due to a Disaster Recovery Plan Significant reduction in costs for high users

Location: France Vertical: Professional Services

CUSTOMER DETAILSDEAL FACTS & FIGURES Date deal won: Customer for 15+ years Implementation date: Ongoing Business Partner: Etp-Tetracom

“Our users are working from many locations. They are either working at customer sites, at home, on the train - even in

the back of a taxi sometimes. So they always need to collaborate and work and communicate with other people.

Our challenge is to make sure they can always connect and they can always talk

with their customers.”

Marc ZuiliChief Information Officer

Deloitte France

Case studies


Case studies


Finding more information

Key Take aways

4. Conclusion


Links for further information

•Employees: click here

•Business partners: click here

Finding more information

http://enterprise.all.alcatel-lucent.com/products/?family=OmniPCX&product=OmniPCXenterprise&page=overview

https://businessportal.alcatel-lucent.com/alugesdp/faces/gesdp/products/ProductDetail.jspx?reference=OCS_OMNIPCX_ENTERPRISE


SALES

Become ACSR in less than 1 hour

SELLUnderstand the value

proposition

DESIGN Understand

architecture, licensing model

INSTALL, MAINTAIN

Install, deploy, configure, customize

and maintain

DEPLOY Deploy and configure

Become ACPSin 9 days

Become ACSEin 4 weeks

Deploy IP DECT in 3 days

PRESALES POSTSALESPOSTSALES

Renew ACPSin 2 hours

Renew ACSEin 5 hours

Optimized tracks available for experienced learners

Contact: [email protected]

Finding more informationEducation for Business partners


OPERATE Optimize and

customize, monitor your solutions

• Ready-to-use administrator Standard training courses

• Fully customizable content on demand

ADMINISTRATORS

UseEfficiently Use your

device

• Interactive web-based training accessible at all times

• Fully customizable content on demand

END USERS

Ensure Day to Day admin in 10

days

Use it when needed

Visit USIT Website:http://enterprise-education.alcatel-lucent.com/USIT_website/

Finding more informationEducation for Customers

http://enterprise-education.alcatel-lucent.com/USIT_website/


Key Take aways

•OmniPCX Enterprise scales from mid to large enterprises

•OmniPCX Enterprise delivers a rich feature set

Robust Business

Telephony

•OmniPCX Enterprise works for distributed or centralized architecture that allow hybrid technologies deployments (TDM/IP/SIP)

•OmniPCX Enterprise can be delivered in a full software mode through datacenters

•OmniPCX Enterprise is manageable through one single platform

Eased IT management

•OmniPCX Enterprise is the foundation of OpenTouch

•OmniPCX Enterprise can be enriched with a suite of collaboration applications

•OmniPCX Enterprise allows integration with business applications

Openness

1,000,000+ CUSTOMERS

RECOGNIZED LEADERSHIP

10+ YEARS OF INNOVATION


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COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. Alcatel-Lucent Enterprise...

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Transcript of COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. Alcatel-Lucent Enterprise...