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& XO Cloud Technologies

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Presentation on theme: "& XO Cloud Technologies"— Presentation transcript:

1 & XO Cloud Technologies
Jose DeHoyos, Sr. SE manager Business Partner Channel September 14, 2011

2 Agenda Market Opportunity – Cloud Voice Services
Enterprise Cloud Communications Product Description High-level Architecture Pricing Model and Pricing Feature Summary The XO Differentiators VoIP, IP Leadership Managed Services Experience VoIP Best Practices Qualifying Questions Where to Find More Information Appendix

3 Market Opportunity The opportunity for Enterprise Cloud Communications
Mobility trend driving 90% of Unified Communications (UC) growth over next 3 years** Estimates between 7.5 and 8 million lines installed on hosted IP telephony by ; market expected to reach $3.8B* Key Verticals: financial services, real estate, law firms, professional services and retail* By 2015, 60% of enterprises will provide 30% of their users with cloud voice services** Access methods will include traditional desk phone/IP Phones, soft phones, mobile phones, voice over Wi-Fi, Voice over 3G and Internet phones ** Weak economy has forced many network managers to prolong the life of legacy TDM PBXs, handsets, key systems (some PBXs 15 years old) Sources: * Frost & Sullivan ** Gartner Group

4 Enterprise Cloud Communications
Why are enterprises shifting to a cloud-based delivery model for voice IP communications? Lower Total Cost of Ownership is key driver Predictable Monthly Costs Free Site-to-Site Long Distance Productivity Benefits– High Definition, Voice, Video, Mobility Features/UC Eliminates capital expenses of IP-PBXs Scalability and Flexibility Combined voice and data over same circuit The certainty of being able to project monthly expenses for company-wide Voice IP communications— through an affordable monthly charge per employee that includes phones & calling features The ability to make the most use of bandwidth for both voice and data To maintain control of standardized calling policies—but outsource the operation and expense of communications services to a trusted service provider LOWER TOTAL COST OF OWNERSHIP

5 Product Description XO® Enterprise Cloud Communications includes:
XO’s nationwide Tier 1 network Leverages the XO eSIP/MPLS Network Cloud and Broadsoft Cloud and Partners for geo-redundancy IP phonesets from Polycom; Cisco later On-premise QoS monitoring, usage, and support High Definition (HD) Voice and Video (video can be ordered in May) XO-branded Web-based portal Carrier-grade SLAs, with onsite QoS monitoring and PacketSmart software; 99.9% uptime SLA Includes XO-branded Web-based portal Offers network administrators multiple views into their ECC network, specific sites, can perform online MAC Offers access privileges, detailed inbound/outbound CDR, and user level customization Leverages the XO eSIP/MPLS Network Cloud and Broadsoft Cloud and Partners Provides geo-redundancy for high availability, business continuity

6 High-level Architecture
Customers will be provisioned like eSIP customers Each customer site is Enterprise Branch Location on XO’s eSIP Cloud, connected to Broadsoft Cloud as the Enterprise Service Location (ESL) Customer site connectivity MUST be XO Network or EVC XO Network MPLS VPN “PBX” Service Enterprise Branch Location Fax Analog Video IP Deskset BroadSoft Cloud XO demarcation point QoS Device

7 Product Summary WHO (Target) Mid Market and Enterprise Prospects
Telecom spend potential of $5K to $100K MRR Multi-location 50 – 1,000 seats Customer minimum guidelines 20 seats for 1 site 5 sites for 10 seats/site Verticals – Financial, Professional Services, Education, Healthcare and Retail Key Decision Maker titles – CIO, CTO, VP or Director of Operations or IT, Telecom Management Average Sale Price: $6,000 MRR WHAT (Product) Polycom or Cisco IP Phonesets Any of 6 “seat” feature packages (5 paired with specific phone set) Web-based Portal for administration QoS monitoring XO Singleview billing Contingent Professional Services performs ECC LAN survey, phone and QoS device installation (on behalf of XO) XO partner Catalyst provides phone set fulfillment, processes returns XO Support providing Customer Care WHERE & HOW Available via XO MPLS network – On-net, red zone EVC Contact XO Channel Manager with prospect LCM engages XO One Managed Service Specialist (MSS) to qualify lead, conduct discovery call MSS on point for consolidating pricing, producing proposal packet Customer signs XO SOA prepared by XO LCM Strategic Project Mgt to manage initial customer deployments WHEN Qualifying leads and taking orders now 60-90 day provisioning cycle (mostly network) First beta customer turning up late April Controlled deployment of subsequent sales for monitoring, updating processes as needed

8 Pricing Model Monthly Recurring Fee Structure
Phone Set + Feature price * XO Network costs (MPLS IP VPN) Must include additional bandwidth required for ECC traffic Long Distance Usage Package Corporate LD Packages Non-Recurring Fee Structure * One time install/project management fee Ranges from $1K-$5K per site dependent on number of seats per location Phones and headsets can be purchased (optional) * ECC-specific charges, separate invoice line items

