Mitel’s Many Paths to the Cloud

Mitel’s Many Paths to the CloudA Mitel Whitepaper

November 2014

Contents Introduction........................................................................................3

Mitel Encompasses the Cloud ....................................................... 4

Selecting the Right Path to the Cloud ......................................... 4

Sales and Marketing ...................................................................................... 4

Operations ...................................................................................................... 4

Billing ............................................................................................................... 5

MiCloud – Mitel Retail Offering .....................................................5

MiCloud Authorized Agent Summary ........................................................6

UCaaS with Your Brand ....................................................................7

MiCloud Wholesale UCaaS ......................................................................... 7

The MiCloud Wholesale UCaaS Summary ............................................... 8

MiCloud Resale ................................................................................. 8

The MiCloud Resale Partnership Summary ............................................. 9

MiCloud Optimized Platforms .......................................................9

The Mitel Platforms Summary .................................................................. 10

Expand and Differentiate .............................................................. 10

Network and Carrier Services ................................................................... 10

Video Conferencing...................................................................................... 11

Advanced Applications ................................................................................. 11

MiCloud IaaS .................................................................................................. 11

How to Choose ............................................................................... 11

Introduction

Industry forecasts continue to predict ongoing cloud

growth. The question is how best to be a part of it. If

experience has taught us one thing, it is there is no single

approach to cloud success. Some have compared the

power of the cloud transition to the original gold rush,

but as with the California forty-niners in the last century,

fortunes were made not only by striking gold, but also by

providing multiple related services. Mitel® has navigated

the transition from hardware to software and from product

to service. Many of our partners have made the journey

with us, and now we stand ready to assist others in the

transition. Whether you’re a reseller, service provider,

or systems integrator, Mitel has the tools to help you

strike gold in the cloud or to facilitate the journey. Our

expertise, brand, and global footprint provide four distinct

approaches that will enable partners to prosper in UCaaS.

Organizations around the world are choosing the

cloud, and cloud-based services are growing steadily–

more so than traditional premises-based alternatives

in just about every aspect of computing, including

unified communications. InfoTrack recently reported

U.S. Enterprise Hosted IPT Services grew 38 percent in

2013 and forecasts annual growth of 26 percent. Other

research confirms similar data, according to a research

by Markets and Markets, the global market for Unified

Communications as a Service (UCaaS) is expected to grow

to $7.62 billion by 2018, that’s an estimated compound

annual growth rate of 24.8 percent. Additionally, the

market for collaboration applications is expected to

grow 25.6 percent during that same period. Infonetics

Research recently concluded hosted PBX / UC services

have outgrown all other communications segments as

businesses continue to turn to cloud delivery.

Mitel has been developing traditional and now cloud-

based UC products and services for nearly 40 years

enabling it to offer comprehensive and robust cloud-

based solutions in the emerging sector. Mitel understands

the motivations driving cloud adoption are many and

varied. For one, premises-based solutions tend to deliver

a double-whammy of capital investment and recurring

software maintenance costs which the cloud replaces with

a simplified subscription model. These premises-based

solutions are versatile platforms capable of rich integration,

virtualization, and customization, but a growing number

of users are clamoring for simpler services and turning to

cloud providers to get them.

There is a tremendous amount of change occurring in both

technology and business models…yet the end-user features

of UC – such as softphones, mobile clients, and video –

are the same whether offered as a product or as a service.

Despite all this evolution, success still requires highly reliable

systems, extensive features, elegant endpoints and ongoing

innovation: Mitel was among the first of the PBX-era to

embrace UC, including early support of SIP (lines and

phones), wideband audio and mobile clients. Mitel was also

among the first to eliminate the requirement of a physical

desktop phone, yet offer one of the largest portfolios of

devices for those that want them. Today, Mitel Mobile clients

(available on Android, iOS, and Blackberry) can connect over

Wi-Fi, 3G / 4G, or cellular voice channels, and Mitel was the

first enterprise UC vendor to deliver location-aware routing

in the mobile client.

Mitel began packaging its core enterprise platform for

deployment in service provider environments in 2008.

Even then, our product development efforts prioritized

provider requirements such as self-service portals for

end-users, administrators, and provided tight integration

with virtualization for cloud-ready reliability and scalability.

In 2011, we launched Mitel Anyware (now known as

MiCloud Business). Again, Mitel was one of the first of the

major UC platform vendors to launch hosted services.

