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OpenScape Business A unified business solution for small and mid-size companies Oct. 2013.

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Presentation on theme: "OpenScape Business A unified business solution for small and mid-size companies Oct. 2013."— Presentation transcript:

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2 OpenScape Business A unified business solution for small and mid-size companies Oct. 2013

3 Agenda 3 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

4 Agenda 4 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

5 SMBs respond with UC Most SMBs are still using ‘traditional’ tools to collaborate Only a very few SMBs have formal team performance management systems in place Siemens Enterprise Communications global research conducted September/October % of SMB’s currently implementing or planning to implement UC Addressable opportunity for the SMB TDM/IP Market in 2012 $8 Billion IP accounts for 25% of all lines sold in the SMB Segment in 2010 SMB’s use many tools 55% of respondents want to improve customer service by improving or upgrading their contact center environment Customer Service is key Interest in IP is growing Interest in UC is growing Big opportunity to improve teams 5 Copyright © Unify GmbH & Co. KG All rights reserved.

6 UC Can Help You Sources: Information Week, IT Management, Inc. and Sage Research, Inc. What’s important? To find people quickly Average time saved because UC helps you to find the person you need on the first attempt A Single Inbox Presence Saves Time Average time saved by managing s, voic s and faxes from one inbox A shipment is heading to the warehouse – Who will receive it? A deal will close if the owner can talk to the prospect – Can I reach the owner in time? What’s important? Never missing a message from a customer or coworker Integration Can Help A multi-tasking sales person won’t miss a voice or fax message because they will automatically appear via What’s important? Not wasting time transferring data Law firms can track voice communications automatically. If a customer calls, their CRM data will automatically open on your desktop 32 Mins 43 Mins 3 Benefits 1- Time Savings 2- Better Accuracy 3- Real-Time Data Access 6

7 SMB Requirements –Key Research Themes 7 Copyright © Unify GmbH & Co. KG All rights reserved. Easy to install and maintain Scalable and Flexible Mobility/Distributed Workforce Management of Operational Costs Productivity and Customer Service Support

8 OpenScape Business meets SMB needs and drives higher margin business 8 Copyright © Unify GmbH & Co. KG All rights reserved. Leverage your knowledge and training on H3K and OSO to bring customers into the UC World with minimal effort Customer Relationship Management, mid- and long-term, starting with Voice and easily bringing customers into the UC World Have the answers to how your customers can manage BYOD and bring them Presence and Social Media integration Help Progressive SMBs utilize their IT budgets to invest in a modern UC solutions at minimized cost because they can migrate existing investments Show your UC and Contact Center competence, becoming a trusted partner to your customers With a simplified and all-inclusive license structure, benefit from Support and free software Upgrades for 3 years

9 9 Copyright © Unify GmbH & Co. KG All rights reserved. Improve Team Performance and Customer Service One Solution Our Own Experience Cost Control and Investment Protection Retain Competitive Advantage Leverage IP and UC

10 Goals and Solutions Manage many tasks Enable employees on the move Improve customer service Lower operational costs Scalable and flexible solution Vendor support Business GoalsManagement Team Copyright © Unify GmbH & Co. KG All rights reserved. Key Factors UC available to everyone Support smart phones and tablets Integrated tools enabling productivity Simple migration Integration; add new users and devices Global model to reassure customers 10

11 Combining the Best of our SMB Products Common Platform Flexible Upgrading Standard Devices UC for any Platform Copyright © Unify GmbH & Co. KG All rights reserved. 11

12 12 Copyright © Unify GmbH & Co. KG All rights reserved. OpenScape Business Unified Business A unified business experience for single or multi-site environments All-in-One Fully Integrated Phones and apps for any workplace “Classic” or Modern VOIP Cabling Adapts to your Business

