Transcript Avaya External Template 31607

Server Consolidation in
Financial Services with FCE
Carolyn Nguyen
Director, Industry Solutions
Bob Vaughn
Business Development Manager, Financial Services, GAO,
Consulting Systems Integration, Avaya Global Services
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
1
Review Top 10 Pain Points in Banking
New
Top 10 Banking Pain Points:
What’s new?
1. How to delight the customer ?
•
2. Headcount & productivity – “Do
more with less”
CSI Service Chain Offerings for
Contact Center and IP
•
3. Analytics, metrics, enterprise
reporting
Server Consolidation solution
defined for FS customers
•
Sales Collateral
4. Cross-selling & up-selling
– Offer Selling Guide
5. CRM adoption & effectiveness
– Fact Sheet
6. Enabling mobile/remote revenue
generators
– Service Chain Collaterals
– Updated Web Portals
7. Customer attrition
8. Complexity
9. Business continuity / pandemic
preparedness
10. Integrating distribution channels
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
Previously presented by Tony
Kleckner and Leni Selvaggio in
May 2007
2
What’s Coming in Banking Solutions …
•
one-X Banking prototype at Avaya Sales Expo Financial Services Booth:
– Grow branch revenue
– Increase close rates
– Improve bank productivity
With powerful analytics and communication enabled digital signage
•
Avaya-IBM joint banking solution
– Target GA mid November
•
Avaya one-X banking solution development roadmap
Q1FY08
Q2FY08
Q3FY08
Q4FY08
Build the foundation
Verticalize existing solutions w/ banking
value propositions & supporting collaterals
(e.g., branch/DO, branch redirect, mobility,
voice portal, analytics, etc.)
© 2007 Avaya Inc. All rights reserved.
Banking apps integration
Integrate & test with banking apps (e.g.,
digital signage, ATM kiosks, etc.)
Avaya – Proprietary & Confidential. Under NDA
3
Focus on Customer Problems
Financial Services firms can address and improve the following operational
areas by implementing a Server Consolidation Solution
Server Creep
Cost Containment
& Reduction
Complexity
Manageability
Network
Consolidation
Not Just for
Banking
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
4
Benefits of Server Consolidation
•
Streamline across branches,
contact centers and corporate
headquarters
•
Flatten out-dated, multi-tiered
communications architectures
•
Lower operational expenses,
improve customer
responsiveness
•
Support more capabilities without
adding more servers or costs
•
Reduce operational risks,
increase reliability and business
continuity
Contact Center & Enterprise
Eliminating
16 servers can save
over $1M
© 2007 Avaya Inc. All rights reserved.
Reduce Costs
Improve Customer Service
Optimize efficiencies
Avaya – Proprietary & Confidential. Under NDA
5
Example Before and After FCE Deployment
for Contact Centers
Current network
© 2007 Avaya Inc. All rights reserved.
Optimal network design
Avaya – Proprietary & Confidential. Under NDA
6
Deploying Server Consolidation Using
Avaya Service Chain
Getting Started – 2 Step Program
• Help customers determine whether Server Consolidation is right for
them
– Step 1: Feasibility Study (2 to 4 weeks)
– Step 2: Business Benefit Plan (2 to 3 months)
• Determine upfront customer proof-points
– Get to decision faster
– Get to benefits faster
• Avaya is the only one-stop shop
– Delivers both planning and design services
– Provides infrastructure and communications applications
– An intelligent communications vision for financial services firms
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
7
Focus on Financial Services Customers
• Key Stakeholders
– CEO, CIO, COO
– Deploying or committed to deploying a network infrastructure
• Target Customers are medium to large size
– Retail banks, thrifts and building societies
– Insurance companies in the US
– P/C and L/A insurance firms
– Brokerage/wealth management firms
– Credit card operations centers at banks and servicing banks
– Large credit unions in US and Canada
• Customer Locations, Users
– > 29 branches or 5 or more call center operations
– Converged network supporting > 1,000 users
– Regional or global operations
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
8
Example: UBS Financial Services
•
Key Stakeholders
– CEO, CIO, COO (In this case VP and Director of Telecommunications)
– Deploying or committed to deploying a network infrastructure (Targeted FY08)
•
Target Customers are medium to large size
– Retail banks, thrifts and building societies
– Insurance companies in the US
– P/C and L/A insurance firms
– Brokerage/wealth management firms ()
– Credit card operations centers at banks and servicing banks
– Large credit unions in US and Canada
•
Customer Locations, Users
– > 29 branches or 5 or more call center operations (420 Branches, 5 Call Centers)
– Converged network supporting > 1,000 users (over 7,000 users)
– Regional or global operations (Global presence, initial focus on domestic US)
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
9
Competitive Analysis
Strengths
Cisco #1
Presence in accounts and
relationships on the
networking side
Size
Weaknesses
• Does not have a complete services organization
• Relies on contractors and their subcontractors to deliver service
• Notorious for vendor lock-in
• Not as experienced in contact center or voice applications as
Avaya
In-house
Company
Staff
A known quantity and
perception of putting
company in more control
of their operations
• Difficult to have in-house staff dedicate 100% focus on
consolidation planning
• Easier for in-house to miss deadlines
• Does not have a structured approach/process specific to the task
at hand
• Note:
We’ve seen customers are willing to pay for services when
they recognize that the FCE complexity is too much for their inhouse staff to handle
Microsoft
Services
New emphasis on Unified
Communications with a
“software” approach
Has been focused on
server consolidation for a
number of years
© 2007 Avaya Inc. All rights reserved.
• Many FSIs do not take Microsoft first-release products, so UC
from MS may not get immediate pickup (but Microsoft poses a
bigger threat every month)
• Avaya is more experienced in IP telephony and a market leader
with specific references available
Avaya – Proprietary & Confidential. Under NDA
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Competitive Advantages
 Multi-vendor and open standards orientation
 Ability to deliver in a blended IPT (DB) with traditional
Analog/Digital environments and provide a business-driven
migration plan
 One-Stop Shopping with responsibility solely owned by Avaya
 Holistic view of the network enterprise
 Reference accounts with solid ROI and savings documented
 100% focused on and investing in business communications
innovation
Avaya leads in IP Solutions - 19 of the top 20 banks in the world count on Avaya and its partners for
secure, leading-edge network infrastructure and reliable unified communications applications
Avaya leads in Contact Centers - Avaya is a preferred provider in Contact Center applications for 8 out of
the Top 10 banks, Top 10 life insurance companies, and Top 10 property and casualty insurance providers
as ranked by Fortune Magazine for the US market.
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
11
Selling the Solution
•
GA: NOW by Sales and Partners
– Pre-launch engagements available now
•
Helping you Sell in Financial Services
– Solution Offer Brief
– Server Consolidation Fact Sheet
New
– Complete FCE Sales Tool Kit
– FCE Flash Demo
– Financial Services Global Sales Portal
• https://enterpriseportal.avaya.com/ptlWeb/gs/solutions/S0
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– Server Consolidation Resource Guide
• https://enterpriseportal.avaya.com/ptlWeb/getfile?docID=
Mzk1NzU0NA==
•
October Communication to Partners
•
Contact:
– Kai Chuk Tse, C&SI
– Carolyn Nguyen, Industry Solutions Group
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
12
© 2007 Avaya Inc. All rights reserved.
Avaya – Proprietary & Confidential. Under NDA
13