1. How to sell OmniPCX Office Compact Edition
December 2003

2. Agenda Small enterprise market & Alcatel strategy
How to sell OmniPCX Office Compact Edition?
OmniPCX Office Compact Edition business cases
Business case n°1: small office
Business case n°2: medical cabinets, lawyers cabinets
Business case n°3: small agencies in large account
OmniPCX Office Compact Edition sales tools

3. Small enterprise market & Alcatel strategy
Small enterprise customers needs
Alcatel strategy & position on this market
OmniPCX Office Compact Edition positioning into the OmniPCX Office range

4. Small enterprise market(worldwide)
Number of
Employees
Per Company
SMB Mid Market
Main sites, Branch Offices, networking (average 4 sites)
Companies from 50 to 500 employees. Sites from 5 to 250 users
Technology background, ITC department
Formal decision process with internal competences involved
Integration in corporate environment, future safe
Applications , IP Networking
Added-value channels, System integrators. Operators (added-value organization)
SMB.
Mid Market 1 5 20
100
500
Self-employed companies.
43M
SoHo.
49M
SMB.
Smaller Biz. 12M
SMB 3M
SMB, LE
425K LE
53K
Custom,
Projects
Number of
Companies
Worldwide.
Total: 107M
Solutions
SMB.
Mass Market
SMB Mass Market
Mono-site or small number of sites (average )
Companies from 5 to 200 employees. Sites 5 to 100+ users
Little or no technology background, no formal communication or IT department, no technology strategy
Owner is decision maker
Business benefits, needs not always identified by customers
Simplicity, overall solution price
Volume making channels. Distributors, small resellers. Operators
Installation required
Cash and carry
Packaging, Compact,
2 Tiers Distribution
SMBs is divided into two segments:
SMB Mass Market
SMB Mid Market
This segmentation between Mass Market and Mid Market reflects differences in the type of needs, in the organization and in the behavior, with is somehow in correlation with the size.
SMB Mass Market covers companies that have only one site or a small number of sites. At one location there are between 5 to 50 users.
SMB Mass Market has little or no technology background, no formal communication or IT department, no technology strategy. Company owner is the decision maker.
SMB Mass Market accepts to invest in solutions with clear business benefits. But needs not always identified by customers and there is the necessity to educate customers and channels about needs, solutions and business benefits.
Price and Simplicity of a solution are key criteria for the SMB Mass Market (both end-customers and channels). SMB Mass Market is served by channels who make volumes. Operators, especially in Europe, have a strong presence as a channel in that market. Distributors, with myriads of small resellers, round-the-corner small shops are acting in that segment.
SMB Mid-Market are companies which generally are multi-site: main sites, Branch Offices, networking. Sites size scale from 5 to 500 users.
SMB Mid-Market companies have technology background and ITC organization/department. There is a formal decision process with internal competences involved when analyzing communications solutions. Integration in corporate environment, future safe solution are important criteria for the SMB Mid-Market. Applications (e.g. Contact Center) and IP are frequently required.
SMB Mid-Market is addressed by Added-value channels, System integrators, Operators (added-value organization). The basis of the offering is a generic product which is proposed to the customer together with services (integration, etc.).
The difference between SMB Mid-Market and Large Enterprise market is that in the latter, there is a significant volume of customization and the overall price of the solution exceeds by far the individual prices of the products themselves. The business in the LE segment is more handle in “project” mode with emphasis on the overall solution, opposed to SMB Mid-Market where solutions can be replicated over a significant number of customers and product price still accounts for a large part of what customer pays for.
To make it short, split between SMB Mass Market, SMB Mid Market and Large Enterprises worldwide :
SMB Mass Market: 15 millions companies.
SMB Mid Market: 0.5 million companies
Large Enterprises: 0.1 million companies.