13 13 Copyright © Unify GmbH & Co. KG All rights reserved. Unmatched in Value & Ease of Installation Feature Ease of Installation/SupportScalabilityMobilityTCO Serviceability & ProductivityDifferentiators Full UC solution  More UC functionality in one box than any other vendor  Embedded UC regardless of Voice Infrastructure (TDM / IP) Supports All Devices and Clients  Available on more mobile platforms than competitors  Has Apple Mac OS client, where other vendors have Web-based solutions  Supports Dual-Mode, WLAN, DECT/Wireless DECT ONE Solution Architecture  No rip and replace to upgrade from voice to UC, add more functionality, or to support more users  Single UCC Domain Ease of Management  Easy to support with Web-based management tools  Flexible licensing on-line Flexible deployment  All-in-One Appliance or virtualized option with Software

14 Agenda 14 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

15 OpenScape Business -Unmatched in Value 15 Copyright © Unify GmbH & Co. KG All rights reserved. UCC for Standalone and Multisite environments Voice, Presence, Conferencing, Contact Center, Messaging, IM, Mobility, Fax UI Integration OpenScape Web Collaboration Unified Design: Common SW & HW solution across all deployments Reduced/optimized hardware: One main board for UC, VoIP & Data integrated All-In-One solution supporting all interfaces: Full IP, digital-, analog-, DECT- Voice & UCC Generate value with the easiest path from Voice to UCC (on-board UC) Investment Protection & Migration: Keep the box & phones -change the board Make money: Fulfill the customer’s needs perfectly with one product All-in-One UC for SMBs ONE Solution Architecture For our Partners

16 For any Infrastructure, HW & SW, “Classic” or IP 16 Copyright © Unify GmbH & Co. KG All rights reserved. OpenScape Business X3 / X5 / X8 Voice & UC-Solution for up to 500 Users OpenScape Business S Virtualized PABX for up to 500 Users UC Booster Card For up to 150 UC Suite Users Plug-In Board for X3R/X5R/X8 All-In-One Voice & UC with on-board full IP, for up to 500 IP Users, IP & Digital & Analog, DECT, ITSP, SIP Trunking, ISDN / S2 UC Booster Option UC Booster Server For up to 500 UC Suite User Server for X3/X5/X8 Voice Channel Booster additional DSP channel for X3/X5/X8 X3X5X8 Server-based or fully virtualized All-in-one Voice & UC, Server -based UC Software Solution for up to 500 Users, Virtualization with VMware, SIP Trunking

17 OpenScape Business Phase 2 Features Professional UCC Clients myPortal for Outlook myPortal for Desktop myAttendant (Attendant Console) myAgent (Contact Center Client) myPortal Smart enhancements Integrated Applications & Networking OpenDirectory Service with external database access Application Launcher Multimedia Contact Center OpenStage GateView CSTA 3rd Party Connectivity UC Networking across all deployments New enhanced deployment options UC Booster Card for up to 150 professional UC Users UC Booster Server for up to 500 professional UC Users OpenScape Business S, pure Voice & UCC Software Solution 17 Copyright © Unify GmbH & Co. KG All rights reserved.

18 Leverage Existing Investments Innovative Migration for your existing HiPath 3000 V9 Flexibility to move from TDM to IP– Exchange your mainboard Investment Protection – Keep your hardware, phones and cables Easy migration path for HiPath 3000 (includes OpenScape Office HX) customers – Exchange your mainboard Upgrade to full featured UCC and use Presence, Fax, Conferencing, Contact Center and much more… Migration Path for OpenScape Office LX Customers – Free of charge upgrade license Leverage Existing Investments 18 Copyright © Unify GmbH & Co. KG All rights reserved.

