Presentation on theme: "How to sell OmniPCX Office Compact Edition"— Presentation transcript:
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 casesBusiness case n°1: small officeBusiness case n°2: medical cabinets, lawyers cabinetsBusiness case n°3: small agencies in large accountOmniPCX Office Compact Edition sales tools
3 Small enterprise market & Alcatel strategy Small enterprise customers needsAlcatel strategy & position on this marketOmniPCX Office Compact Edition positioning into the OmniPCX Office range
4 Small enterprise market(worldwide) Number ofEmployeesPer CompanySMB Mid MarketMain sites, Branch Offices, networking (average 4 sites)Companies from 50 to 500 employees. Sites from 5 to 250 usersTechnology background, ITC departmentFormal decision process with internal competences involvedIntegration in corporate environment, future safeApplications , IP NetworkingAdded-value channels, System integrators. Operators (added-value organization)SMB.Mid Market1520100500Self-employed companies.43MSoHo.49MSMB.Smaller Biz. 12MSMB3MSMB, LE425KLE53KCustom,ProjectsNumber ofCompaniesWorldwide.Total: 107MSolutionsSMB.Mass MarketSMB Mass MarketMono-site or small number of sites (average )Companies from 5 to 200 employees. Sites 5 to 100+ usersLittle or no technology background, no formal communication or IT department, no technology strategyOwner is decision makerBusiness benefits, needs not always identified by customersSimplicity, overall solution priceVolume making channels. Distributors, small resellers. OperatorsInstallation requiredCash and carryPackaging, Compact,2 Tiers DistributionSMBs is divided into two segments:SMB Mass MarketSMB Mid MarketThis 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 companiesLarge Enterprises: 0.1 million companies.
6 Small Enterprise customers needs Efficiencythey need to stay competitive and ensure the minimum servicesSimplicitythe decision maker is the owner, he is focused on his core business and no IT staffCost savingan enhanced telephony services with a minimum of staffThey 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 usersmono site & multi site (small agencies)the owner is the decision maker, he is focused on his core businesspriority sectors: retail, services, bank, insurance, post office & real estateAlcatel OmniPCX Office Compact Edition, ideal solution for this segmentwall-mounted cabinet, adapted form factor for this segmentadvanced voice featuresprofessional solution, with greeting, mobility and CTIaggressive price positioningWe 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 WPLOXO Compact 8 (2/4/4, 0 free slot) 1295 € vs OXO wall mounted S pack =1450 €, 10% lessOXO Compact 12 D (2/8/4, 0 free slot)1650 € vs OXO wall mounted S pack 12D =2060 €, 20% lessOXO Compact 12 A (2/4/8, 0 free slot) 1710 € vs OXO wall mounted S pack 12D =2120 €, 20% lessCE vs OXO wall mounted + licences (VM €, DECT €), around 35% less
8 OmniPCX Office Compact Edition positioning into the OmniPCX Office range Company SizeFeatures62030100200AdvancedVoice, IP,Voice ApplicationsConvergence,Voice, Data,Internet,ApplicationsOmniPCX Office Voice ApplianceOmniPCXOfficeCompact EditionOmniPCX Office e-Comm Appliance6-12 optimization.Compact Edition.OmniPCX Office Compact Edition is a part of the OmniPCX Office familyall the know-how in Voice communicationWith more than a 18% market share, Alcatel is by far the # 1 player in Western European SME Mass Market80000 companies have adopted Alcatel OmniPCX Office2 millions people are using Alcatel OmniPCX Office
9 How to sell OmniPCX Office Compact Edition? Solution overviewCommercial offerPrice positioningFull processCustomers & distributors benefitsOXO 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 usersA part of OmniPCX Office family, with all benefits of OmniPCX Office technology3 ISDN packages equipped with WM, CTI and mobilityMaximum configuration : 12D(2/8/4)4 x Multi-Reflexes 12 UA1 x UA 1 UA3 x IBS 20 DECT4 x Z 4 ZTotal users
12 Solution overview(3/4): full Reflexe terminals range support FirstEasyPremiumAdvancedEnablersMobile 100/200 Reflexe