5. Alcatel SMB Offering : a unique portfolio for all segments
D) Advanced Voice, Networking, CTI
Advanced Telephony, Networking
VM, Umsg, IVR, Contact Center
Mobility, CTI
E) Advanced Voice, IP convergence, Networking, Applications
Advanced Telephony, Networking
IP, Branch Offices
VM, Umsg, IVR, Contact Center
Mobility, VoWLAN, CTI, MM IP Applications
SMB
Mid
Market
OmniPCX Enterprise
OmniPCX Enterprise IP
A1) Entry Voice
Basic Telephony
Price
B1) Advanced Voice
Advanced Telephony
VM, AA, ACD
Wireless, Mobility
CTI
C) Convergence. IP, Data, Internet, Applications
Advanced Telephony
AA, UMsg
Mobility, VoWLAN
CTI, XML
IP, LAN, Internet, Apps
SMB
Mass
Market
OmniPCX Office Business
A2)
B2)
OmniPCX Office
Business Pack
OmniPCX Office
Business, e-Business

6. Small Enterprise customers needs
Efficiency
they need to stay competitive and ensure the minimum services
Simplicity
the decision maker is the owner, he is focused on his core business and no IT staff
Cost saving
an enhanced telephony services with a minimum of staff
They call and receive calls but to stay competitive and ensure the minimum services they need more.
The voice communication is the key priority, but including all the professional services to be able to offer an enhanced telephony welcome with a minimum of staff.
Efficiency, simplicity and cost saving are the top 3 priorities for the companies below 20 users.

7. Alcatel strategy & position on this market
Alcatel target:
small companies from 6 to 12 users
mono site & multi site (small agencies)
the owner is the decision maker, he is focused on his core business
priority sectors: retail, services, bank, insurance, post office & real estate
Alcatel OmniPCX Office Compact Edition, ideal solution for this segment
wall-mounted cabinet, adapted form factor for this segment
advanced voice features
professional solution, with greeting, mobility and CTI
aggressive price positioning
We target small companies up to 12 users with mono site and multi site configuration.
The owner is the decision-maker and he is focused on his core business so simplicity and cost-saving are the key issues he is looking for.
All the business sectors can be addressed with priority to retail, services, insurance and real estate where greeting is important.
Price, on WPL
OXO Compact 8 (2/4/4, 0 free slot) 1295 € vs OXO wall mounted S pack =1450 €, 10% less
OXO Compact 12 D (2/8/4, 0 free slot)1650 € vs OXO wall mounted S pack 12D =2060 €, 20% less
OXO Compact 12 A (2/4/8, 0 free slot) 1710 € vs OXO wall mounted S pack 12D =2120 €, 20% less
CE vs OXO wall mounted + licences (VM €, DECT €), around 35% less

8. OmniPCX Office Compact Edition positioning into the OmniPCX Office range
Company Size
Features 6 20 30
100
200
Advanced
Voice, IP,
Voice Applications
Convergence,
Voice, Data,
Internet,
Applications
OmniPCX Office Voice Appliance
OmniPCX
Office
Compact Edition
OmniPCX Office e-Comm Appliance
6-12 optimization.Compact Edition.
OmniPCX Office Compact Edition is a part of the OmniPCX Office family
all the know-how in Voice communication
With more than a 18% market share, Alcatel is by far the # 1 player in Western European SME Mass Market
80000 companies have adopted Alcatel OmniPCX Office
2 millions people are using Alcatel OmniPCX Office

9. How to sell OmniPCX Office Compact Edition?
Solution overview
Commercial offer
Price positioning
Full process
Customers & distributors benefits
OXO CE and OXO Small benefits table

10. Solution overview(1/4) A voice communication system
For very small companies, from 6 to 12 employees with a maximum of 37 users
A part of OmniPCX Office family, with all benefits of OmniPCX Office technology
3 ISDN packages equipped with WM, CTI and mobility
Maximum configuration : 12D(2/8/4)
4 x Multi-Reflexes 12 UA
1 x UA  1 UA
3 x IBS 20 DECT
4 x Z  4 Z
Total users

11. Solution overview(2/4): environment
Later on

12. Solution overview(3/4): full Reflexe terminals range support
First
Easy
Premium
Advanced
Enablers
Mobile 100/200 Reflexe

