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How to sell OmniPCX Office Compact Edition December 2003.

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Presentation on theme: "How to sell OmniPCX Office Compact Edition December 2003."— Presentation transcript:

1 How to sell OmniPCX Office Compact Edition December 2003

2 August All rights reserved © 2003, Alcatel 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 August All rights reserved © 2003, Alcatel > Small enterprise market & Alcatel strategy Small enterprise market Small enterprise customers needs Alcatel strategy & position on this market OmniPCX Office Compact Edition positioning into the OmniPCX Office range

4 August All rights reserved © 2003, Alcatel Self-employed companies. 43M SoHo. 49M SMB. Smaller Biz. 12M SMB 3M SMB, LE 425K LE 53K Small enterprise market(worldwide) Number of Employees Per Company Number of Companies Worldwide. Total: 107M Solutions Custom, Projects Packaging, Compact, 2 Tiers Distribution Installation required Cash and carry SMB. Mass Market SMB Mass Market o Mono-site or small number of sites (average ) o Companies from 5 to 200 employees. Sites 5 to 100+ users o Little or no technology background, no formal communication or IT department, no technology strategy o Owner is decision maker o Business benefits, needs not always identified by customers o Simplicity, overall solution price o Volume making channels. Distributors, small resellers. Operators SMB Mid Market o Main sites, Branch Offices, networking (average 4 sites) o Companies from 50 to 500 employees. Sites from 5 to 250 users o Technology background, ITC department o Formal decision process with internal competences involved o Integration in corporate environment, future safe o Applications, IP Networking o Added-value channels, System integrators. Operators (added-value organization) SMB. Mid Market

5 August All rights reserved © 2003, Alcatel SMB Mass Market SMB Mid Market Alcatel SMB Offering : a unique portfolio for all segments 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 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 OmniPCX Enterprise IPOmniPCX Enterprise OmniPCX Office Business, e-Business OmniPCX Office Business A2) B2) OmniPCX Office Business Pack

6 August All rights reserved © 2003, Alcatel 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

7 August All rights reserved © 2003, Alcatel 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

8 August All rights reserved © 2003, Alcatel OmniPCX Office Compact Edition positioning into the OmniPCX Office range Company Size Features 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 > OmniPCX Office Compact Edition is a part of the OmniPCX Office family all the know-how in Voice communication

9 August All rights reserved © 2003, Alcatel > 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 August All rights reserved © 2003, Alcatel Solution overview(1/4) 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 37 users > 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 > 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

11 August All rights reserved © 2003, Alcatel Solution overview(2/4): e nvironment Later on

12 August All rights reserved © 2003, Alcatel Solution overview(3/4): f ull Reflexe terminals range support FirstEasyPremiumAdvanced Enablers Mobile 100/200 Reflexe

13 August All rights reserved © 2003, Alcatel Solution overview(4/4): r eady 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 AddRe-useOXO CE Content

14 August All rights reserved © 2003, Alcatel Commercial offer(1/2) > Commercial release 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

15 August All rights reserved © 2003, Alcatel Commercial offer(2/2) PACKAGED OFFER : first sale 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 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 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 > 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

16 August All rights reserved © 2003, Alcatel Price positionning: agressive WPL

17 August All rights reserved © 2003, Alcatel Full process(1/5) Unique European References > 3 single references for 3 ISDN packages 3 x ISDN Voice Packs (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 August All rights reserved © 2003, Alcatel 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 August All rights reserved © 2003, Alcatel 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 August All rights reserved © 2003, Alcatel 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 August All rights reserved © 2003, Alcatel Full process(5/5) Quotation Paper catalogue or ACTIS or ExpressQuote Quotation Paper catalogue or ACTIS or ExpressQuote Ordering Direct keying on e-buy or.ali File import on e-Buy from ACTIS or ExpressQuote Ordering Direct keying on e-buy or.ali File import on e-Buy from ACTIS or ExpressQuote Delivery D+1 (Express) D+5 (Stock) + transportation Delivery D+1 (Express) D+5 (Stock) + transportation Installation Wizard or PM5 + Country variant at initialization Installation Wizard or PM5 + Country variant at initialization Maintenance Same process as OmniPCX Office Maintenance Same process as OmniPCX Office

22 August All rights reserved © 2003, Alcatel Customers & distributors benefits Customers needs a design adapted to small office environment Customers needs a design adapted to small office environment Compact Edition answer wall mounted no fan no visible cabling Compact Edition answer wall mounted no fan no visible cabling Benefits save space no noisy environment for the staff nice design Benefits save space no noisy environment for the staff nice design

23 August All rights reserved © 2003, Alcatel Customers & distributors benefits Customers needs a professional telephony services with easy evolution Customers needs a professional telephony services with easy evolution Compact Edition answer (from OmniPCX Office) high performance in voice high flexibility Compact Edition answer (from OmniPCX Office) high performance in voice high flexibility Benefits protect investment offer the possibility to evolve towards OmniPCX Office Benefits protect investment offer the possibility to evolve towards OmniPCX Office

24 August All rights reserved © 2003, Alcatel Customers & distributors benefits Distributors needs simple to order and to install 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 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 Benefits save time, energy & cost leverage the existing OmniPCX Office investment

25 August All rights reserved © 2003, Alcatel 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, evolutiveRack 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 plusOXO SmallOXO CECE plus

26 August All rights reserved © 2003, Alcatel > 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 August All rights reserved © 2003, Alcatel Business Case n°1: small office Customers needs professional services fast evolution adapted design affordable price 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 Compact Edition answer embedded Voice Mail, CTI and mobility high flexibility native wall mounted format good ratio quality/price

28 August All rights reserved © 2003, Alcatel Business Case n°2 : medical cabinets, lawyers cabinets Customers needs professional welcome vertical applications needs bill the telephony expenses to lawyers client affordable price Customers needs professional welcome vertical applications needs bill the telephony expenses to lawyers 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 Compact Edition answer rich call handling (e.g. boss&secretary) CTI vertical applications call metering and account code facilities good ratio quality/price

29 August All rights reserved © 2003, Alcatel Business Case n°3: small agencies in large account Customers needs centralized operator and optimized rerouting centralized management evolution toward VoIP 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 Compact Edition answer a first level of networking upon ISDN(ISVPN) the centralized management through the Alcatel 4760 application VoIP in Q4/2004

30 August All rights reserved © 2003, Alcatel OmniPCX Office Compact Edition sales tools > New: Alcatel Half Year Launch Guide availability: Jan 2004 > New: Alcatel OmniPCX Office Compact Edition brochure availability: Jan 2004

31 August All rights reserved © 2003, Alcatel 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 August All rights reserved © 2003, Alcatel 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

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