9 Pricing Table – Phoneset + Seat
Targeting 3 or 5 year terms Phones available with AC power or PoE XO does not sell, install or manage PoE switches or customer LAN

10 Pricing Table – Seat Only, Accessories
Polycom phone set and extended maintenance pricing TBD, ICB for now Customers with existing Polycom models can use for ECC (Flash load through Portal)

11 Feature Set by Seat Type
Executive Office Seat Conference Room Executive Receptionist Seat Seat Name Standard Office Seat Video Exec. Seat Phoneset Alternate Numbers Y Anonymous Call Rejection Automatic Call Back XO Anywhere Plus (FREE) Busy Lamp Field Call Forwarding Always, Busy, No Answer, Not Reachable, Selectable Call Return, Transfer, Waiting Calling Line ID Delivery Blocking Do Not Disturb 4 Digit Extension Dialing Last Number Redial Multiple Call Arrangement N-Way Call Privacy Push-to-Talk Selective Call Accept & Rejection Shared Call Appearance Three-Way Call Voice Messaging-User Group Features: Authentication, Auto Attendant, Enhanced Outgoing Calling Plan, External Calling Line ID Delivery, Hunt Group, Instant Group Call, Voice Messaging Group 11

12 XO Differentiators XO leadership with over 1M end-users deployed
XO has over 10 years of managed services experience High Definition (HD) voice, video calls Benefitting from over a decade of Broadsoft VoIP best practices and its partners – get it right the first time Customer questionnaire, Examinet VoIP readiness script LAN survey and PacketSmart LAN/WAN readiness Onsite QoS monitoring for proactive detection of potential problems, detailed metrics for troubleshooting, root cause analysis Combined with XO MPLS network - enables XO to deliver QoS, offer 99.9% service uptime SLA

13 Examinet VoIP Readiness Test
Key points Passive, non-invasive application that ECC prospect runs one time, once per ECC site XO One will provide instructions to run test Recommend that customer run test prior to signing SOA; non-passing results provide early indication of lack of VoIP readiness (higher install costs likely)

14 Built in QoS Monitoring & Troubleshooting
PacketSmart Field Services Kits used for Site Survey. Establish baseline of customer network capacity. PacketSmart monitoring deployed on each site. Verify and certify deployment of all components Monitor relevant network flows to determine QoS Leverage central experts to remotely diagnose complex problems PacketSmart platform in the BroadSoft Cloud XO Network ECC Cloud PBX Service MPLS QoS Assessments and Monitoring Corporate LAN 14 BroadSoft ®, Inc. Proprietary and Confidential, do not copy, duplicate or distribute. 14

15 Web Portal for Administrators, Users
View/assign device assignments and configurations remotely Automated system notices sent to users for self administering features

16 Qualifying questions QUESTION ANSWERS TO FLAG
Questions to ask after general opening questions on company size, type of business, # employees, competition, annual technology services budget QUESTION ANSWERS TO FLAG How many locations does your company have? Multiple locations in XO on-net or EVC locations How many employees or voice lines do you require (per location, in total)? Guideline is min. 20 seats/site, targeting total 50-1,000+seats Describe what your company uses for phone (local, LD) services Older, on-premise PBXs, Centrex lines, contracts expiring soon If you’re leasing your PBX and phonesets, does the same company provide CPE and manage your LAN for data uses also? If yes, disqualifies lead in near term; Product Mgt is exploring options What are your enterprise’s communication challenges? (Or, what are your pain points?) Legacy equipment, grown by acquisition, mix of PBXs & handsets, difficult to manage, outages or expensive repairs Do you have Call Center agents for whom you require Reporting and Supervision? ECC has Auto Attendant, Hunt Groups, but CCOD may be better solution Do you have the need for fax to or do you have an existing fax server? ECC Phase 1 does not support these; under consideration for later phase (If education vertical) Does your organization qualify for e-Rate funding? Yes. The seat-only ECC options is eligible for Priority one funding.

17 For More ECC Product Information
Contact your XO Channel Manager Channelink Library > A. Product & Pricing Information > Cloud Technology

18 Any Questions?


20 Examinet VoIP Readiness Test
What it is – On-site snapshot test on customer LAN, low-level tests on DHCP, DNS, Firewall, routing, bandwidth, QoS. XO One will trigger system-generated automated to customer administrator Customer downloads, runs application once per site (requires Java Run Time Environment v. 1.6.x) No executable installed on user’s PC; data sent to secure server Recommend that customer run test prior to signing SOA; non-passing results provide early indication of lack of VoIP readiness and potential additional non-recurring charges to upgrade LAN to meet minimum VoIP thresholds

21 Comparison: ECC and XO One iPBX
PBX/Softswitch Location Broadsoft Cloud Customer Premise PBX/Softswitch Vendor Broadsoft Avaya Handsets SIP Polycom (at launch) Cisco (date TBD) Analog, Digital, IP Billing Contract terms Phoneset+seat MRC; LD, network billed separately 1, 2, 3, 5 yrs (min 3 yr recommended) One MRC, all services Minimum 3, 4, 5 yrs MACs Customer self service Web Portals for configuration, moves, changes; new phones require Customer request XO One performs at Customer request User Controls Web Portal (Dashboard) included Phone Manager Lite (free), PRO PC Apps; One-X Portal Customization Features vary by seat type; no custom “build” per customer Custom solution per customer

