Transcript Aastra Product Portfolio

Aastra overview
August 4, 2008
Pierre-Alexandre Fuhrmann
Aastra Technologies Limited
» International Enterprise
Communications Company
» Headquarters in Toronto, Ontario,
Canada
» Toronto Stock Exchange (TSX:
“AAH”)
2
Corporate History
1983
» Engineering consulting – Aerospace & Defense Market
1992
» Entered Telecom equipment Market – Consumer products
1996
» Listing as a Public Company in Canada
1996-1999
» Organic Growth (from 3 Mio. € to 60 Mio. €)
2000-2005
» Growth through Acquisitions
3
Aastra Acquisitions
January 2000
Assets of Nortel Networks Access Solutions
May 2001
Nortel Centrex and ISDN Terminals
September 2001
Lucent Digital Video Division
December 2001
Ericsson Cable Modem
May 2002
Nortel CVX & CSG Division
September 2003
Ascom PBX System Division
March 2005
EADS Telecom PBX System Division
August 2005
DeTeWe
May 2008
Ericsson Enterprise Communication Business
4
Aastra : A Global Leader in Enterprise Communications
» Focused 100% in
Enterprise Communications
Business
» Responsive and dynamic
company
» Stable Financially
5
European Unified Communication market
Aastra : a global leader
Aastra (incl. Ericsson)
Siemens
Alcatel-Lucent
Avaya
Nortel
Cisco
Others
Number of ports
3'774'540
3'536'780
3'467'760
2'471'480
2'311'690
1'949'170
1'896'950
% Market share
16%
15%
14%
10%
10%
8%
8%
Source: Canalys EMEA unified communications call control market Q4 2007
2003 : Aastra enters in the European Enterprise Comm. Business
2008 : Aastra new leader in Europe
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Aastra Value proposition
» Alcatel
» Cisco
» Siemens
» Nortel
OPEN
IP Communication solutions
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Aastra: Customer Solution Centric
OPEN IP Communication solutions
» Innovations
» Investment Protection
» Time To Market
Technological elements integrated for a Complete Solution
8
Focused efforts on R&D through Centers of Excellence
» With a focus on open standards, Aastra
invests approx. 10 percent of revenue on
R&D.
» Global Centers of Excellence, where we focus
our competence on:
–
–
–
–
–
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Hybrid, IP and SIP-based call managers
Terminals
Contact centers
Hosted solutions
Platform independent applications
Mobility
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Aastra product portfolio
» Professional IP terminals
» IP Network access gateways
» Wireless solutions
» IP PBX and IP Telephony solutions
» Large mission-critical contact
centers
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Aastra: Complete Coverage
» Aastra offers you complete Enterprise
Communication Solutions :
IP PBX
Call Manager
Open Source
Microsoft
IP end-points
for Centrex
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Aastra: Natural Convergence
Innovation
Open Standards - SIP
Legacy
Ascotel
Unified
Communications
MX-ONE
NeXspan
Fixed-Mobile
Convergence
Opencom
Video
Presence
Appliances
Servers
Common
terminals
Common
FMC solutions
Common
Applications
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Aastra group
Global organisation
Francis SHEN
Charmain & Co CEO
Legal
HR
Tony SHEN
Co CEO
Finance
Product organisations
Centre of Excellence
Industrialization
Region Unit
Europe A
Region Unit
Europe B
Americas
Supply Chain
Asia Pacific
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AASTRA France
Tony SHEN
President
Bernard ETCHENAGUCIA General Manager
PA FUHRMANN
Delegate General Manager
Finance
S. Terrades
Legal
T. Garnier
IS/IT
L. Bizos
HR
S. Couvret
Country Sales Unit
France
Center of Excellence
Large Enterprise Solutions
Distribution & Services
Products & Solutions
Bernard ETCHENAGUCIA
Pierre-Alexandre
FUHRMANN
Logistics
C. Simon
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14
French CSU Organization
Bernard ETCHENAGUCIA
Sales
Jean-Marc ODET
Business Development
X. Hottelart
Marketing Communication
JD Garo
Telesnap
David Perrot
Customer Services
Michel CARDIET
SPC Meeting - French CoE review
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French CSU
Sales Breakdown
» 2008 Sales (Forecast)
» Strategy
– Grow in >500 with
A5000
– Pursue development of
Ascotel
– New channels
opportunities with SIP
sets
– Stabilize P12 sales in
2008
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French CSU Organization
Sales
»
Sales management for
» Aastra 5000 / NeXspan
» Ascotel
» SIP sets / SIP DECT
» MD-Evolution & MX-ONE
»
Customer satisfaction management
Sales
JM Odet
5 Sales Regions
Direct Touch
» Deliverables
Channel Account
Management
– Revenues
– Customer satisfaction
– Feedback from field (customer needs & competitive info)
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17
French CSU Organization
Marketing Communication
»
Marketing Comm
JD Garo
Communication/ Events
»
»
French consultants
»
Multi-CoE Sales Marketing missions
– End-users needs / Aastra solutions
