Transcript Slide 1

TANE
NYSTA Technical
Issues Forum
February 11, 2015
John C. Wrona
Solutions Manager
Managed Service Business
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Does UC even fit?
UC is only as relevant as it meets the
business needs of the customers it
serves.
Application of UC when mapped
directly to the customers’ business is
very relevant.
Customers are looking for ways to
improve on customer service,
competitive edge, and time to market,
differentiation, and increased profits.
Bottom Line
Cost savings from toll
bypass, conferencing,
simplifying
licensing/administration,
travel savings, etc.
Productivity improvements
from optimal collaboration
leading to faster cycle times,
customer service.
Converting to IP Saves $$
Converting traditional TDM voice to IP to
save $; convert voice to UC
Multiple case studies have shown that
migrating from a legacy TDM to SIP
enabled transport, coupled with the UC &
Collaboration enablement, clients can
save 30%-70%!
Isn’t that YOUR business?
If you’re not doing it
for your customer,
Someone else is.
If You Deploy UC, Will They Come?
Getting users to adopt UC&C to its fullest
requires training them on the tool basics
plus advanced capabilities.
Many businesses are not utilizing their UC&C systems
to their fullest extent. The reasons vary: They are too
complex and users don't understand how to use them
properly, they don't provide the features and
capabilities previously available to users, or users
simply don't want to make the change to a new
system.
http://www.nojitter.com/post/240169497/if-you-deploy-uc-will-they-come
If You Deploy UC, Will They Come?
The current situation of
vendor driven UC sales will
produce only modest
results. The real success
will come about when
managers responsible for
operations and the business
process consultants who
support them understand
the benefits of UC.
http://www.nojitter.com/post/240169497/if-you-deploy-uc-will-they-come
What are THEIR Drivers?
Increased Mobility
Increased Partner Participation
Demand for Social Engagement
DRIVERS Increased
Blurring of Workspace Experience
Pervasive Video
ECONOMICS
TECHNOLOGY
Reduce Cost & Risk
Rise of Cloud & Virtualization
Increased Demand for Access,
Security & Policy Enforcement
Why Architecture Matter?
Architecture enables companies to keep pace
with the Drivers of Transformation.
Expectations
of Customers,
Employees &
Partners
Speed
Availability
Mobility
Richness
of
Experience
Competitive
Landscape
Local
Regional
National
Global
Proactive
Reactive
Business Value
Business Transformation
Initiatives
Business Value
Quantifiable improvements to
Initiatives to reach their Goals.
Business value trumps RISK.
ROI does not; ROI supports the value.
Goals
Transforming Business Operations
Architectures support customer business processes
TCO & Lost Opportunities
What initiatives are they missing?
Creating Sustainable Differentiation
Partner Opportunity & Sales Evolution
From Selling Hardware
and Software
TO
Selling an Architecture
From Calling Primarily
on IT Decision Makers
TO
Calling on Broad Range
of Decision Makers Across
the Organization
From Leading with
Features and Benefits
TO
Leading with
Business Transformation
Business Requirements Questionnaire –
Voice & Unified Communications
 Business Drivers
 Environment
 Support
 Timeframe
 Budget
 Stakeholders
 Competitors
Technical Considerations
 Network infrastructure
 Customer equipment requirements
 Interface to existing IP PBX’s
 Wired and wireless VoIP phones
 Customer site interviews
 Installation (outsource or insource)
 Troubleshooting
 Documentation
Network Infrastructure
 Customer premise:
 Core, Access, Distribution
layers - POE
 Applications – compute,
storage & virtualization
 Infrastructure –
 cabling needs to be CAT5E or better
 Increased functionality –
 data bandwidth, video.
 UC features – business relevance?
MSB Portfolio
 Managed Professional Services
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Assessments
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Monitoring Services
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Voice
Wireless
Telecom
Network
Basic, Standard & Enhanced
Retainer Contracts
Support Agreements
Managed Services
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Customer Equipment Requirements
FLTG
Voice/Fiber
Network
HCS Apps
HCS Apps
HCS Apps
VMWare
ESXi
Server
Mobile Network
FLTG Cloud/Bunkers
UC on UCS
Customer 1
Customer 2
Pure Hosted – FLTG Bunkers
Customer 3
Hybrid
UC on UCS
Customer 4
UC on UCS
HCS FX
Deployment
Methods
Customer 5
On Premises
REMOTE MANAGED
Customer Site Interviews
Technology Strategy Questionnaire
Unified Communications
Stakeholder Information
Technology Initiatives - Short and Long
Term
Align Business Objectives with
Technology Initiatives
High Level Solution
Features/Functionality Requirements
Security Requirements
Network Availability / Redundancy
Requirements
Reporting Requirements
External Application Requirements
Logical Interaction Analysis
Logical Interaction Analysis
Integration / Migration Requirements
Contact Center Requirements
ICM Integration Requirements
Station Review Requirements
Deployment Requirements
Training Requirements
Systems Requirements Validation
Systems Requirements Validation
Next Steps
Installation
(Outsource or Insource)
What is your
CORE VALUE?
Do not outsource your identity.
Troubleshooting
Solution Summary
HCS FX Support (included
with Managed
user
licenses)
FLTG
V
Essential
Basic
Foundation
Standard
User Licenses
Routers
Gateways
Handsets
Care
Applications
HCS CPE
Cisco Smartnet / Mfg
Support
Switches
Servers
Firewalls
Other
Customer CPE
HCS FX
Telephony Services
WAN Services
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Documentation
When it is written, it is real…
 Project Plan
 Punchlist
 Customer Sign Off
Thank You &
Questions
John C. Wrona
Solutions Manager
Managed Service Business