Transcript Slide 1

NetVanta Unified Communications
Evolution of Unified Communications
Business Value
NetVanta UC
NetVanta 7000 Series
Total Access 900
NetVanta 6000 Series
Unified Communications
Data, voice and video convergence
Infrastructure
Switches
Routers
T1/E1 connectivity
Evolution of Communications
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What is Unified Communications?
 Unified Communications*
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Telephony
Conferencing
Messaging
Instant Messaging/Presence
Clients
Business Enablement
 Communications Enabled Business Processes (CEBP)
– Consolidated Administration
 Many different definitions but Unified Communications
vendors tend to agree:
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Multi-modal
Integration of real-time and non-real time communications
Sense of urgency and quality of experience
Gartner “Critical Capabilities for Unified Communications”, August 10, 2009
Transcends normal boundaries of *Source:
time/space
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What is the Business Value of UC?
The business definition of UC is somewhat simpler:
Communications integrated to optimize business processes.
 The key point about UC from a business perspective is not what it
is, but rather:
– “What can UC actually do for me and my business?”
– “How can UC fit my business, not the other way around?”
– “Does it have to be complicated?”
• UC improves the processes that a business uses to make it more
efficient or to provide competitive advantage.
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Increase revenue
Lower costs
Improve service
Increase productivity
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ADTRAN Unified Communications
 IP Telephony & UC Bundles
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Business Communications System
Enterprise Communications Server
NetVanta 7060
NetVanta 7100
 UC & Application Servers
– Unified Communications Server
– Business Applications Server
 Desktop Clients
– NetVanta UC Client
– ADTRAN Softphone
 IP Phones
– ADTRAN IP 700 Series phones
– Partner phones:
 Polycom
 Snom
 Grandstream
 Aastra
 Branch Office Extension
– NetVanta 6355
– NetVanta 6240 Series
– Total Access 900/900e Series
 Gateways
– NetVanta 600 Series
– Partner gateways:
 Dialogic
 Audiocodes
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Internetworking Product Portfolio
Converged Access Solutions
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IP Business Gateways (IPBGs)
Integrated Access Devices (IADs)
Access Routers
GPON
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Unified Business Solutions
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Unified Communications
Premise-based IP PBX
IP Phones
LAN Switches
Wireless Access Points (WAPs)
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Addressable Market Segments
Multi Site
Distributed Enterprise
• Several locations,
potentially equal in
size
• Sites connected
using SIP or
traditional trunks
• Numerous business
locations
• Large headquarters
with smaller branch
offices
Single Site
• Solutions for 10 to
2,000 users at a
single location
Vertical Markets:
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Banking and Brokerage
Government
Healthcare
Education
Legal
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Manufacturing
Non Profit Organizations
Professional Services
Technology
Insurance
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Media and Entertainment
Retail
Utilities
Transportation
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NetVanta UC Server
NetVanta Unified Communications
(umbrella brand for all of ADTRAN’s new UC products)
 NetVanta Unified Communications Server
 NetVanta Business Communications Systems
 NetVanta Enterprise Communications Server
 NetVanta Business Application Server
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Adding Business Value
Communications Systems
NetVanta Enterprise Communications Server
NetVanta Business Communications System
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Enabling other systems
NetVanta Business Application Server
NetVanta Unified Communications Server
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NetVanta UC Cross Selling Matrix
Communications
NetVanta Business
Communications
System
NetVanta 7060/7100
Access Gateways &
Branch Office Solutions
Network Infrastructure
Phones
NetVanta 6355
IP700
Polycom
NetVanta Enterprise
Communications
Server
NetVanta 7060/7100
NetVanta 6355
IP700
Polycom
NetVanta Unified
Communications
Server
NetVanta Business
Application Server
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Dialogic
Dialogic
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ADTRAN and the UC Market
75 – 2,000 users per
location
Process -Centric
applications (CEBP)
NetVanta Enterprise
Communications
Server
NetVanta Business
Application Server
10 – 100 users per
location
NetVanta Business
Communications Server
Or
7100/7060
Add UC to Existing PBX
NetVanta Unified
Communications
Server
Unified Communications Prospect
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Customer Applications
 How to connect to customers – their needs
– Unified Messaging
– Fax
 Inbound/Outbound fax
 Single number DID fax
– Inbound IVR
– Outbound IVR
– Notification services
– Paging and alerting
– Database Integration
– Call redirection
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Unified Messaging
 Plug-ins
– Microsoft Outlook (Exchange Server)
– Lotus Notes (Lotus Domino)
– Google Gmail
 Additional Client Support
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Outlook Web Access (OWA)
RIM BlackBerry Enterprise Server
Windows Mobile® Smartphones
Other Smartphone Devices (ActiveSync)
Telephone User Interface
 Return on Investment (ROI)
– Time Savings
 Travelling employees save on average 55 minutes/day through more efficient message
management. Mobile device support – Blackberry, iPhone, Windows ActiveSync –
increase those savings. No longer calling into voicemail to see if there are any voice
messages.