19 Agenda 19 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

20 The Perfect Solution for SMBs 20 Copyright © Unify GmbH & Co. KG All rights reserved. OpenScape Business Voice & Unified Communications User Clients & Groupware myPortal Smart, myPortal for Desktop, myPortal for Outlook, myPortal for Mobile/ Tablet Voice & Video Clients All OpenStage HFA, T & SIP devices, Video with OpenScape Personal Edition SIP Multichannel Contact Center Available now for all deployment models Attendant Console & Applications myAttendant & OpenScape Business Att enhancements OpenStage GateView, Application Launcher

21 Packaged UC: UC Smart and UC Suite Embedded and boosters/software UC Smart Embedded Presence including status-based announcements Favorites including Call Status Call Journal Visual Voic Control (with Voic license) Voic to Service Ad Hoc Conferencing Directory Access Chat & Reminder For Apple MAC OS & Windows myPortal for Mobile/Tablet (with Mobility User license) myPortal Smart Integrated on the new UC Mainboard, per User License UC Suite Boosters/Software myPortal for Outlook Per User License Requires Booster Card/Server, Business S Visual Voic Control (with Voic license) Directory Search Favorites & IM Call History Visual & Audio Presence myPortal for Mobile/Tablet (requires Mobility User license) Rule Management Personal IVR Live Call Recording Call Me Calendar Integration Desktop Dialing + Outlook Integration myPortal for Desktop Per User License Requires Booster Card/Server, Business S Visual Voic Control (with Voic license) Directory Search Favorites & IM Call History Visual & Audio Presence myPortal for Mobile/Tablet (requires Mobility User license) + Rule Management + Personal IVR + Live Call Recording + Call Me + Calendar Integration + Desktop Dialing UC Conference User Requires UC Suite UC Fax User Requires UC Suite More UC Packages: UC Smart & UC Suite 21 Copyright © Unify GmbH & Co. KG All rights reserved.

22 UC Clients for any Workplace 22 Copyright © Unify GmbH & Co. KG All rights reserved. myPortal Smart The powerful entry into the world of UC For office-based users with the most common OS (Windows & MAC) myPortal for Mobile/for Tablet For mobile users – offering UC everywhere on almost every device myPortal for OpenStage Allowing office-based workers fast change of their presence status and fast & comfortable access to their voice mail box Desktop Clients Mobility Client On the Phone Desktop & Groupware Integration myPortal for Outlook & Desktop Full feature diversity on the Desktop or integrated into Outlook The perfect solution for Microsoft Outlook users

23 Powerful Entry into the UC World 23 Copyright © Unify GmbH & Co. KG All rights reserved. Stay in contact, and never miss an important message with myPortal Smart Visual Voice Mail Control Chat Voic to Presence includes status-based announcements Favorites includes Call Status Ad hoc conferencing Directory Access Reminder For Apple MAC OS & Windows Integrated in the UC-Mainboard for up to 50 users for the X3, X5, X8

24 UC Smart -Integrated Enhancements 24 Copyright © Unify GmbH & Co. KG All rights reserved. Improve your reachability with integrated visual voic and Auto Attendant Voic – Fully integrated into UC Smart Up to 300 Voic boxes 6 Channels, 32h recording TUI or UC Smart controlled Voice Quality G.711 Wave Enhanced password security Announcement port start/stop or Loop Group Mailbox (MWI to all members) Auto Attendant - No need for additional hardware Up to 100 Auto Attendant Mailboxes Multi Level Attendant, AA to AA, Mailbox or numbers 4 Auto Attendant Greetings for: night/day, manual selection, etc.

25 myPortal for Desktop & myPortal for Outlook 25 Speed your communication with integrated UC Copyright © Unify GmbH & Co. KG All rights reserved. UC Suite with UC Booster Card, Booster Server or Business S Drag & Drop Conference Call Recording Integrated Presence Visual Voic Fax Mailbox Call Journal Directory Access Call Pop-Ups Dial per Mouse Click Mobility Personal Auto-Attendant Personal Notification One Number Service Instant Messaging Favorites Social Media Outlook Integration Web-Collaboration 1#

26 myPortal for Mobile & myPortal for Tablet 26 Unlimited Mobility and Collaboration – Be available Copyright © Unify GmbH & Co. KG All rights reserved.  The OpenScape Business user interface for mobile employees using smartphones or tablets with a graphical user interface such as: iPhone, Blackberry, Nokia, Android and Windows Mobile  Open browser based approach for all other mobile phones or tablets - No dedicated applications need to be loaded on the mobile device  Enhanced UC feature set for managing calls directly from the mobile phone (incl. conferencing, consultation and call transfer)  No need of a parallel fixed phone anymore with the new mobility user license