Mitel Anyware fit right into our networking practice, which

already provided managed services. Mitel’s offers include

our own platforms (for sale or as a service), utilize our

own endpoints, and connect over our own managed

networks (including cellular) to create a comprehensive

end-to-end service – available à la carte or as a single

bundled solution.

Mitel | 3

U.S. Enterprise Hosted IPT Services grew

38 percent in 2013 and forecasts annual

growth of 26 percent.

Unlike technology refreshes customers have experienced in

the past, the shift to cloud services is a fundamental business

model shift that requires careful evaluation and retooling. Yet

ultimately, the shift to cloud delivery is less about end-user

features than it is about the overall benefits of cloud delivery,

including financial and outsourcing benefits.

Mitel Encompasses the Cloud

Mitel has consistently been ahead of major industry

transitions, including analog to digital, digital to IP,

hardware to software, VoIP to UC, physical servers to

virtualization, and most recently product to service.

This multifaceted cloud transition involved product

enhancements, channel changes, and the build-out of Tier

4 data centers. Mitel offers a robust, partner-friendly model

to distribute our services, as well as the programs and

platforms for partners to create their own UCaaS offers.

Mitel’s architecture and approach also invite partners

to extend on-premises deployments into highly flexible

hybrid (cloud-premises) deployments.

Over 90 percent of our sales derive from partner channels

which is the result of our unwavering commitment to

partner success. We invest heavily in our partnerships and

partner programs. Our partners also have a strong voice

with Mitel’s marketing and development teams. Our overall

strategy for success is dependent upon the success of our

partners, and the cloud is no exception.

This guide introduces Mitel’s cloud portfolio for partners

and providers that seek a service-based future in UCaaS.

Mitel offers several models that enable partners to

maximize their strengths to realize their desired goals.

Mitel offers its partners four distinct approaches to cloud

services. Each model has a unique blend of variables

between investment, commitment, and control. Mitel’s

four paths to the cloud for partners are:

1. MiCloud Retail

2. MiCloud Wholesale UCaaS

3. MiCloud Resale

4. MiCloud Optimized Platforms

Additionally, each of these models can be strengthened with

complementary and optional Mitel services and solutions.

The remainder of this guide will discuss these approaches to

UCaaS as well as Mitel’s complementary services.

Selecting the Right Path to the Cloud

There are several variables to consider when determining

how best to benefit from the increased demand for cloud-

based UC services. Partners are advised to consider both

their starting point and their desired destination. To create

a reliable and competitive UCaaS offer requires mastery of

three core components: sales and marketing, operations, and

billing. Each area is critical, but some can be outsourced.

SALES AND MARKETING

All viable businesses require successful sales and

marketing, but scope matters. The primary sales and

marketing variables pertaining to UCaaS are brand and

channel development. Mitel offers partners the ability to

represent our MiCloud-branded UCaaS offer or create

their own branded offer. Partners that create their own

brand typically develop their own reseller or channel

network. Organizations not interested in developing

their own branded offering should evaluate the MiCloud

Authorized Agent Program.

OPERATIONS

End-user demand for simplicity is pushing the inherent UC

complexities to the service providers. Competitive UCaaS

offers must be highly reliable, scalable, and versatile.

Mitel platforms are adaptable and configurable to meet

a variety of requirements; thus, they are best configured

by staff with extensive knowledge in Mitel platforms,

Mitel | 4

In 2011, Mitel became one of the first

of the major UC vendors to launch

hosted services.

Mitel offers partners the ability to

represent our MiCloud-branded UCaaS

offer or create their own branded offer.

networking, and virtualization. Due to our advanced

tools and the centralized nature of our services, many

Mitel partners are surprised how efficient hosting can be.

Organizations seeking hands-on influence in the technical

configuration and operation of their UCaaS offer should

consider MiCloud Wholesale UCaaS or Mitel Platforms.

Organizations that prefer to outsource the operational

design and / or delivery of their UCaaS offer should

consider either the Mitel Resale model, or combining a

platform solution with professional services from Mitel.

BILLING

Billing of telecommunications services has always required

a specialized set of tools and skills. Due to the regulatory

nature of telecommunication services, billing services

must adhere to local, state, and national requirements.

While the option of billing is open to any organization,

the reality is few choose to do so. Organizations that have

already developed these tools and skills will likely want to

use them for their own UCaaS offer as well. Organizations

that have not developed them may align with becoming an

agent for one of Mitel’s retail services in which Mitel does

the billing directly to the end customer.