 Office employees save on average 43 minutes/day managing voice, fax and e-mail
messages from their inbox
 Savings of 12 minutes/day managing voice, fax and e-mail messages over the phone
 using their e-mail client makes it easier to forward, reply to messages from a single
interface
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Click to Dial
 Outlook integration
 Click to dial from Outlook Contacts
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Visual Auto-attendant
 Reason for visual auto-attendants
– Human’s are visual by nature
– Visual management allows call flows to be created that does not require
logical or spacial leaps.
– WYSIWYG
 ROI
– Visual management of automated attendant
– Quick to prototype, test and deploy
– Integrated audio management
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Fax Services
 Reasons for fax services
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Privacy / confidentiality
Productivity improvements
Legislation (HIPAA)
Environmental – Green initiatives
 Industries
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Healthcare
Legal
Financial
Real Estate
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Fax Services
 Return on investment (ROI)
– Maintenance savings
 $60 - $200 per month maintenance contracts
– Personal productivity improvements / Time savings
 2 minutes / fax to distribute incoming faxes
 5 minutes / fax to send an incoming fax
– Waiting for busy fax machine
– Waiting for fax confirmation report
– Resource savings
 Estimated 3¢ / page (Paper, Ink and maintenance)
– Facilities savings
 Share lines for voice and fax
 Convert analog lines to PRI DID ($40.00/line vs. $4.00/DID)
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Fax Services
 Outbound fax
– Fax print driver
 Inbound fax
– Personal DID fax
– Shared voice/fax number
– Fax-to-e-mail
 Fax on demand
– Caller selects fax number
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Notification Services
 What is the impact when someone
misses an appointment?
– Dental offices
– Doctors Offices
– Automotive Dealerships
 ROI = value of missed appointments
/ cost of the solution
 Reminder services
 Lets you drive existing and new business
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Find-me follow-me
 Individual User Notification
– Find-me follow-me
– Active Message Delivery
– Email notification
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Notification Services
 Integrated with service environment
 Import lists of calls
– Sequential calling
– Parallel calling
 Beneficial Features
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Answering machine detection
Priority scheduling
Reporting
Live status
Pause
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Multi-National IT Equipment
Vendor Service Department
 High level
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Management of after hours schedule
Allow callers to leave message after hours
On duty technicians notified
Call escalation to managers if not responded to in a given amount of time
Call traceability and logging
 Benefits
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Allowed company to honor service level agreements (SLA) with customer
Real time notification, increased efficiency
Consistent customer experience
Eliminated errors
 ROI
– Savings of 6400 Euros/Month by not employing new people
– System payback <4 months
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Inbound IVR
 Customer self-service
– Each business’s data is its own and therefore
unique
– Every business has customers that can help
themselves
 ROI
– Staff efficiencies:- eliminate providing same answers over and
over again
– Retrain staff for higher value duties
– 24x7 customer self service
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Inbound IVR
Customer’s Experience
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Partner’s Expertise
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Outbound B2B Call Center
 High Level
– Agent transfers outbound call to UC Server
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when they encounter an answering device
– UC Server waits until the end of announcement and then leaves a
message
– Prototype – 3 hours service development
 Benefits
– Agents spend roughly 20-30% of their time leaving messages on
an answering machine
 ROI
– 100% increase in the number of calls,
– 50% increase in the number of call completions.
– The expression on an agents face when they don’t have to
repeatedly leave the same message on an answering machine:
PRICELESS
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Paging and alerting solutions
 Industries
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Schools
Hospitals
Retail
Car Dealerships
 Overhead paging
– Integrate different paging techniques
– Existing PBX
– VoIP Speakers, Amplifiers
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Paging and alerting solutions
 Paging devices
– Paging connected to PBX
– Set paging on PBX
– IP speakers
 Unicast paging
 Multicast paging
– SIP Phones
 Paging groups can contain
devices from different groups
 Types
– Live paging
– Queued Paging
 Pre-recorded audio
 On-the-fly
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Call Redirection
 Industries
– Territory based customer facing organizations
 Route callers to the correct location
– Time of day
– Calling telephone number
 Area code, office code to a specific person or group
– E.g. last time you called you spoke with ...