– Sales oriented marketing tools (verticals, incentive,
newsletter …)
– Sales support for other CoE’s products
Marcom / Events tasks splitted into the team
Communication included in Marketing to leverage marketing
awareness
Animation of consultants community
» Deliverables
Multi-CoE Marketing Support
Other CoE
Marketing Support
French CoE
Marketing Support
–
–
–
–
Customer events : Roadshow, tradeshow
Business generation : incentive, lead generation
Sales support : training, assistance
Marketing tools (except A5000/Nexspan)
 Marketing slides
 Product Guide / Sales Guide / Ordering Guide
 Marketing collaterals
– Marketing awareness
 Web content / Newsletter
 Press relations
 Goodies / Panels
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French CSU Organization
Business Development
Business Development
X. Hottelart
Business development
Mock-up / demonstrations
»
»
»
Develop sales for new products
Open new channels
Sales support with demonstration / mock-up
» Deliverables
–
–
–
–
New business / contracts
Mock-up for tenders
Demonstrations / Trade-show assistance
Uptodate Briefing center
Briefing center
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French CSU Organization
Customer services
»
Customer services
M. Cardiet
Training
Services
Customer project
management
Level 2 Support
»
»
»
Training center for resellers / end-users customers (France +
International Nexspan channels)
Services to help resellers (audit, deployment, expertise…)
Customer project management (large account project
assistance)
Level 2 support for NeXspan/A5000 & P12 portfolio for French
channels
» Deliverables
–
–
–
–
–
–
Training materials & training sessions
Services & Revenues associated
Channels interface for Level 2 Support
Project follow-up
Customers case resolution
Follow-up of certification commitment
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Direct Sales
Indirect Sales
Carriers
System
Integrators
Direct Touch
Aastra Local Coutnry Sales units
Channel
Partners
& Distributors
Resellers
New and existing customers
Aastra
Aastra global sales strategy
» One common global
organisation
» Multi-country teams
and deployment
– Team to coordinate
international
requests
– Global partners that
handle global
customers
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French market sales strategy
» Mainly indirect sales (95% of
business)
AASTRA
10%
Distributors
OEM
Integrators
Resellers
20%
65%
10%
5%
» Distribution through distributors
(2-Tier) and resellers (1-Tier) :
150 integrators
85%
Direct
» Certification to guarantee the
level of service to end-customers
5%
» Specific Partnership with EADS
for Defense markets
End-customers (SME/LME)
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Strong position on French market
» Strong position with Alcatel
» Growth opportunities in 2 segments
– Below 10 extensions
– Above 500 extensions
Growth opportunities with new full IP
solutions : A800 & A5000
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French CoE Organization
Pierre-Alexandre FUHRMANN
Dominique Poizat (Deputy)
Marketing
Dominique POIZAT
R&D
Isabelle SAINT-GILLES
Jean-Pierre TOULAT (deputy)
CSU Sales Support
PAF (Acting)
Professional Services
Emmanuel Blanc
Quality
PAF (Acting)
SPC Meeting - French CoE review
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French CoE Organization
Marketing
» Marketing Solutions
Marketing
Dominique POIZAT
Marketing Solutions
L. Madelaine
Marketing Operations
JM Deny
– PLM
– Marketing Support NeXspan/
A5000
– Pre-Sales NeXspan / A5000
– Marketing materials
» Marketing operations
–
–
–
–
–
Pricing
Sales tools (tarif, eQuation..)
Certification
Services sales
International NPI
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French CoE Organization
Marketing - Marketing solutions
» French and international activities : Combination of PLM &
Sales Marketing missions
Marketing
Dominique POIZAT
Marketing Solutions
L. Madelaine
Marketing Operations
JM Deny
– To be closer to Sales support
 Customer events / sales training / roadshow
 Better feeling of market needs / sales expectation
 Sales oriented marketing tools (verticals, incentive, newsletter …)
– Focus on Product management rather than on R&D project
» Deliverables
– Customer events : Roadshow, tradeshow
– Sales support : training, assistance
– Product Management
 Product definition
 Product management : content, part number
 Product forecast
– Marketing tools
 Marketing slides
 Product Guide / Sales Guide / Ordering Guide
 Marketing collaterals
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French CoE Organization
Marketing - Marketing operations
» Marketing tools & support
– Common to all products
– Linked to sales process
Marketing
Dominique POIZAT
Marketing Solutions
L. Madelaine
» French and international activities
– French pricing tools process including all products (NeXspan,
Ascotel, SIP….)
