Unified Communications - Selling A Strategy
Ng Kay Tick
Solutions Manager
Call to Action
© 2009 Avaya Inc. All rights reserved. 2
Focus on theBusiness User
Show customers what is POSSIBLE
Sell the value of Avaya TODAY
Focus on theBusiness User
Roles within the Enterprise
Mobile Sales
Executive
IT Director
IT Manager
Contact Center
Supervisor
Contact Center Agent
Information Worker Customer
Telecommuting – Mobility takes center stageQ.What was the main reason behind your organization's decision to start allowing employees
to telecommute?
Source: Upcoming report IDC Asia/Pacific UC & Enterprise x.0 Survey, 2008: Of Innovation, Transformation and Collaboration – AP exc Japan
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%Take avantage of newUC technologies
Employee demands
Direction from HQ
Rising energy prices
Lack of skilledresources
Rising real estateprices
other
Collaboration CenterCollaborative Apps Adoption by Enterprise Clusters
Q. Which of the collaborative applications does your org currently use or plan to use for internal employee collaboration / communication?
N=762 Respondents with Multiple Responses
Source: Upcoming report IDC Asia/Pacific UC & Enterprise x.0 Survey, 2008: Of Innovation, Transformation and Collaboration- Apac exc Japan
0%
10%
20%
30%
40%
50%
60%
Web
Confe
renci
ng
Voice
Confere
ncing
Video
Confe
renci
ng
Enterp
rise
IM
Public IM
Low Cost
VoIP
Info
Porta
l
Enterp
rise
Social
Softw
are
Public S
ocial
Net
workin
g Site
s
Emplo
yee
Blogs
Second L
ife
Internal Sales Meetings Internal Training Internal Brainstorming
Customer Meetings Planning R&D
Business Partner Meeting/Training Searching for Employees
Deconstructing Collaboration
Source: IDC’s APeJ Business Users UC Survey, 2008
Q. Which applications do you use to collaborate with your co-workers?
Call to Action
© 2009 Avaya Inc. All rights reserved. 7
Focus on theBusiness User
Show customers what is POSSIBLE
Sell the value of Avaya TODAY
UC In ActionsEfficiency for a Global Consulting Firm
Challenge Huge global travel and mobile phone expenses Cannot tell clients to reduce carbon footprint
without doing it themselves
Solution Comprehensive Avaya UC and Contact Center solution Avaya sold and integrated Polycom video Move to in-house Meeting Exchange conferencing Avaya one-X® Mobile reducing international costs Click-to-communicate from IBM Lotus Sametime
Results Travel cost reduction over $10 million per year International calling cost reduction over $500k per month (i.e. $6M a yr
savings) Consistent business user experience everywhere Improved work/life balance
Case Study: Complete Business User Solution
User CollaborationUC All Inclusive
Avaya oneX® Portal
Extension to CellularExtension to Cellular
W/Intelligent Presence Server
Available Optional Video
Standard or Enterprise Edition
Communication ManagerCommunication Manager
Avaya one-X Communicator
Avaya one-X Portal
Microsoft OCIBM® Lotus® Sametime
VPNremote
Extension to Cellular
Avaya one-X Mobile
Microsoft® Live Meeting
Group CollaborationBroad, deep, desktop integrations
Conferencing
Communication ManagerCommunication Manager
IBM® Lotus® Sametime
Adobe® Acrobat® Connect Professional
Avaya Web Conferencing
Microsoft® OCS
Group CollaborationCost Effective Video Everywhere
Avaya oneX® Portal
Room Systems
Avaya one-X®Communicator
Web Conferencing
Telepresence
Customer Kiosk
Avaya one-X®Agent
Communication ManagerCommunication Manager
Avaya AuraRevolution in Communications Architecture
The Avaya Aura architecture establishes a mediation point where
disparate applications, systems and locations can be linked. The
architecture also reduces network complexity and costs, and speeds
application development and deployment.
EnterpriseNetwork
App 1Collaboration
App 2Video
App 3Business apps
AvayaNew York
AvayaLondon
NortelHong Kong
SiemensFrankfurt
Contact CenterMumbai
CiscoRome
Contact CenterChicago
Usersanywhere
AppsIntegratedAvaya
New YorkFeature Server
AvayaLondon
NortelHong Kong
SiemensFrankfurt
Contact CenterMumbai
CiscoRome
Contact CenterChicago
Data Centers
AvayaAura
SIP Trunking
Order from Chaos, Enterprise-wide
One enterprise multi-vendor dial-plan– Centrally managed– Easily integrate multi-vendor legacy
systems with SIP gateways
Immediate cost savings from – Enterprise-wide on-net calling– Global least-cost routing– Call out from the best location– Share fewer central SIP trunks– Reduce location-specific trunking– Negotiate across service providers
Migrate incrementally– Move critical workgroups to core– Upgrade legacy systems when needed– Consolidate into data centers
Avaya 200+ systems, 19900 connections
Australian National UniversitySave PSTN costs using global university
network, control new media apps
IT Benefits
Usersanywhere
AppsIntegratedAvaya
New YorkFeature Server
AvayaLondon
NortelHong Kong
SiemensFrankfurt
Contact CenterMumbai
CiscoRome
Contact CenterChicago
Data Centers
AvayaNew Name
SIP Trunking
Business Agility, Empowered People
One profile mapping business users to communications applications
– The same applications and number wherever people go, world-wide
– Quickly add different capabilities for different people and workgroups
Centralized communications– Unified communications & messaging– Video, web and audio conferencing– Connect stores and branches– Speech and video self service– Enterprise-wide reporting & analytics
Business application integration– Shared integration investment– Manage within same data centers
Global consulting firmSave $10m /year in travel and $6m /year in phone costs with UC, video and mobility
Business User Benefits
AvayaNew Name
Shared Applications
SIP Trunking
Call to Action
© 2009 Avaya Inc. All rights reserved. 15
Focus on theBusiness User
Show customers what is POSSIBLE
Sell the value of Avaya TODAY
Is UC a Dream?