– E.g. Territory mapping based on phone number
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Call Redirection
 Redirect calls based on information from the caller
– Telephone number
– Information entered by caller
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Rubber Stamp Company
 Rubber stamps manufacturer for large national retail
outlets (Staples, Office Depot, Wal-Mart, etc...)
 High level
– Calling line ID match to store location
 If not match then prompt for store
 Route selected customers to live operator
– Enter in order number
 UC Server provides a status to the caller
 Benefits
– Provides selective service levels
– Provides 7 x 24 service
– Reduced man power
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Real Estate
 High level requirements
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Never miss a call
Simplified management
Heavy faxing
Notification
 Real Estate – “Talking house”
– Specific details on a property
 Audible walk-through of a property
– RE Agent captures information about the caller
 Offers the caller to transfer to Real Estate Agent
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Talking House
Customer’s Experience
Agents Experience
Partner’s Expertise
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Business Communications System
Bundles – 100 User
 Business Communications System
– 7100 Bundle
– 7060 Bundle
– After market bundle (after initial system sale)
 Bundles include:
– 100 Advanced Users, 8 Ports, 2 Fax, Data
Source Connector, Click-to-Dial, Conference
Server
– Products can be expanded by licensing
Product
Part Number
7100 with NetVanta UC (100 User)
4200796G1#UC
7060 with NetVanta UC (100 User)
4700706G1#UC
Software Only (100 User)
1950101BSG1
Price (MSRP)
$
6,345.00
$
5,645.00
$
1,750.00
– Server sold separately
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Business Communication System
Bundles – New 30 User Bundles
New Value-Based Bundles for small business customers needs!
 7100 only bundle
– Includes 7100 chassis limited to 30 users maximum
– 30 users includes IP devices, analog lines, virtual mailboxes, remote phones and soft
phones
– Add any cards for T1, FXO, or more FXS at standard pricing
 7100 bundle with 30 UC users
– Includes 7100 chassis limited to 30 users maximum, plus 30 UC licenses
– 30 users includes IP devices, analog lines, remote phones and soft phones.
– 30 Advanced Users, 8 Ports, 2 Fax, Data Source Connector, Click-to-Dial, Conference
Server
– Add any cards for T1, FXO, or more FXS at standard pricing
– Does not include the server. Specifications are available
Product
Part Number
Price (MSRP)
7100 only (30 User)
4200796G1#VSMB
$
3,195.00
7100 with NetVanta UC (30 User)
4200796G1#UCVSMB
$
3,695.00
 Limited time offer: Begins April 5 through Sept 30, 2010
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ACES
 Suite of services for successful initial deployment and ongoing
support
– Installation services (Gold, Silver, Bronze)
 Project communication and management
 Pre-installation visit
 Stage and configure equipment
 On-site deployment with test and turn-up support
 Training
– Software Assurance
 Access to software updates
 Technical support assistance
– Professional Service Vouchers
 Design changes and new feature implementations
 Business integration services
– Database integration
– IVR systems
– Notification Systems
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Need Additional Support?
 Quote Assistance
– Applications Engineering
– Price List/Quote Tool
 ACES Business Office
– +1 (888) 87-4-ACES [+1 (888) 874-2237]
– General questions and order status
 [email protected]
– Installation questions and order status
 [email protected]
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Question and Answers
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Sales Strategies – 7000 Series
 SP Value
– All-in-one business communications solution:
 PBX with auto attendant and voicemail, PoE Switch, Firewall, Router
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Single device to install, configure and manage
One solution that scales from 10 to 100 users
No hidden costs or per user fees
Free software upgrades
ACES Service offerings
 Customer Value
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Reliability: Solid state, no moving pieces
Small footprint
Flexible service options: Analog, T1, PRI and/or SIP trunks
Simple upgrade path to Unified Communications with NetVanta
UC
– Flexible and easy to use
– Five-year warranty
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Sales Strategies - BCS
 SP Value
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Offer a competitive offering against other competitors in their space
Attractive margins
Sell a complete end-to-end solution
ACES Service offerings
 Customer Value
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True Unified Messaging
Visual voicemail and automated attendants
Integrated fax support
Flexible and easy to use
 Competitive Highlights
– ShoreTel – Doesn’t have true Unified Messaging, doesn’t have visual
auto-attendants or IVR; no integrated fax; no integrated switching,
routing, PoE, VPN
– Cisco – changes Active Directory to integrate with Exchange; doesn’t
have visual auto-attendants IVR; no integrated fax
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