13 Solution overview(4/4): ready for VOIP, smooth evolution VOIP 4/8 channels daughter board (Q3/04)allOXO CE VOIPOXE « CE » in Branch OfficeOXO rackOXO CE + additional licensesOXO CE max capacity : 37 usersEvolution toAdditionnal licenses (see CE offer) Xmem64 if necessaryAll + ELP processWall caseCPU-2Mixte boardOXO softwareLicenses PackTerminalsIBSApplicationsmixte 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 OfficeAll except CPU and softwareRack S, M, ou L case Additionnal HW & LicensesAll except caseAddRe-useOXO CE Content
14 Commercial offer(1/2) Commercial release Geographical availability in May 2004Geographical availabilityEuropean countriesSimplified offerLimited number of references, easy to find the right solution3 packages, including HW and SW licensesincluding voice mail, CTI & mobilityoptions: 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 licensesFor the add on, you can manage the additional hardware and software licenses3 packages2 T0 / 4 UA / 4 Z , 2 T0 / 8 UA / 4 Z and 2 T0 / 4 UA / 8 ZMaximum of sets37= 4 multi-Reflexes * UA + 20 DECT(3 IBS) + 4Z20 corded terminals with multi-Reflexesup to 10 CTI clientsOptional itemsXmem (80’ Voice Mail), AFU, MultiReflexes (for expansion)4 T0/4 UA/8 Z and 4 T0/8 UA/4 Z are supported for field upgradeTerminals & Mobility (no IP phones)UPS (300, 650 ,…): UPS 300= 1:30 hour back-upDesktop Battery/Charger : 4 hours, expandable to 8 hours back-upLicense upgradepossibility through licenses download (standard process)
15 PACKAGED OFFER : first sale Commercial offer(2/2)PACKAGED OFFER : first saleAutomatic 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 & x10ISVPNRAS 2 B channels… evolutive offerAdditional LicensesCabinet:Wall mountedExt. 12 V-DC SourceInt. DC/DC Convert.2 x Slots (0 free slot)Cabling coverNo fan nor batteryCPU-2 Generic:No Hard Diskport LAN2 ports/20’ VMISDN Mixt boards :2T0/4UA/4Z or2T0/8UA/4Z or2T0/4UA/8Z3 HW Packages16 UA / 8Z Lic.Mobility (20 x DECT Licenses)2 ports/80’ VM (with Xmem64)Remote VM CustoDISA4 x Welcome MsgPersonnal Assistant2’ MOH2 x LanguagesARS/LCR3000 names directory1000 NMC ticketsTAPI 2.0: 10 sessions & 25 supervisions10 x PIMphony Basic1 Licenses PackCPU Options :Xmem64 (80’ MV and/or 2 add Lang. )AFU (Door-phone)Power Back-upUPS-300 / 650 …Desktop battery charger (without batt.)4h/8h autonomy7AH battery (x1= 4h)Reflexe rangeDECT MobilesDECT IBSMultireflexe…evolutive offerOptions: 1° sale
17 Full process(1/5) Unique European References 3 single references for 3 ISDN packages3 x ISDN Voice Pack’s (3 capacity variants) including:Cabinet / Power supply / Packing / CDCPU-2 loaded with licenses pack1 mixte board (2T0/4UA/4Z or 2T0/8UA/4Z or 2T0/4UA/8Z)Identical package whatever the country of destinationThe country variant is charged at the time of the installationSimplified PM5 Process3 single references for 3 analogical packagesmixed Cards APA: release 3.1 (Q3/04)
18 Full process(2/5) Fast and easy quotation for customer ACTIS or Express QuoteSelection of the CE offer > access to EC perimeter and choice of the itemsConfigured Mode same as standard offerEdition of the quotation for the customer (xls file)Export of the order file towards distributor info system (csv) and eCom (ali)Paper catalogueCE Catalogue extract from eCom (pdf file)Ordering trough eComACTIS 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 quantitiesthe 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 stockExpress Delivery to the Business Partner or the customer: per unitthe 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 maintenanceAdditional 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 catalogueEmpty CaseMarked cabling coverExternal AC/DC 12 V power supplyDC/DC Converter (easy access)Back panel (easy access)Mixed boardsCPU-2 board:CPU exchange for maintenanceswap of license with CPU-ID (standard eLP process )
21 Full process(5/5) Quotation Paper catalogue or ACTIS or ExpressQuote OrderingDirect keyingon e-buy.ali File importon e-Buyfrom ACTIS orDeliveryD+1 (Express)D+5 (Stock)+transportationInstallationWizard or PM5Country variantatinitializationMaintenanceSame processasOmniPCX OfficeInstallation, configuration, plug and phonePC connected directly to system LAN plugPM5 download tool and country files loaded on the PC or CD Rom6 to 8 minutes for files download and restart operationAutomatic default configuration, profiles for sets (country dependant)Wizard and Wizard Plus on PCNetwork / Customer parameters tuningPM5 for specific programming (ARS, Door-Phone,…)Remote configuration, Remote management :PM5 / 4760 same as OmniPCX OfficeMaintenance:same process as OmniPCX Office (same CPU, same boards)CPU_ID to be declared at SWK swap request on ELP