More demands, less money – how does IT get it done?
Need a simplifying end-to-end architectural approach
Saving money now while improving business effectiveness
The Avaya Answer Evolutionary – build on what you have, get practical help now
Revolutionary – extraordinary times require new approaches
Open – multi-vendor, old and new, it all has to work together
Avaya Architecturefor Business User Communications
Lead with Avaya Unified Communications All Inclusive
Communication
Manager
Communication
Manager
ACM + AES
Avaya one -X® MobileAvaya one -X® Mobile
Extension to Cellular
Communication ACM + AES
Avaya one X® Portal
VPNremoteVPNremoteVPNremoteVPNremote
Avaya one-X® CommunicatorAvaya one-X® CommunicatorAvaya one-X® CommunicatorAvaya one-X® CommunicatorMS OCS &
IBM Sametime
MS OCS & IBM Sametime
MS OCS & IBM Sametime
MS OCS & IBM Sametime
Avaya one -X® MobileAvaya one -X® Mobile
Extension to CellularExtension to Cellular
Available Optional Video
- ® Portal
W/Intelligent Presence Server
Avaya one -X® PortalAvaya one -X®
Include Low Hanging FruitsROI of UC with audio-/video- /web -conferencing
As much 40-60% of corporate voice traffic can be attributed to conferencing
Meeting Exchange can give customers provider-type features on an internal solution!
Save on external conference provider charges and trunk expenses.
Save travel time and expenses.
Providing audio conferencing services internally• e.g. 60,000 conf mins./month
• 7,000 US$ conf. provider cost/month 60,000/5000 => 12 ports
cost for MX(expr.) 13,600 US$ 14k/7k ~ ROI in 2 months
Providing audio conferencing services internally• e.g. 60,000 conf mins./month
• 7,000 US$ conf. provider cost/month 60,000/5000 => 12 ports
cost for MX(entpr.) 57k US$ 57k/7k ~ ROI in 8 months
LAN
Message StoreOptions*
Microsoft Exchange Store Server
Avaya Message Store Server (Linux)
~ or ~
~ or ~
IBM Domino Store Server (Win)
one-X Speech Server(s)
Messaging Application Server with:
Aria / AUDIX / Serenade TUI
analog/digital/IP/SIP
Message Networking Server(s)
OtherPBXs
- Avaya or non-Avaya PBX
- Traditional (TDM) or IP Telephony
- MultiSite and MutliSwin Support
Avaya
* MSS only for MM 5.0
Include Low Hanging FruitsUnified Messaging – Modular Messaging
Comprehensive Integrations
Rich Multimedia Access
Communication Manager
Session ManagerSession Manager
ApplicationEnablementApplicationEnablement PresencePresence
IntegratedManagementIntegratedManagement
Voice & Video TelephonyVoice & Video Telephony
Session Manager
Reshaping Enterprise Communications Architecture
Devices Locations
Multi-Vendor PBX Multi-Vendor Applications
Consolidated dialing planMaximize use of Multi-vendornetworksEasily add new services across platforms
UC Sales Tools & Programs
UC ROI Tool
MX ROI Tool
UC Proposal wizard
Microsoft Playbook
Cisco Playbook
Beat Nortel Program
MMIP – messaging migration
MX Migration Program
UC All Inclusive Bundle
UC Knowledge base– http:\\avaya.level0help.com
UC KnowledgebaseTHE place for information on how to use UC Clients
Learn how to use UC client applications
– Unified knowledge base
– Multimedia content – “How to use” topics
and training modules Easy to use
– Search across all UC client content
– Granular content – specific topic v. entire document
– Access via sales portal – Provide feedback on
individual content elements
Accessing the UC Knowledgebase
You will be able to access the site two ways:
– From the portals: Prepare Tab>>Sales Tools>>UC Sales Tools
– Directly going to http:\\avaya.level0help.com
The first time you access the site you will have to register. You will need:
A valid business email ([email protected])
A valid site code – BP sold-to number (please see the access guides on the UC Sales Tools Page for site code and login information)
Note: Registration may be modified slightly prior to launch – check UC Sales Tools page for final access instructions
Once you register , if you allow Cookies on your PC, you will not have to login on subsequent visits to the site, otherwise you will have to login each time
Search across UC Clients with topic specific results
Full Text search across one or all
available products
Results by Topic with options for text &
flash content
Content rated based on direct feedback
from users
Text results window
Access Flash Demo to see how to perform
the action in the application
Key steps to complete function
Click flag to view content in other
languages (Currently only available in
English only)Quickly rate content with a 1-5 star rating
Send the text and flash content to a
coworker or customer
Print content for future reference
Technology getting in the way
Intelligent, process-driven activityIntelligent, process-driven activity Faster, more strategic decisions Faster, more strategic decisions
Serve customers better Serve customers better
The Business Challenge
Use communicationsinstead of communications using you
© 2009 Avaya Inc. All rights reserved. 28
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