In addition to these major variables, there are many other

factors to consider. The breadth of options from Mitel

and others regarding UCaaS opportunities may seem

intimidating, but it is important to select the model that

best suits a given situation. If requirements change in

the future, the many commonalities among these Mitel

options make it possible for customers to migrate from

one deployment model to another.

MiCloud – Mitel Retail Offering

Initially launched in 2011, Mitel’s retail offering for cloud

services has evolved into a robust offer backed by over 40

years of enterprise communications expertise. Mitel offers

two versions of MiCloud: Business and Enterprise. MiCloud

Business is a hosted PBX service with extensive call

processing with lite UC features primarily aimed at smaller

businesses. MiCloud Enterprise adds full-featured UC and

collaboration features that include presence, mobility,

video calling and the service can be integrated with

popular cloud services such as Salesforce.com®. MiCloud

Business has no minimum seat count. MiCloud Enterprise

is most economical at sites with more than 250 seats.

In addition to service commissions, agents can earn

additional revenue with deployment expertise, hardware

sales (phones, headsets, and networking gear), or other

complementary products and services. Many partner

agents find that MiCloud complements completely

unrelated services such as insurance or financial services.

Mitel offers a friendly and flexible Authorized Agent

program that pays agents a commission on received

revenues, while Mitel delivers and bills for services. High-

performing partners are further rewarded with promotional

incentives and accelerators. With no initial or long-term

commitment other than free sales training, the Authorized

Agent program offers the fastest path with the lowest risk

to success in UCaaS.

Mitel | 5

Customer Profile: Cornerstone Home Lending

Cornerstone Home Lending is one of the top 10

privately owned mortgage banks in the U.S., funding

more than $5 billion in home loans annually. The

mortgage banker offers in-house processing,

underwriting and funding.

Cornerstone adopted the MiCloud Enterprise

service to migrate from its legacy on-premise

system to MiCloud Enterprise with 3,300 users

across 200 offices.

“MiCloud Enterprise has given us the flexibility

to scale our communications system to support

our growth and respond to the dynamic state of

the mortgage industry. It also takes us out of the

upgrade cycle and cuts down on maintenance,

freeing our staff to concentrate on more

strategic activities,” said Mark Willey, director of

IT and telecom infrastructure for Cornerstone

Home Lending.

MiCloud stands out in a crowded sea of generic hosted

services. In addition to providing a national brand and

extensive features, MiCloud also offers end-to-end

service and unique endpoints. Further consider these

competitive attributes:

• Comprehensive end-to-end service means no

finger pointing. In addition to the core MiCloud

offer, Mitel can deliver services over a branded and

managed network as well as provide the customer

with complementary carrier and network services

such as MPLS-VPN, Dedicated Internet, Cellular,

SIP Trunks, ISDN-PRIs and Long Distance at

competitive rates – under a single bill.

• Feature-rich Mitel phones for MiCloud have several

unique and integrated features as opposed to

generic dot com distribution. One of our most

popular endpoints has a built-in DECT headset,

eliminating the costs and cords of a separate

third-party accessory. MiCloud customers can, of

course, use any industry-standard SIP phone or any

industry-standard headset if seamless integration

is not a priority. However, the best experience

is delivered through Mitel endpoints distributed

through an authorized network of dealers.

• Compare the services we deliver with our

guarantee to deliver them. Both are industry

leading. Mitel service-level agreements (SLAs)

are among the most comprehensive because of

our end-to-end approach. Also, our SLAs assure

customers of high availability, in part due to our

strategic relationship with VMware (we’re not just

a customer). MiCloud data centers utilize the most

advanced tools and practices for virtualization,

assuring high availability and scalability.

• MiCloud’s E911 utilizes Customer Emergency

Services IDs to provide location information for

extensions within a customer’s private network.

• MiCloud solutions are pre-integrated with

customer-provided Microsoft Office® solutions,

Office365™, Google Apps™, and Salesforce.

• The MiCollab UC client, available for desktop and

mobile devices, has industry-leading features

including location-aware routing.

• MiCloud offers both customers and agents a robust

portal to allow them to administer simple Moves,

Adds and Changes into the platform.

Agent commissions are not restricted to the core UCaaS

offers. MiCloud also offers commissions on a variety

of complementary products and services that increase

customer retention and ongoing commissions. Most of

these solutions can be combined into a single monthly bill.