13. Solution overview(4/4): ready for VOIP, smooth evolution
VOIP 4/8 channels daughter board (Q3/04)
all
OXO CE VOIP
OXE « CE » in Branch Office
OXO rack
OXO CE + additional licenses
OXO CE max capacity : 37 users
Evolution to
Additionnal licenses (see CE offer) Xmem64 if necessary
All + ELP process
Wall case
CPU-2
Mixte board
OXO software
Licenses Pack
Terminals
IBS
Applications
mixte 4/8/4 Max 4 Multi reflexe Max 20 DECT Mobiles Max 13 Reflexe Max 4 Analogue sets.
All (except mixt board in casee of exchange)
GD board for OXE in Branch Office
All except CPU and software
Rack S, M, ou L case Additionnal HW & Licenses
All except case
Add
Re-use
OXO CE Content

14. Commercial offer(1/2) Commercial release Geographical availability
in May 2004
Geographical availability
European countries
Simplified offer
Limited number of references, easy to find the right solution
3 packages, including HW and SW licenses
including voice mail, CTI & mobility
options: more voice mail, expansion, upgrade, back up…
For first sales, you can quote and configure the package and the additional hardware but not the additional licenses
For the add on, you can manage the additional hardware and software licenses
3 packages
2 T0 / 4 UA / 4 Z , 2 T0 / 8 UA / 4 Z and 2 T0 / 4 UA / 8 Z
Maximum of sets
37= 4 multi-Reflexes * UA + 20 DECT(3 IBS) + 4Z
20 corded terminals with multi-Reflexes
up to 10 CTI clients
Optional items
Xmem (80’ Voice Mail), AFU, MultiReflexes (for expansion)
4 T0/4 UA/8 Z and 4 T0/8 UA/4 Z are supported for field upgrade
Terminals & Mobility (no IP phones)
UPS (300, 650 ,…): UPS 300= 1:30 hour back-up
Desktop Battery/Charger : 4 hours, expandable to 8 hours back-up
License upgrade
possibility through licenses download (standard process)

15. PACKAGED OFFER : first sale
Commercial offer(2/2)
PACKAGED OFFER : first sale
Automatic Attendant (standard messages )
2 x add. Languages (with Xmem64)
4 x add. Welcome Msg (with Xmem64)
Tapi 2.0 (25 sessions & 50 supervisions)
Pimphony Pro / Team x1 & x10
ISVPN
RAS 2 B channels
… evolutive offer
Additional Licenses
Cabinet:
Wall mounted
Ext. 12 V-DC Source
Int. DC/DC Convert.
2 x Slots (0 free slot)
Cabling cover
No fan nor battery
CPU-2 Generic:
No Hard Disk
port LAN
2 ports/20’ VM
ISDN Mixt boards :
2T0/4UA/4Z or
2T0/8UA/4Z or
2T0/4UA/8Z
3 HW Packages
16 UA / 8Z Lic.
Mobility (20 x DECT Licenses)
2 ports/80’ VM (with Xmem64)
Remote VM Custo
DISA
4 x Welcome Msg
Personnal Assistant
2’ MOH
2 x Languages
ARS/LCR
3000 names directory
1000 NMC tickets
TAPI 2.0: 10 sessions & 25 supervisions
10 x PIMphony Basic
1 Licenses Pack
CPU Options :
Xmem64 (80’ MV and/or 2 add Lang. )
AFU (Door-phone)
Power Back-up
UPS-300 / 650 …
Desktop battery charger (without batt.)
4h/8h autonomy
7AH battery (x1= 4h)
Reflexe range
DECT Mobiles
DECT IBS
Multireflexe
…evolutive offer
Options: 1° sale

16. Price positionning: agressive WPL

17. Full process(1/5) Unique European References
3 single references for 3 ISDN packages
3 x ISDN Voice Pack’s (3 capacity variants) including:
Cabinet / Power supply / Packing / CD
CPU-2 loaded with licenses pack
1 mixte board (2T0/4UA/4Z or 2T0/8UA/4Z or 2T0/4UA/8Z)
Identical package whatever the country of destination
The country variant is charged at the time of the installation
Simplified PM5 Process
3 single references for 3 analogical packages
mixed Cards APA: release 3.1 (Q3/04)