– International adaptation of NeXspan/A5000
– International pricing tools
» Deliverables
Marketing Operations
JM Deny
–
–
–
–
–
–
Pricing strategy / Pricing tools (NDP, Cost)
Pricing & product database management
Sales statistics & analysis
Competition analysis (product / pricing tools / quotation)
Certification program management (France & International)
Services sales
 Software subscription
 Technical expertise
– International adaptations (NPI)
 Project management for international adaptations related to
products
 Product management interface with countries
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French CoE Organization
R&D (1/3)
R&D
Isabelle SAINT-GILLES
Jean-Pierre TOULAT (deputy)
» Projects Management
» Coordination, Schedule, reporting
Projects
B. Laffite
SW: Telephony
P. Laguionie
SW: Framework & Managt
O. Fernandez
HW & Industrialization
G. Escot
Integration
P. Rouquier
» SW Telephony
–
–
–
–
–
System Architecture
Core Call Processing
Network/subscribers Interfaces
CTI Applications interfaces
SW maintenance
Validation (DZ)
FY Jacob
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French CoE Organization
R&D (2/3)
R&D
Isabelle SAINT-GILLES
Projects
B. Laffite
SW: Telephony
P. Laguionie
SW: Framework & Managt
O. Fernandez
HW & Industrialization
G. Escot
Integration
P. Rouquier
Validation (DZ)
FY Jacob
» SW Framework & Management
»
»
»
»
System Architecture
Low layers management
Management SW
SW maintenance
» HW & Industrialization
» HW design ( electronic, mechanics,
firmware )
» Component & product database
» Interface to industrialization
» HW maintenance
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French CoE Organization
R&D (3/3)
R&D
Isabelle SAINT-GILLES
Projects
B. Laffite
SW: Telephony
P. Laguionie
» Integration
»
»
»
»
»
Product Testing
SW package production & patch
Technical Documentation
International adaptations
R&D Labs & R&D tools
SW: Framework & Managt
O. Fernandez
HW & Industrialization
G. Escot
Integration
P. Rouquier
Validation (DZ)
FY Jacob
» Validation
» Solution testing
» Check solution vs requirements
» Non-regression tests
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French CoE Organization
» International Support
Professional Services
Emmanuel Blanc
International Support
E. Blanc
– Level 2 support for RoW
channels
– Level 2+ for CSU
– Tech transfert for CSU
Product Support
R. Addi
» Product Support
– Product expertise
– Field Trials
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NeXspan / A5000 business
Key figures
» 100 MEUR revenues
– 72% of business made in
France
– 6% outside Europe
» Medium & Large system
business focus
» Joined Aastra in 2005
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NeXspan / A5000 business
Key figures
NeXspan
Terminals
Analog
Digital
IP
SIP
DECT
TOTAL
2007
51 762
187 707
32 531
9 465
64 139
345 604
DECT RFP
DECT base stations
12 327
Systems
Very smalll (compact)
Small (XS / XS 12)
Medium (XL)
Medium/ Large (XD)
Lage (N500)
Call Servers
TOTAL
761
12 828
1 881
370
159
35
16 034
Applications
Call Centers
Unified messaging
Attendant console
CTI - TWP
Management centers
154
172
585
452
» Strong increase of IP sales and
systems software
» Medium to large systems mainly
sold in
– France
– Italy
– RoW channels
» Applications sold mainly in France
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Extension lines
Total NeXspan
Average per system
1 007 113
63
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Aastra 5000
Product description
Unified applications
Microsoft Integration
Web-based
Network. Mgt
» SIP Call Manager
» IP Trunking
» Seamless networking
Aastra 5000 - SIP Call Manager
IP Trunking
» Scalable and secure
architecture
» Virtualized Software
IP sets
SIP mobility
DECT / WiFi / FMC
Gateways
» Easy IT integration
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Aastra 5000 offering
From distributed networks to hosted services
Full IP offering
Aastra 5000 - SIP Call Manager
Hybrid & Full IP
Hybrid
offering
XL
XS
50 users
XD
100 users
A500
500 users
5000 users
150 000 users
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Aastra 5000
Market positioning
» Market target
– 500 – 150 000 users
– Full IP configurations
– Medium to large networks
» Pricing structure
– Licence per user
– Licence for SIP & non-SIP users
– From 95 € to 53 € per user
» Sales strategy
– NeXspan channels
– IT-oriented channels
– Hosted services
» Competition
– Cisco, Alcatel OxE, Siemens