• Several advanced and integrated applications are

available, such as Mitel contact center solutions

and call recording.

• A broad range of IP endpoints includes Android-

based conference phones, GB Ethernet IP phones,

wireless phones (Wi-Fi and DECT), and IP desk

sets with built-in wireless handsets and headsets.

Partners can choose to resell or rent Mitel

endpoints to their customers.

• Enhanced audio, web, and video conferencing

services scale to hundreds of participants.

• Multi-user video-enabled collaboration services

can integrate with existing video equipment

and services.

• Network services include Internet, MPLS, TDM,

and analog. The Mitel cellular service offers

integrated single-number reach with SMS

messaging and offers a selection of smartphones

for rental or purchase.

• Private hosting services allow customers to move

other applications into Mitel data centers.

MiCLOUD AUTHORIZED AGENT SUMMARY:

• Fast to implement

• Competitive features and pricing

• No upfront investment, commitment for higher

residual percentage payout

• Mitel responsible for technical delivery of the

service, end user support, and billing

• Agent partner responsible for properly aligning and

matching customer requirements with

service capabilities

• Additional revenue opportunities through optional

MiCloud services and applications, hardware sales,

and / or complementary products and services

• Gross MiCloud sales volumes are applied toward

broader Mitel dealer commitments

Mitel | 6

Mitel | 7

UCaaS with Your Brand

Many partners desire to add UCaaS to their portfolio under

their own brand. Mitel offers three ways to accomplish

this: Wholesale UCaaS, MiCloud Resale, and provider-

owned cloud optimized Mitel platforms. With each of these

models, Mitel partners can leverage their existing brand or

potentially establish a new one. Partners control pricing

and bundling. The key differences among the following

options are the configuration and operation of the system.

MiCLOUD WHOLESALE UCaaS

The Mitel MiCloud UCaaS service is available in the U.S.,

Canada, UK and Australia today, with additional markets

planned. This Wholesale UCaaS service is Mitel’s most

popular approach to a private-brand UCaaS offer. It is a

powerful combination of low startup costs with extensive

control over configuration. Mitel Wholesale UCaaS uses

several Mitel components including our software in our

data centers on dedicated virtualized instances. While Mitel

provides the hosting infrastructure, UC administration

is turned over to the partner, allowing the partner to

customize the deployment as desired. This approach is

most popular with existing Mitel partners that are already

certified and familiar with Mitel products, as it enables

them to extend their skills into the new business of UCaaS.

The Mitel Wholesale UCaaS offer is a mature offer built on

decades of innovation. It utilizes the same infrastructure

and core applications as the MiCloud Retail offering

described above. Partners have a high degree of control

and customization over the service. Wholesale UCaaS is

delivered as an OpEx service itself, providing the financial

and technical benefits of cloud-delivered services to our

partners, not just their customers.

Mitel uses Tier 4 data centers to assure that system

availability and data security are higher than industry

norms. The entire model is OpEx for the partner including

additional capacity as needed. The core UCaaS offer

can be enriched with a variety of Mitel services including

end-to-end private networking, SIP trunks, and advanced

applications such as MiCloud Contact Center.

With Mitel Wholesale UCaaS, the partner is responsible for

billing and invoicing their customers. Mitel provides on-

demand detailed activity reporting to the partner-provided

billing system. The partner controls the system, marketing,

pricing, and billing.

MiCLOUD BUSINESS / ENTERPRISE SERVICE RESPONSIBILITY MATRIX

COMPONENTS MITEL PARTNER

Applications and Devices •

Infrastructure (data center, virtualization, etc.)

•

Network (SIP Trunks) •

System Provisioning and Management

•

Customer Billing •

First Line Support •

Branding •

Sales and Marketing •

Customer Profile: Towner Communications Systems

Towner Communications Systems (TCS) provides

Business-to-Business telecommunications and

in-store-media industries, including technologies

such as VoIP, Hosted and Cloud Solutions, Data

Networking, Digital Signage, and In-store Media.

TCS adopted the MiCloud Enterprise UCaaS service

to be able to deploy and support their own cloud

service while creating recurring revenue streams

and providing their customers attractive services for

business communications in the cloud.

“MiCloud Enterprise UCaaS allows us to quickly

turn up new services for our customers, as well as

continuously upgrade services as updates and new

features are available. Customers love the boost

in productivity the service brings, while reducing

their overall maintenance costs,“ said Keith Towner,

Branch Manager at TCS.