18. Full process(2/5) Fast and easy quotation for customer
ACTIS or Express Quote
Selection of the CE offer > access to EC perimeter and choice of the items
Configured Mode same as standard offer
Edition of the quotation for the customer (xls file)
Export of the order file towards distributor info system (csv) and eCom (ali)
Paper catalogue
CE Catalogue extract from eCom (pdf file)
Ordering trough eCom
ACTIS file import (purchase by unit)
Direct keying on eCom (purchase by quantities or by unit)

19. Full process(3/5) DELIVERY starting from finished product stock
Stock fullfilment for the distributors: per quantities
the Distributor orders quantities to renew its stock: (Systems + stations + HW options in direct keying on eCom)
the quantities are preferably in modulo (pallet, regrouping cartons...)
logistic Costs reduced for the distributor (only one delivery, invoicing)
the items are delivered in D+5 exworks (transport time not included)
the delivery to the customer in D+1 is possible from distributor stock
Express Delivery to the Business Partner or the customer: per unit
the Business Partner orders a customerconfiguration: (a System + terminals + HW options in direct entry on eCom)
the items* are delivered in D+1 exworks (transport time not included)
Note * the delivered additional items are not integrated in the system

20. Full process(4/5)
Easy additional licenses selling ans easy maintenance
Additional licenses selling:
Order taking on eLP with CPU-ID (standard process)
local or remote loading of the new software key (standard process)
All maintenance articles are managed in catalogue
Empty Case
Marked cabling cover
External AC/DC 12 V power supply
DC/DC Converter (easy access)
Back panel (easy access)
Mixed boards
CPU-2 board:
CPU exchange for maintenance
swap of license with CPU-ID (standard eLP process )

21. Full process(5/5) Quotation Paper catalogue or ACTIS or ExpressQuote
Ordering
Direct keying
on e-buy
.ali File import
on e-Buy
from ACTIS or
Delivery
D+1 (Express)
D+5 (Stock) +
transportation
Installation
Wizard or PM5
Country variant at
initialization
Maintenance
Same process as
OmniPCX Office
Installation, configuration, plug and phone
PC connected directly to system LAN plug
PM5 download tool and country files loaded on the PC or CD Rom
6 to 8 minutes for files download and restart operation
Automatic default configuration, profiles for sets (country dependant)
Wizard and Wizard Plus on PC
Network / Customer parameters tuning
PM5 for specific programming (ARS, Door-Phone,…)
Remote configuration, Remote management :
PM5 / 4760 same as OmniPCX Office
Maintenance:
same process as OmniPCX Office (same CPU, same boards)
CPU_ID to be declared at SWK swap request on ELP

22. Customers & distributors benefits
Customers needs
a design adapted to
small office environment
Compact Edition
answer
wall mounted
no fan
no visible cabling
Benefits
save space
no noisy environment
for the staff
nice design

23. Customers & distributors benefits
Customers needs
a professional telephony
services
with easy evolution
Compact Edition
answer
(from OmniPCX Office)
high performance in voice
high flexibility
Benefits
protect investment
offer the possibility
to evolve towards
OmniPCX Office
Flexibility and high performance
to enlarge the capacity: Multi-Reflexe or mix board exchange
to enrich the service level: additional licenses
to jump to OmniPCX Office: keep all equipment except the cabinet(CPU, boards, terminals and licenses)
Benefit from Alcatel OmniPCX Office performance in Voice
Protect the investment by reusing and evolving towards Alcatel OmniPCX Office range

24. Customers & distributors benefits
Distributors needs
simple to order
and to install
Compact Edition
answer
only 3 packages
ready to sell(in quantities)
1 complete solution
in a box
express delivery
Benefits
save time, energy & cost
leverage the existing
OmniPCX Office investment
NEW 3 packages fully equipped
2 T0/4 Reflexes connexions /4 analogue sets connexions
2 T0/8 Reflexes connexions /4 analogue connexions
2 T0/4 Reflexes connexions /8 analogue connexions
Same hardware (CPU) and software content as OmniPCX Office
Save time, energy and costs with only 3 choices.
A fully equipped solution for the best feature / price ratio.
Save time and money with the express delivery: Day 1 + transportation time
Training
technical training, no specific training, included in R3.0 training
sales training