23 Customers & distributors benefits Customers needsa professional telephonyserviceswith easy evolutionCompact Editionanswer(from OmniPCX Office)high performance in voicehigh flexibilityBenefitsprotect investmentoffer the possibilityto evolve towardsOmniPCX OfficeFlexibility and high performanceto enlarge the capacity: Multi-Reflexe or mix board exchangeto enrich the service level: additional licensesto jump to OmniPCX Office: keep all equipment except the cabinet(CPU, boards, terminals and licenses)Benefit from Alcatel OmniPCX Office performance in VoiceProtect the investment by reusing and evolving towards Alcatel OmniPCX Office range
24 Customers & distributors benefits Distributors needssimple to orderand to installCompact Editionansweronly 3 packagesready to sell(in quantities)1 complete solutionin a boxexpress deliveryBenefitssave time, energy & costleverage the existingOmniPCX Office investmentNEW 3 packages fully equipped2 T0/4 Reflexes connexions /4 analogue sets connexions2 T0/8 Reflexes connexions /4 analogue connexions2 T0/4 Reflexes connexions /8 analogue connexionsSame hardware (CPU) and software content as OmniPCX OfficeSave 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 timeTrainingtechnical training, no specific training, included in R3.0 trainingsales training
25 OXO CE and OXO Small benefits table 16 VOIP channels with CO-CPUSame, plus CO-CPU standard offerLow cost VOIP Solution (4/8 channels daughter board in Q3/04)Ready for VOIP No need to change CPUSimple & 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 racksCheeper Packaged Solution . Competetive offer in 20 ext. Segment.Designed for office environmentOpen , evolutiveRack form adapted to customer data environnementNeat design, wall-mounted, clean cabling , silentConfigured 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 licensesSmall plusOXO SmallOXO CECE plus
26 OmniPCX Office Compact Edition business cases Business case n°1: small officeBusiness case n°2: medical cabinets, lawyers cabinetsBusiness case n°3: small agencies in large account
27 Business Case n°1: small office Customers needsprofessional servicesfast evolutionadapted designaffordable priceCompact Edition answerembedded Voice Mail, CTI and mobilityhigh flexibilitynative wall mounted formatgood ratio quality/price
28 Business Case n°2 : medical cabinets, lawyers cabinets Customers needsprofessional welcomevertical applications needsbill the telephony expensesto lawyer’s clientaffordable priceCompact Edition answerrich call handling(e.g. boss&secretary)CTI vertical applicationscall metering and account code facilitiesgood ratio quality/price
29 Business Case n°3: small agencies in large account Customers needscentralized operator andoptimized reroutingcentralized managementevolution toward VoIPCompact Edition answera first level of networkingupon ISDN(ISVPN)the centralized managementthrough the Alcatel 4760 applicationVoIP in Q4/2004Large 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.
31 Why OmniPCX Office Compact Edition? For customersOXO CE is a professional voice advanced solutionOffering Voice, Data, embeded Voice Mail, CTI apps, integrated DECT, VOIP evolution, management toolsOXO CE is feature evolutiveLicenses add-on to open features or functionsDirect benefits from OXO range evolutionsOXO CE is expandableUp to 37 usersXmem64 to expand functionsOXO CE migration path towards OXO rackRe-use CPU and mixte boardRe-use all terminals, licenses and applicationsOXO CE is future proofedReady for VOIP in next 3.1 version
32 Why OmniPCX Office Compact Edition? For Business PartnersNo investment need for the Business PartnerOXO CE is 100% part of OXO family:Same Hardware bricksSame software and same evolutionsSame sales and installation trainingsSame management tools (PM5/Wizard), local, remote, centralized (4760)Same RSC offer, allowing added value services selling on installed base OXO CE is feature evolutiveLicenses add-on to open features or functionsDirect 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
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