The Mitel Wholesale UCaaS offer is based on Mitel

MiVoice UC, which is optimized for hosted and

virtualized implementations.

THE MiCLOUD WHOLESALE UCaaS SUMMARY:

• Solution can be implemented quickly

• Low initial costs, low capital spending

• Mitel responsible for highly reliable and

elastic infrastructure

• Mitel provides detailed call reporting for

partner-provided invoicing system

• High level of partner control through a

virtualized infrastructure

• Partner responsible for branding and marketing

• Partner responsible for billing, invoicing and

regulatory taxes

• Partner responsible for application configuration

and operations

• Partner responsible for pricing and bundling

• Partner responsible for customer installation

and support

• Partner avoids data center expansion costs

MiCloud Resale

The Resale model, sometimes known as a White Label offer,

is Mitel-owned and managed. With the MiCloud Resale

model, the service is very similar to the MiCloud Retail offer

but delivered as a partner-branded offering. In addition

to branding and marketing, the partner is responsible

for pricing, supplying optional customer hardware,

implementation, training, billing, and first-level support.

Mitel performs day-to-day operations and provisioning on

behalf of the service provider partner. The service provider

partner has total control over branding, rates, and bundles.

The service can be combined with Mitel or other

branded services.

Mitel | 8

* In the U.S. the MiCloud UCaaS offering includes SIP trunks. Outside of the U.S. partners bring their own SIP trunking.

MiCLOUD UCaaS RESPONSIBILITY MATRIX




•

Network (SIP Trunks) • •*


•



Branding •


Customer Profile: Frontier Communications Corporation

Frontier Communications Corporation

(NASDAQ: FTR) offers broadband, voice, satellite

video, wireless Internet data access, data security

solutions, bundled offerings, specialized bundles for

residential customers, small businesses and home

offices and advanced business communications for

medium and large businesses in 28 states.

Frontier adopted the MiCloud Business Resale

service to power its Frontier Anyware service, a

nationwide service designed to give businesses a

feature-rich service while eliminating the need for

large upfront investments.

“Frontier AnyWare is a natural expansion of Frontier’s

portfolio of advanced networking solutions. It gives

customers the option of reducing the upfront costs

of buying phones and investing in on-premises PBX

systems. A low, monthly subscription-based price

gives customers access to a flexible and scalable

service that grows with their business,” said

Keith Blackmon, Vice President, CPE Sales &

Support, Frontier Communications.

The program requires an annual financial commitment

which is the equivalence of approximately 5,000 seats.

Partners that select this approach tend to be carriers or

service providers intent on expanding into UCaaS. The Mitel

Resale program offers partners a robust and mature service

that can be turned up quickly.

THE MiCLOUD RESALE PARTNERSHIP SUMMARY:

• Fast to implement

• The initial investment positions this option for

implementations with more than 5,000 seats

• Partner should have strong brand and sales capability

• Partner responsible for end-user communications

and technical support

• Partner avoids data center commitment

• Mitel performs technical operations

• Mitel performs provisioning and order fulfillment

• Mitel responsible for system administration

MiCloud Optimized Platforms

Mitel offers platforms for partners that truly desire full

control over their UCaaS offer. Each of these platforms is

optimized for UCaaS, and all of them are sold as software.

Although Mitel can assist, the provider is ultimately

responsible for the installation and operations including

data center build-out, BSS / OSS, and invoicing.

Mitel offers platforms that accommodate providers and

end-user customer organizations of all sizes. We can

deliver multi-tenant or multi-instance architectures,

and our solutions include feature-rich mobile clients, a

broad portfolio of endpoints, and industry leading

virtualization capabilities.

Mitel | 9

MiCLOUD BUSINESS RESALE RESPONSIBILITY MATRIX




•



•



Branding •


Customer Testimonial: Windstream

Windstream, a FORTUNE 500 and S&P 500

company, is a leading provider of advanced network

communications, including cloud computing and

managed services, to businesses nationwide. The

company also offers broadband, phone and digital

TV services to consumers primarily in rural areas.

Windstream adopted the MiCloud Business for

Service Providers platform to power its own UCaaS

offering. Working closely with Mitel to turn up the

service, and already has a growing list of customers

for its Mitel-based UCaaS offering.

“Mitel’s mature cloud portfolio has helped us

quickly establish a flexible unified communications

as a service solution to our customers. We are

already seeing high interest in the service due to

the extensive UC capabilities delivered in a simple

per seat subscription model,” said Peter Tonti,

VP – Enterprise Product Marketing,

Windstream Communications.