25. OXO CE and OXO Small benefits table
16 VOIP channels with CO-CPU
Same, plus CO-CPU standard offer
Low cost VOIP Solution (4/8 channels daughter board in Q3/04)
Ready for VOIP No need to change CPU
Simple & quick. Stock mode or Express delivery.
Licenses pack covering 90% of customer needs .
Better margins for the distributor and better < 20 market penetration.
Competitive Price over 12 extensions. Value added platform.
Open Solution : 1 free slot / scalable with M , L, XL racks
Cheeper Packaged Solution . Competetive offer in 20 ext. Segment.
Designed for office environment
Open , evolutive
Rack form adapted to customer data environnement
Neat design, wall-mounted, clean cabling , silent
Configured at customer needs.
Actis tool & BTCO delivery.
Ordering in Direct keying on eCom . ACTIS for quotation.
Configured upon customer need.
More openess with the hard disk. Evolutive to internet & eBusiness.
More licenses in the package. Open to additionnal licenses
Small plus
OXO Small
OXO CE
CE plus

26. OmniPCX Office Compact Edition business cases
Business case n°1: small office
Business case n°2: medical cabinets, lawyers cabinets
Business case n°3: small agencies in large account

27. Business Case n°1: small office
Customers needs
professional services
fast evolution
adapted design
affordable price
Compact Edition answer
embedded Voice Mail, CTI and mobility
high flexibility
native wall mounted format
good ratio quality/price

28. Business Case n°2 : medical cabinets, lawyers cabinets
Customers needs
professional welcome
vertical applications needs
bill the telephony expenses
to lawyer’s client
affordable price
Compact Edition answer
rich call handling
(e.g. boss&secretary)
CTI vertical applications
call metering and account code facilities
good ratio quality/price

29. Business Case n°3: small agencies in large account
Customers needs
centralized operator and
optimized rerouting
centralized management
evolution toward VoIP
Compact Edition answer
a first level of networking
upon ISDN(ISVPN)
the centralized management
through the Alcatel 4760 application
VoIP in Q4/2004
Large account players have a large installed base and especially in small capacities. They need to equip or renew their communication in order to benefit from the new communication technologies.
These large companies are organised around headquarters, regional agencies and a large number of small branch offices. Alcatel OmniPCX Enterprise is the right solution specially designed for large companies.
Nevertheless OmniPCX Office Compact Edition can be an opportunity in some specific cases to serve small agencies and Branch Offices. Networking upon ISDN is offered with a first level of inter-working, such as centralized operator and optimised rerouting. The Centralised management is offered through the Alcatel 4760 application.

30. OmniPCX Office Compact Edition sales tools
New: Alcatel Half Year Launch Guide
availability: Jan 2004
New: Alcatel OmniPCX Office Compact Edition brochure

31. Why OmniPCX Office Compact Edition?
For customers
OXO CE is a professional voice advanced solution
Offering Voice, Data, embeded Voice Mail, CTI apps, integrated DECT, VOIP evolution, management tools
OXO CE is feature evolutive
Licenses add-on to open features or functions
Direct benefits from OXO range evolutions
OXO CE is expandable
Up to 37 users
Xmem64 to expand functions
OXO CE migration path towards OXO rack
Re-use CPU and mixte board
Re-use all terminals, licenses and applications
OXO CE is future proofed
Ready for VOIP in next 3.1 version

32. Why OmniPCX Office Compact Edition?
For Business Partners
No investment need for the Business Partner
OXO CE is 100% part of OXO family:
Same Hardware bricks
Same software and same evolutions
Same sales and installation trainings
Same management tools (PM5/Wizard), local, remote, centralized (4760)
Same RSC offer, allowing added value services selling on installed base OXO CE is feature evolutive
Licenses add-on to open features or functions
Direct benefits from OXO range evolutions

33.
This slide may be used as the final slide of a presentation and can be displayed during a Question-and-Answer portion of a talk