HiPath 8000,
» Key customer references
– 35 000 lines already sold
 Bordeaux Hospital : 12 000 lines
 University of Metz : 4000 lines
 Soissons Hospital : 1800 lines –
300 IP DECT users
 Beauvais Hospital : 1500 lines –
300 IP DECT users
 CIRTIL (Tax board) : 5000 lines
with 500 Contact Center agents
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Aastra 5000
Key selling points
» Customer needs
– Virtual teams – Centralized management
– Business continuity
» Strenghts of the products
– Seamless networking, free-seating,
mobility services
– Redundant Call Manager & Gateway,
hot-swappable cards
– Virtualization of the service
– Virtualized software, Licence per user,
multi-tenant
– Unified communications
– Web-based unified. App, SIP Video, MS
integration
– Openness
– Reduced TCO
– SIP, LDAP, Linux, Active Directory
– Easy IT integration, Ease of deployment,
IP Trunking
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Nexspan / Aastra 5000 business
CSU / ISU Support
» Various services to help supporting the
NeXspan/ A5000 business
– Business & pre-sales support
ONE SINGLE POINT OF CONTACT
FOR EVERY CSU
– Marketing support
– Demonstration, Mock-up
– New Product Introduction support
– Technical support
NPI : Frederic SCHILTON
ONE SINGLE POINT OF CONTACT
FOR EVERY AREA
» Extranet to provide all information
related to Products
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Nexspan / Aastra 5000 business
CSU / ISU Support - Point of Contacts
»
François DUVAL [email protected]
Office : +33 1 30 96 42 82
Mobile : +33 6 85 74 44 45
– CSU D, SP, Nordics, UK
»
Magali BORLOZ [email protected]
Office : +33 1 30 96 42 35
Mobile : +33 6 08 91 81 54
– CSU I, P
– ISU Africa, Eastern Europe… & Mexico
»
Sébastien HAON [email protected]
Office : +33 1 30 96 43 02
Mobile : +33 6 07 74 59 28
– CSU BeNeLux,
– ISU Maghreb-Africa / Mediterranean
»
»
For any area not covered by CSU, please contact
Christophe RACHEL [email protected]
– International Sales Unit, Director (Deputy of VP)
Office : +33 1 30 96 45 29
Mobile : +33 6 75 31 00 29
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New Product Introduction
» Extranet :
»
http://support.nexspan.net/extra/NPI/GlobalNPI/GlobalNPI_en.php
– All information related to
product introduction
 News
 Planning of introduction
 Presentation
– Points of contacts list / NPI
process
» 2 seminars per year
– CoE / Product information
– International sales feedback
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A5000 services & certification program
» Certification program to ensure
quality of services for endcustomers
– SLA from Aastra to correct bugs
– Skills &Training requirements for
resellers
» Software subscription program to
benefit from technological
enhancements
» Professional services to
accompany customers/resellers
– Audit
– Expertise
– IT integration
A single common quality requirement
and 4 levels in line with the strategy and
skills of our Partners.
» Recycling program for electronical
wastes (WEEE compliance)
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Certification – Criteria
Competence
requirements
Geographical
coverage
Commercial
commitments
VAD
Training
VAR
Services
to customers
1
product range
Close proximity
(1)
2
products ranges
3
products ranges
4
products ranges
Local or
Regional
Regional or
National and
International
National
(1)
VAD TO > 150 K€
VAD TO > 500 K€
or loyalty > 30%
VAD TO > 1000 K€
VAD TO > 5M€
VAR TO > 50 K€
VAR TO > 150 K€
or loyalty > 50%
VAR TO > 500 K€
or loyalty > 70%
N/A
1 Technician per 800 K€ of Turnover
1 Sales engineer per 1000 K€ of Turnover
1 Technician per 800 K€ of Turnover
1 Sales engineer per 1000 K€ of Turnover
1 Pre-sales engineer per 1000 K€ of Turnover
1 Technician per 100 K€ of Turnover
1 Sales engineer per 200 K€ of Turnover
1 Technician per 100 K€ of Turnover
1 Sales engineer per 200 K€ of Turnover
1 Pre-sales engineer per 500 K€ of Turnover
Performance indicators, dedicated support team,
field test participation
24/24 Hot Line on request, escalation procedure, Customer Relation
Management tools
Investigation means, levels 1 and 2, Hot line with call-back and/or restore-time commitment,
On-site intervention with time commitments, spare parts
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Certification – Levels and ranges of products
ENTERPRISE
TELEPHONY
A single common quality requirement
and 4 levels in line with the strategy and
skills of our Partners.