The underlying technology is only a component of any

UCaaS offer. Mitel also offers assistance to get up and

running with Mitel professional services. Mitel has extensive

experience with UCaaS, and we’re happy to share our

experience. Mitel knows both how to launch a new

branded service and the most common pitfalls to avoid.

Our experience, combined with our in-depth industry and

product knowledge, will streamline the launch of a new

UCaaS offer. This program can assist with the initial launch

only, or provide comprehensive lifecycle services to ensure

that providers realize the most from their Mitel investment.

THE MITEL PLATFORMS SUMMARY:

• Partner provides the brand and marketing

• Partner provides their own data center

• Partner has total control over the offering

• Partner is responsible for administration and billing

• Mitel provides core software, optimized for a

UCaaS offering

• All Mitel platforms can be acquired under OpEx or

CapEx models

• Mitel offers a menu of integrated,

complementary services

Expand and Differentiate

Mitel offers several building blocks that allow partners

to expand and differentiate their UCaaS offers. These

services can be combined to create compelling benefits

to customers, resulting in improved differentiation and

customer retention.

NETWORK AND CARRIER SERVICES

Mitel provides and manages carrier and network services

including MPLS, Internet, digital / TDM, analog, and cellular

wireless services. All of these services can be bundled into

a single and monthly service. Customers can connect over

their own network, over our network, or over end-to-end

managed services. Offering broader solutions based on

our highly competitive network services means decreased

competition, increased value delivered, and extended

customer relationships.

Network and carrier services are available to complement

all of the above UCaaS options, or they can be used

for separate purposes. Mitel’s highly customizable

network services accommodate all kinds of networking

requirements, such as point-to-point data connections

and SIP trunks to non-Mitel systems. This flexibility allows

our partners to be more comprehensive and defensive of

their accounts.

Mitel Mobile and Cellular services offer compelling

benefits. A key UC feature is single-number service which

allows a customer to hide the telephone numbers of

their various devices – such as home phones and cell

phones – and instead use their public-facing work number

for all calls. Single-number is a fairly common UC feature;

however, most enterprise UC solutions do not address

SMS with a single number. Generally, as soon a customer

sends an SMS / text message, they reveal their cell phone

number. When callers direct-dial the cell number, it

circumvents the benefits of fixed-mobile convergence.

With Mitel cellular services, it is possible to substitute

the direct cell number with the public-facing number at

the network level instead of the device level. This means

the single-number concept is fully controllable – even

without a UC client on the mobile device. If the user takes

a vacation, they can remove their cell phone from the

ring group and be sure incoming mobile calls are unrelated

to work.

Mitel | 10

MiCLOUD FOR SP RESPONSIBILITY MATRIX




•



•



Branding •


VIDEO CONFERENCING

Mitel has a strategic relationship with Vidyo, one of

the fastest-growing developers of video conferencing

technology. Vidyo and Mitel are natural partners, as

both companies were early to recognize the powers of

virtualization and software-based solutions. Mitel UC

solutions include native support for point-to-point video

and limited conferencing, but more robust requirements

are best met with Vidyo.

Mitel’s hosted implementation of Video as a Service (VaaS)

can extend a Mitel UCaaS offer or provide stand-alone

services. Mitel hosted Vidyo solution is a global service and

has physical presence in MiCloud data centers in the US,

Canada, and UK, and will be available in other regions by

the end of 2014. The Mitel VaaS offer includes a gateway

service to traditional room-based systems and a gateway

to Google Hangouts and Microsoft Lync®.

Video conferencing is a natural complement to UCaaS.

Although Mitel UC clients can work with most standards-

based video systems, the integration is tighter with Vidyo.

Because Vidyo is a leader in Scalable Video Coding (SVC),

higher-quality video can be delivered with less bandwidth.

Additionally, the quality is a function of each user’s

bandwidth – so a single remote user won’t drag down the

quality for everyone.

ADVANCED APPLICATIONS

Mitel offers several integrated applications such as call

recording, call accounting, and various solutions optimized

for specific verticals. Mitel has the partnerships, experience,

and APIs that enable rich integrations. Our own data centers

can provide many of these services, or integrate with external

cloud services such as Salesforce.com and Google Apps.