27 The Attendant Console and myAttendant 27 Copyright © Unify GmbH & Co. KG All rights reserved. Stay in control of your business and see who is available, and who is not, at-a-glance myAttendant for UC Suite for operators to handle calls fast and efficiently, and for managing teams

28 OpenScape Business Attendant and BLF 28 Copyright © Unify GmbH & Co. KG All rights reserved. Provides the perfect view to all users OpenScape Business Attendant Display and change Presence status on Attendant BLF Show BLF with Feature keys ( Hold, Day/Night ) New Phonebook : System speed dial "All in one window" for small systems Support of OpenStage 30T Network-wide “Call Status” & Presence View for up to 4 Nodes (with BLF Server), more on a PSF base Different Skin variants available OpenScape Business BLF (Busy Lamp Field) Network-wide Call Status & Presence view for up to 4 Nodes Display Presence status for other users & Change own Presence Up to 50 Business BLF Users per node Caller Journal in/out Dial via Web Service Interface (CTI Control) Business BLF is a “Stand-Alone” Application, BLF Server for network-wide use

29 OpenScape Web Collaboration Integrated 29 Launch it with OpenScape Business User Interface Copyright © Unify GmbH & Co. KG All rights reserved. Full-featured OpenScape Web Collaboration solution specifically packed and embedded for SMBs Launched via OpenScape Business Drag & Drop Conferencing Service or from call pop-up window Simple, intuitive interface with one-click access to all features Integrated text, data, web, and multi-party H.264 desktop video conferencing Mobile client that runs on any smartphone device including iPhone, iPad, iPod Touch and Android clients Highly secure 256-bit AES encryption On-premise deployment model, that can be installed quickly, cost-effectively, and with minimum IT resources OpenScape Web Collaboration requires a Windows Server Available with UC Suite (UC Booster Card/Server or Business S)

30 On-Premise Mobility -DECT and DECT IP 30 Copyright © Unify GmbH & Co. KG All rights reserved. For voice connectivity on the entire campus, for traditional and IP-based communication infrastructures DECT “Classic” For traditional and network infrastructure Convenient, easy-to-use,menu-driven interface of the DECT handset Up to 7 DECT base stations for X3 and X5 rack variants DECT IP For IP networks Phonebook via LDAP Call waiting and call forwarding Caller Name on display and differentiation of calls (internal/external) Message Waiting Indication

31 Full Range of UC-enabled Devices & Voice Clients 31 Copyright © Unify GmbH & Co. KG All rights reserved. IP Deployment Service Phones Soft Clients Mobile UC CMI, IP DECT, WLAN OS5 OS10 OS15 OS20 OS30 OS40 OS60 IP 35/55 (SIP) OpenStage HFA, SIP & T –Secure, reliable advanced phones * Migration of existing optiPoint Phones possible

32 32 Copyright © Unify GmbH & Co. KG All rights reserved. Open Directory for Business Process Integration An embedded solution to provide flexible connectivity to external customer databases & client applications Unified Directory Access Database Connector SQL Access to all directories from 3rd party applications, OpenStage or IP-DECT through an embedded LDAP Server interface Connection to multiple external databases Combines internal directories and external databases into a single unified search engine UI Easy to manage and configure through well- known OpenScape Business Web-based Management Access to Phonebook Open Directory Assistant

33 33 Copyright © Unify GmbH & Co. KG All rights reserved. OpenStage Gate View User-friendly, security solution offering real-time video surveillance to observe/control your business from anywhere View real-time video from a broad range of device options Compatible with a large range of certified IP web-cameras to prevent physical threats Video recording to secure and observe important areas Video-control entrance areas and grant access via OpenStage phones together with video door- phone solutions PC Desktops (Web-client) OpenStage 60 iPhone/iPad (Gate View app) Entrances Parking lots Doors