ENTERPRISE TELEPHONY
NETWORKS
IP TELEPHONY
MULTIMEDIA
APPLICATIONS
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Aastra Product Ranges
Single-site installations: NeXspan/ X series gateways S/L/D
ENTERPRISE
TELEPHONY
ENTERPRISE TELEPHONY
NETWORKS
Ascotel, Multi-site networks < 3 nodes & TWP
CTI, ATDC/PC, IP LAN, administration (M7420, M7425)
Large systems & multi-site networks - NeXspan 50, NeXspan 500
Mails on PC (UCP), management centre (M7430, M7450) & TWP
Communication Server,
IP TELEPHONY
IP multi-site networks - IP network (data),
Call server application - operating system (Windows) security products & TWP
Contact Centre – NeXspan Communication Portal
MULTIMEDIA
APPLICATIONS
TWP (toolkit, internet)
Multimedia portal
44
Certification – AASTRA Services Pack
Lab training
Showroom
access
interventions invoiced
All on-site interventions
Softwareinvoiced
version invoiced
Study day
Study day
2/year
5/year
Showroom
access
Showroom
access
Showroom
access
Technical
monitoring
committee
Technical
monitoring
committee
Technical
monitoring
committee
4/year
11/year
2/year
Uncertified
All on-site
distributor
Lab training
Global monitoring
and performance
committee
Performance
report
Performance
report
Performance
report
1/year
2/year
4/year
11/year
Fault
resolution
time
8d / 30d
Fault
resolution
time
5d / 25 d
Fault
resolution
time
Fault
resolution
time
4d / 20d
4d / 20d
Response time
Response time
Response time
Response time
software version invoiced
Patch invoiced
Hot Line access invoiced
per call
Corrective
software
version (1)
Corrective
software version
(1)
Corrective
software
version (1)
Corrective
software
version (1)
8H Hot line, technical Extranet and co-marketing access, on-site intervention (2), sales support, commercial
and pre-sales training, Mktg information, configuration and costing tools , demo pack at preferential price
Extranet Marketing access
(1) If correction required and customer identified.
(2) On-site intervention, decided by both parties, is free of charge only if the fault is due to the manufacturer,
otherwise it is invoiced.
45
Part of Services Pack
AASTRA Call Centre commitments(1)
Blocking claims
Time of taking into
account
Response time(3)
1 hour(2)
< 8 days(2)
< 5 days(2)
< 4 days(2)
Majors claims
Time of taking into
account
Response time(3)
8 hours(2)
< 30 days (2)
< 25 days (2)
< 20 days (2)
Minors claims
Time of taking into
account
Response time(3)
3 days
50% of claims < 90 days (2) and 100 % of claims < 180 days (2)
(1) : Commitments for a 3 years period from the date of products’ purchase
(2) : working day at normal business hours. Maximum time
(3) : The answer is the supply of a solution or an action plan and a time of resolution of the claim
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Certified PARTNER local support commitments
Expert
BLOCKING
claims
90% of claims whose state
OPEN- STANDBY < 8 days
90% of claims whose state
MAJOR claims
90% of claims whose state
OPEN- STANDBY < 30 days
90% of claims whose state
MINOR claims
States : Known Solution &
No Fault-User error
Silver Expert
90% of claims whose state
OPEN- STANDBY < 5 days
O PEN -
SOLUTION DELIVERED
90% of claims whose state
OPEN- STANDBY < 25 days
O PEN -
SOLUTION DELIVERED
Gold et Gold International
90% of claims whose state
OPEN- STANDBY < 4 days
< 20 days
90% of claims whose state
OPEN- STANDBY < 20 days
< 90 days
NA
< 10% cases submitted
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Partnerships
» A2P2 partnership program
» Data infrastructure
– HP Procurve : Technical
validation and resell of
equipments
» WiFi infrastructure
– Trapeze networks
– HP, Meru, Aruba on-going
» FMC
» IT infrastructure
– Dell, Stratus servers
» Applications
– Microsoft OCS, Exchange 2007
Unified Messaging
– IBM SameTime on-going
» Carrier networks
– Orange, Verizon IP trunking
– Quescom
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