The most popular advanced applications are multi-media

contact centers, of which Mitel offers two: MiCloud Contact

Center and MiContact Center Live. Contact centers are

moving to the cloud faster than UC in general because most

contact centers are small, yet require highly sophisticated

and specialized applications. MiCloud Contact Center

delivers popular agent and supervisor functions, historical

reporting, workforce scheduling, IVR, and multi-channel

applications. MiCloud Contact Center agents can use the

integrated UC suite to assess presence and availability of

experts across the enterprise. MiContact Center Live offers

even more advanced functionality for larger enterprises.

MiCLOUD IaaS

MiCloud Enterprise is an example of Software as a Service

(SaaS). Mitel also offers Infrastructure as a Service (IaaS)

for organizations that already have their desired software,

but need a cloud to host it. Mitel’s IaaS offer is a

VMware-based service within our data centers. Mitel

and VMware are strategic partners; together we jointly

launched several industry firsts including real-time call

processing on virtualized servers. MiCloud IAAS allows

partners and customers to run their applications on our

managed VMware infrastructure. MiCloud IAAS is a

software-defined data center that lets partners and

end-user organizations build and run vSphere-based

applications in the Mitel software-defined data center.

The result is high availability, low costs with fast and

automated provisioning and management.

Partners can offer end-to-end solutions that include

software and infrastructure as a service, SIP trunks, and

private networking. Mitel applications can be monitored

using the MiCloud CloudNOC 24 / 7 network and

application monitoring tool. Customer data centers can be

extended directly into our data centers via our advanced

IP networking services. Now any organization can benefit

from the skills, tools, and resources to competitively and

reliably run a virtualized infrastructure.

How to Choose

Mitel is your best partner for UCaaS because of the

multiple paths we offer. We allow partners to select the

model that best fits their objectives and commitment.

The best part is all of these solutions share components

which creates flexibility. For example, licenses, databases,

and user experiences can adapt and evolve with changes

in user requirements. Technology and requirements are

changing quickly, so the best strategy is flexibility – as a

defense against stranded, dead-end investments.

To select the right model, partners should assess their

current skills, portfolio, and appetite for investment. The

fastest and simplest path to UCaaS is the Mitel Authorized

Agent program for MiCloud. The service stands out for

its features, endpoints, and bundles. MiCloud Retail has

the lowest startup cost among the Mitel-powered UCaaS

offers. That, combined with Mitel’s ongoing feature

improvements and commitment to channel, makes

MiCloud Retail a compelling opportunity.

Mitel | 11

Mitel has three offers to consider for organizations wishing

to create their own branded service. MiCloud Resale is

best suited for large providers. It outsources operations

and optionally billing to Mitel, but keeps the provider in

charge of brand. The MiCloud Wholesale UCaaS offer uses

Mitel infrastructure to create a partner-controlled, branded

offering. For organizations that want to build their own

solution from the ground up, Mitel has both single-instance

and multi-tenanted platforms – all with expected ongoing

growth as UCaaS becomes even more popular.

Prospective partners are encouraged to sample MiCloud

to get a feel for our offering’s capabilities and experience.

A Mitel sales professional can present these UCaaS offers

in further detail to assist in your selection process. After

the partnership arrangement is determined, Mitel has an

enhanced onboarding process to facilitate the rollout.

Back in the Gold Rush of 1849, the flood of entrepreneurs

moving from east to west heralded major opportunities,

from the Pony Express to the transcontinental railroad.

On a more specific scale today, the rush to the cloud is

introducing major opportunities in a variety of models, As

the product-oriented business model shrinks, there is a way

for channel partners to ride the cloud into a sustainable

business. Rather than selling products that depreciate and

become obsolete, cloud providers deliver services that

improve over time – and Mitel can help you harness this

trend and customize it to your customers’ needs.

Consider the possibilities of partnering with Mitel for

UCaaS – under our brand or yours. Mitel offers several

paths to the cloud, and they all include highly reliable,

scalable, and differentiated solutions. Mitel is committed to

partner success – are you ready?

mitel.com© Copyright 2015, Mitel Networks Corporation. All Rights Reserved. The Mitel word and logo are trademarks of Mitel Networks Corporation. Any reference to third party trademarks are for reference only and Mitel makes no representation of ownership of these marks.

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Contact your Mitel Account Representative today to see how Mitel can help you deliver your own cloud service.

Mitel’s Many Paths to the Cloud

Technology

Transcript of Mitel’s Many Paths to the Cloud