22 Calling Features – Descriptions & Benefits
Alternate Numbers Allows users to be reached through up to 10 secondary phone numbers or extensions in addition to user’s primary phone number Anonymous Call Rejection Enables users to reject calls before they ring through from anonymous parties who have explicitly restricted their caller IDs from view; the calling party hears that the user is not accepting calls at that time Automatic Call Back Allows users to monitor a busy party and automatically establish a call when the busy party becomes idle XO Anywhere Plus Allows users to define one or more network locations that can be used as extensions to their individual profiles so that employees can work from anywhere, anytime while maintaining a professional image Busy Lamp Field Provides support for a SIP phone-based, attendant console so that attendants can monitor employee users phone status—whether on the in-office phone or working remotely Call Forwarding (Busy, Always, No Answer, Not Reachable) Allows users to redirect incoming calls to another destination when the line is busy Call Forwarding Selective Enables users to define criteria that causes certain incoming calls to be redirected to another destination

23 Calling Features – Descriptions & Benefits
Call Return Enables users to call back the last party that called them by entering an access code on their touch-tone keypad Call Transfer with Third-Party Consultation Enables users to make three-way calls so that they can speak to a third-party before transferring the call Call Transfer with a Three-Way Consultation Enables users to make three-way calls and speak to both the caller and the third-party at the same time before transferring the caller Calling Line ID Delivery Blocking Blocks delivery of a user’s phone number and identity to the party he/she calls – so that the phone number will not display on a phone’s caller ID digital screen Call Waiting Enables users to answer calls while already engaged with other calls Do Not Disturb Allows users to set their stations as unavailable so that the stations appear busy when called Extension Dialing Allows users to enter extension phone numbers to call other employees within their group without having to enter full 7 or 10 digit numbers Last Number Redial Allows users to repeat the last call that they made by entering *66 on their touch-tone keypad

24 Calling Features – Descriptions & Benefits
Music On Hold Enables group administrators to upload an audio file that plays music or audio announcements onto the network that broadcasts to incoming callers on hold Privacy Allows users to exclude themselves from the group and enterprise directory lists that are visible from the online web portal Push to Talk Allows users to call another station, and the phone system automatically requests that the destination station answer, providing intercom-like functionality; users may screen incoming Push to Talk sessions using pre-specified lists that show which users are allowed or not allowed to call specific stations Selective Call Acceptance Allows users to only accept calls that meet user-configurable criteria such as within normal business hours, on holidays, or whether the calling line ID is private or unavailable Selective Call Rejection Blocks calls that don’t meet specific criteria defined by users such as within normal business hours, on holidays, when the calling line ID is private or unavailable, for forwarded calls Shared Call Appearance Shows other users within the same group visibility of the status of up to 11 phone numbers within the enterprise in addition to their own; All users within the group may answer and initiate calls on the same shared lines

25 Calling Features – Descriptions & Benefits
Three-Way Calling Enables users to make three-way calls with two parties, in which all parties communicate with each other; this feature uses a different way of enabling the three way call than Call Transfer with Three Way Calling Voice Mail and Unified Messaging Enables users to record messages for incoming calls that are not answered within a specified number of rings, are busy or transfer directly to voice mail, with the ability to play back and change the message before sending; feature is accessible from the user’s desktop phone or by calling into the voice portal from any phone. This feature also allows users to set up preferences for delivering incoming calls to an account, to their cell phones as a text file, to the voice messaging system for later retrieval, or to allow incoming callers to press 0 to reach a live attendant. Voice Portal System Allows users to call a central number where they can access, use and configure Voice Messaging and Call Forwarding Remote Access, record a personalized name, and set up auto attendant greetings either in-office or remotely.

26 Group Calling Features – Descriptions & Benefits
Auto Attendant Serves as an automated receptionist that answers the phone and provides a personalized message to callers with options for connecting to the operator, dialing by name or extension, or connecting to up to 9 configurable extensions, or break out to any number including hunt groups or departments. Group administrators can use Auto Attendant to configure hours of operation, record greetings, and a group can have multiple Auto Attendants configured either individually or integrated into a multi-level Auto Attendant External Calling Line ID Delivery Enables delivery of caller’s identity (phone number and name) to the individual’s phone Hunt Groups Hunt Groups automatically process incoming calls received by a single phone number by distributing them among a group of users or agents; hunt groups use call routing to an idle number within the group using pre-selected patterns (first available, sequentially, with simultaneous rings, etc) Instant Group Call Allows users to call a group and the system alerts members of the group automatically; as members answer, the system joins them into a multi-way audio conference

27 Thank you for your participation!
Chris Peck (978063): David Sambrook - Marketing Manager (984976) Tom Gorey – National Director, Business Partner Channel (983139) Mervat Olds – Sr. Product Manager, Long Distance Portfolio (974720) John Mueller – XO University, Regional Learning Manager (979346)

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