Jeff Wissing Senior Product Manager Unified Communications ...portal.adtran.com/pub/Library/Channel...
Transcript of Jeff Wissing Senior Product Manager Unified Communications ...portal.adtran.com/pub/Library/Channel...
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Jeff Wissing – Senior Product Manager Unified CommunicationsMike Coldrey – Business Development Manager
New Solutions and Selling Strategies: Unified Communications
November 2010
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Agenda
Unified Communications refresher
UC year-to-date recap– Quick year in review
UC new selling solutions & strategies– New revenue streams
– Competitive differentiation
UC success stories
Draw– Power of the NetVanta Business Application
Server
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NetVanta Unified Communications:
A Refresher
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Mashups Tele-presence
Unified
Messaging
IP Telephony
File Sharing
Conferencing
Calendaring
Presence
Instant
Messaging
Voicemail to
Find-me,
Follow-me
CEBP Voicemail
Social
Networking
White boarding
Fixed-Mobile
Convergence
Text-to-
Speech
Unified Communications?
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What is Unified Communications
Unified Communications*– Telephony
– Conferencing
– Messaging
– Instant Messaging/Presence
– Clients
– Business Enablement
Communications Enabled Business Processes (CEBP)
– Consolidated Administration
– SMB Products – Translates well to SMB
*Source: Gartner “Critical Capabilities for Unified Communications”, August 10, 2009
The business definition of UC is somewhat simpler:Communications integrated to optimize business processes.
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ADTRAN and the UC Market
10 – 100 users per
location
Unified Communications Prospect
75 – 2,000 users per
location
NetVanta Enterprise
Communications
Server
NetVanta Business
Communications Server
Or
7100/7060
Process -Centric
applications (CEBP)
Add UC to Existing PBX
NetVanta Business
Application Server
NetVanta Unified
Communications
Server
Sold by ports not
users
UC for 3rd party
PBXs
Centralized messaging &
UC & telephony administration
Centralized messaging & UC, data networking
Basic voicemail,
data networking
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Market Opportunity
Market Opportunity is HUGE!– UC / VoIP Industry to Grow to $60 Billion Worldwide Market by 2014.**
– CPE UC/IPT to grow to $13 Billion Worldwide Market by 2014.**
Pull through revenue: for every $1 spent on UC, $3 is spent on complimentary equipment – Handsets, switches, routers, gateways, servers, wireless revenue
Services opportunity– Applications developed and deployed by the partner and/or ADTRAN
– Partner becomes more strategic to customer– **Infonetics Research 2010
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• Numerous business
locations
• Large headquarters
with smaller branch
offices
Unique Customer Value to Every Segment
Single Site Multi Site
• Several locations,
potentially equal in
size
• Sites connected
using SIP or
traditional trunks
Distributed Enterprise
• Solutions for 10 to
2,000 users at a
single location
• Banking and Brokerage
• Government
• Healthcare
• Education
• Legal
• Manufacturing
• Non Profit Organizations
• Professional Services
• Technology
• Insurance
• Media and Entertainment
• Retail
• Utilities
• Transportation
Vertical Markets:
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NetVanta Unified Communications:
YTD Recap
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Activities / Results:
– Spectrum Partner Summit 2009 sneak preview
– Q1 2010 Build awareness among existing and potential partners
– YOUNIFIED Tour (13 cities cross country tour)
– Leverage alliance partners to reach new partners / customers
– Broad editorial coverage
– Numerous industry awards received
– Significant expansion of UC install base
– “Seminar in a Box” appointment-setting campaign for partners
– Aggressive awareness / branding campaign throughout 2010 including:
– Extensive number of trade shows
– Partner end user events
Q4 – ’10
Channel Expansion &
Targeted Applications
Unified Communications Timeline of Activities
Q1 –’10
Channel Introduction
Q3 – ’10
Channel Expansion &
Awareness
Q2 – ’10
Channel Expansion &
Awareness
Timeline
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NetVanta UC Awards
IT Expo Best of Show (Q1)
Internet Telephony Product of the Year (Q1)
Network Products Guide (Q1)
eWeek Products to Watch (Q1)
TMC Labs Innovation Award (Q2)
American Business Awards Best New Product - Stevie Award (Q2)
Communications Solutions Product of the Year (Q2)
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New Solutions and Selling Strategies
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New Revenue Opportunities
Unified Communications
Trusted Advisor– Inbound & Outbound IVR
– Text to Speech
– Database Integration
– Notification services
– Paging and alerting
– Call redirection
Blend-and-Extend Support users on 3rd party PBX but
expand new users on UC
Add UC to existing 3rd party PBX– Simultaneous support for Multiple
PBXs
– Centralized messaging
Octel Replacement
Education
Health
Care
Real Estate
General
Business
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Enhancements to the Offer!
420 Server– Computer hardware platform
– Microsoft® Windows Server® 2008
– Pre-installed NetVanta UC
Server software
Business Communications System “The Big Deal for Small Business”
– $ Total savings of 30% on IPT offer!
– $ Total savings of 41% of UC bundle!
– $ 30 user – SMB Market
UC BCS
Software
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Success Stories
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Recent Success Stories
BAS Success Story – University Hospital:– Emergency Notification System for hospital personnel to use for sending
automated audio or email notification
– Phase II, appointment reminders
– Business Solutions Magazine write-up
UCS Success Story – large government account:– 200 port, 6000 user Octel voicemail replacement
– Integrated into a Lucent 5ESS
– Centralized Voicemail for 5 sites total
– Octel (Avaya) was the incumbent, competitive win against Avaya and AVST
ECS Success Story – Distributed Multisite Regional Bank:– Centrally deployed ECS serving 16 locations, approx. 350 users
– N+1 redundant design
– Full Active Directory and Exchange integration
– Contact center using complimentary vendor – Easyrun
– RSI for call accounting
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Moving forward
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Future Direction
Q1/2011 – UC Presence Application
– Telephony Presence
– Basic Call Control from the Desktop
– Instant Messaging
– Next Phases: Desktop Presence, XMPP IM Integration, Screen Pops
Q2-Q3/2011 – Multi Language Telephone User Interface Support -French and Spanish
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Notification Server Example: Gift Card Draw
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Question and Answers
ADTRAN ready to lead!!
Ready to Set the Pace in the Industry!!