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Unified Communications - Selling A Strategy Ng Kay Tick Solutions Manager.

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Presentation on theme: "Unified Communications - Selling A Strategy Ng Kay Tick Solutions Manager."— Presentation transcript:

1 Unified Communications - Selling A Strategy Ng Kay Tick Solutions Manager

2 Call to Action © 2009 Avaya Inc. All rights reserved.2 Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY Focus on the Business User

3 Roles within the Enterprise 3 Mobile Sales Executive IT Director IT Manager Contact Center Supervisor Contact Center Agent Information Worker Customer

4 Telecommuting – Mobility takes center stage Q.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

5 Collaboration Center Collaborative 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

6 0% 10% 20% 30% 40% 50% 60% Web Conferencing Voice Conferencing Video Conferencing Enterprise IM Public IM Low Cost VoIP Info Portal Enterprise Social Software Public Social Networking Sites Employee Blogs Second Life Internal Sales MeetingsInternal TrainingInternal Brainstorming Customer MeetingsPlanningR&D Business Partner Meeting/TrainingSearching 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?

7 Call to Action © 2009 Avaya Inc. All rights reserved.7 Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY

8 UC In Actions Efficiency 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

9 User Collaboration UC All Inclusive Avaya one X® Portal Extension to Cellular W/Intelligent Presence Server Available Optional Video Standard or Enterprise Edition Communication Manager Avaya one-X Communicator Avaya one-X Portal Microsoft OC IBM® Lotus® Sametime VPNremote Extension to Cellular Avaya one-X Mobile

10 Microsoft® Live Meeting Group Collaboration Broad, deep, desktop integrations Conferencing Communication Manager IBM® Lotus® Sametime Adobe® Acrobat® Connect Professional Avaya Web Conferencing Microsoft® OCS

11 Group Collaboration Cost Effective Video Everywhere Avaya one X® Portal Room Systems Avaya one-X® Communicator Web Conferencing Telepresence Customer Kiosk Avaya one-X® Agent Communication Manager

12 Avaya Aura Revolution 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. Enterprise Network App 1 Collaboration App 2 Video App 3 Business apps Avaya New York Avaya London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Contact Center Chicago Users anywhere Apps Integrated Avaya New York Feature Server Avaya London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Contact Center Chicago Data Centers Avaya Aura SIP Trunking

13 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, connections Australian National University Save PSTN costs using global university network, control new media apps IT Benefits Users anywhere Apps Integrated Avaya New York Feature Server Avaya London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Contact Center Chicago Data Centers Avaya New Name SIP Trunking

14 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 firm Save $10m /year in travel and $6m /year in phone costs with UC, video and mobility Business User Benefits Avaya New Name Shared Applications SIP Trunking

15 Call to Action © 2009 Avaya Inc. All rights reserved.15 Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY

16 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 Architecture for Business User Communications

17 Addressing Diverse Customer Needs KNOW YOUR PROSPECT IDENTIFY GOALSDRIVE VALUE WITH THE RIGHT AVAYA SOLUTIONS Larger customers Strategic enterprise-wide impact Cost savings from enterprise-wide SIP architecture Scale and security, UC productivity applications Loyalty and retention by serving customers everywhere Larger customers with many stores or branches Consistency and control Replace legacy key systems with Branch Edition TCO from centralized management and SIP trunking Voice Portal speech/video customer self service for stores Mid to large customers Immediate savings and productivity gains Avaya one-X ® UC productivity, Microsoft/IBM integration Easier Modular Messaging, Meeting Exchange deployment Contact Center Express for mid-size organizations Existing customers Looking to upgrade but not embark on major changes Avaya one-X ® UC productivity Communication Manager 5.2 features and choices Assurance of advanced capabilities as they need them

18 Lead with Avaya Unified Communications All Inclusive Communication Manager Communication Manager ACM + AES Avaya one-X ® Mobile Avaya one-X ® Mobile Extension to Cellular Communication ACM + AES Avaya one X ® Portal VPNremote Avaya one-X ® Communicator Avaya one-X ® Communicator Avaya one-X ® Communicator Avaya one-X ® Communicator MS OCS & IBM Sametime MS OCS & IBM Sametime MS OCS & IBM Sametime MS OCS & IBM Sametime Avaya one-X ® Mobile Avaya one-X ® Mobile Extension to Cellular Available Optional Video - ® Portal W/Intelligent Presence Server Avaya one-X ® Portal Avaya one-X ®

19 Include Low Hanging Fruits ROI 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

20 LAN Message Store Options* Microsoft Exchange Store Server Avaya Message Store Server (Linux) ~ 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) Other PBXs -Avaya or non-Avaya PBX -Traditional (TDM) or IP Telephony -MultiSite and MutliSwin Support Avaya * MSS only for MM 5.0 Include Low Hanging Fruits Unified Messaging – Modular Messaging Comprehensive Integrations Rich Multimedia Access

21 Communication Manager Session Manager Application Enablement Presence Integrated Management Voice & Video Telephony Session Manager Reshaping Enterprise Communications Architecture Devices Locations Multi-Vendor PBX Multi-Vendor Applications Consolidated dialing plan Maximize use of Multi-vendor networks Maximize use of Multi-vendor networks Easily add new services across platforms Easily add new services across platforms

22 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 –

23 UC Knowledgebase THE 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

24 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  The first time you access the site you will have to register. You will need: A valid business 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

25 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

26 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

27 Technology getting in the way Intelligent, process-driven activity Intelligent, process-driven activity Faster, more strategic decisions Faster, more strategic decisions Serve customers better Serve customers better The Business Challenge Use communications instead of communications using you

28 © 2009 Avaya Inc. All rights reserved.28 thank you


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