34 Integrated Contact Center with UC Suite 34 Copyright © Unify GmbH & Co. KG All rights reserved. Supervisors tools that can help Agents be more productive Collaboration tools that get the right expert on the line Optimize agent productivity with innovative communications tools Visual design tools that simplify workflow development Business Process Integration Intelligent Routing Integrated Multimedia Easy Management & Reporting

35 Multimedia Contact Center 35 Copyright © Unify GmbH & Co. KG All rights reserved. Anywhere Agents –One Call Resolution At Home Headquarters Supervisors and Agents Branch Office Agents Agent Reports Agent Functions Team Information Presence of the Experts Call Pop-Ups Hands-free Call Control Individual Recording of Agent Calls Contact Center Voice Calls, Fax, & Customized Agent Desktop

36 The Open Approach –IT Flexibility 36 Copyright © Unify GmbH & Co. KG All rights reserved. Integration Integration into business environments and customer databases with Open Directory Services and Application Launcher increase productivity Social Collaboration Extending communications reach with standard Interface XMPP leveraging social media networks (e.g. Google Talk) Connectivity Open SIP Interface to leverage lowest cost IP communications via SIP trunking, including service such as Skype Connect Flexible Deployments Desktop and OS/Application level virtualization reducing physical HW while enhancing availability and reliability Seamlessly integrate into the IT Eco Systems of choice SIP

37 37 Copyright © Unify GmbH & Co. KG All rights reserved. Integrate CRM with Application Launcher A client application that allows the launch of 3rd party business applications based on Caller Identification (CLI) Productivity Customer Service Handing over caller information from OpenScape Business into existing customers CRM apps Launch customer apps by batch file or URLs Flexible pop-up windows with customized action buttons Can be licensed individually per user client

38 Agenda 38 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

39 Serviceability & Manageability Improvements 39 WBM and wizards make things easy –no need for robust IT staff Copyright © Unify GmbH & Co. KG All rights reserved. Less effort needed to bring H3K or OSO service technicians to the OpenScape Business level Central Licensing within WBM for network-wide easy move and changes Licenses can be shifted within the network without CLS Easy Migration Path to exchange HiPath 3000 to OpenScape Business Common SW setup – One Installation DVD Media for server-based deployments Intuitive wizards for voice and UC simplify the setup and configuration Reuse of existing extension boards for TDM, DECT SLC cards and IVM SSDP ready – Improved remote and secure serviceability Centralized Management Installation Wizards Pre Installed system and UCC Server PlugIn No Linux know-how required Reuse of existing extensions cards

40 Agenda 40 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

41 OpenScape Business Networking 41 Copyright © Unify GmbH & Co. KG All rights reserved. Evolution of HiPath 3000 and OpenScape Office Voice and UC Networking is important for SMBs Many Businesses have multiple locations (branches, sales offices, etc.) or offices on a single campus Site expansion is also typical as small and medium sized businesses grow The need to communicate and collaborate as one entity is especially critical for smaller companies trying to compete with large enterprises Benefits Always know the availability of your colleagues in other locations Stay within reach of your colleagues and customers from any device and location Managing a single UC domain vs. multiple redundant standalone deployments

42 Voice and UC Networking Scenarios 42 Copyright © Unify GmbH & Co. KG All rights reserved. OpenScape Business Deployments Multiple networked OpenScape Business X3/X5/X8 Voice Networking UC Networking with UC Booster Card/Server Mixed OpenScape Business X3/X5/X8 with OpenScape Business S Voice Networking UC Networking with UC Booster Card / Server OpenScape Business S utilizing OpenScape Business X3/ X5/X8 as a gateway Single or Multi Gateway Option OpenScape Business SIP Interconnection Connection of certified 3rd Party SIP Applications Networking with Large Enterprises OpenScape Business X3/X5/X8 networked with HiPath 4000 V6 OpenScape Business networked with OpenScape Voice (planned)

43 Networking with UC Suite 43 Copyright © Unify GmbH & Co. KG All rights reserved. Flexibility in deployment and interfaces Voice supported Presence management (Presence visibility) Network-wide call status (ringing, on call, active mobile device) Call Pick Up via myPortal Instant Messaging including multi user chats Drag & Drop Conferencing in the network Network-wide Web Collaboration (with Desktop Sharing & Video) Voic forwarding in the network Business Attendant and myAttendant change presence status for all users System-wide internal directory and favorites External directories via Open Directory Services Integration into MS Exchange calendar and public folders XMPP based presence & chat support to external partners Providing network-wide busy lamp indication on DSS Phone Keys

44 Multiple Networked Scenarios 44 Copyright © Unify GmbH & Co. KG All rights reserved. Voice Networking OpenScape Business X3/X5/X8 & S Up to 32 Nodes (more on PSF base) Up to 1000 Users in a network (more on PSF base) UC Networking with OpenScape Business X3/X5/X8 & S Up to 8 Nodes (more on PSF base) Up to 1000 Users in a network (more on PSF base) Requires Booster Card / Server per system Network-wide License Shifting License Shift the easy way via WBM – no CLS needed UC Suite/Smart User, IP User, TDM User, Voic User, etc. Network-wide installation and administration via WBM (Wizards) As known from OpenScape Office, enhanced Wizard Functionality No need of HiPath 5000RSM anymore

45 Survivability is Business Continuity 45 Copyright © Unify GmbH & Co. KG All rights reserved. Dedicated Standard Industry Server Redundant power supply Linux SW based redundant hard disks ECC RAM to detect and correct RAM errors Automatic re-register via second standby registration setting Voice functionality can be used during the emergency mode Detects server failures automatically, using a “heartbeat” on servers Restarts virtual machines almost instantly without human intervention Host System Customers Suppliers Sales Teams 1.High Availability Server HW 2.X3/X5/X8 Failover 3.VMWare – High Availability

46 Software-based UC Solution- Virtualization 46 Copyright © Unify GmbH & Co. KG All rights reserved. Re-organization due to server rank-growth Need of Centralized Management Need to enhance reliability Need to reduce service hours Reduction of physical Server-Parks: > HW costs, Space, Green IT Ease of Data Backup and Restore Scalability Monitoring Re-use of old OS systems in a virtual environment MotivationsBenefits

47 Agenda 47 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

48 OpenScape Business Licensing 48 Copyright © Unify GmbH & Co. KG All rights reserved. The most flexible licensing structure for individual use Partner Benefits Greater flexibility and ability to tailor the solution according to customer requirements Reduce Partner & Distributors inventory by reducing prices for hardware components Change from HW to SW Business. Licenses can be ordered from SEN within an hour; no need for stock Positive financial impact for all Partners All licenses can be shifted within the WBM – no need for complex shift on CLS anymore Reduced license complexity due to a common OSBiz architecture for all deployments (X3/X5/X8 & UC Booster Card/Server, Business S) Customer Benefits Tailored to customer needs: Customers are only paying for the functionality they are using UC for up to 50 Users is simply a matter of activating an additional license, no need for additional HW Licenses can be activated easily via Remote Easy upgrade options from UC Smart to UC Suite if a customer wants to have more

49 Reduced Complexity in Ordering 49 Copyright © Unify GmbH & Co. KG All rights reserved. Only one base package across all deployments No need for BS4-Channel License anymore No need for complex B-Channel Licensing for HG1500 anymore No need for a Contact Center Base license anymore Channel per Voice Trunk DSP CC Base Many Base Packages

50 Agenda 50 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

51 Software Assurance Built-in 51 Copyright © Unify GmbH & Co. KG All rights reserved. Cost of software 30% Install Upgrade W/O Software Assurance With Software Assurance

52 Inclusive Partner Support 52 Copyright © Unify GmbH & Co. KG All rights reserved. Peace of mind for customers; revenue for Partners Partner Benefits Competitive vendor support offering, tangible re-sellable service features Simple inclusive support offering – easy to process, no separate order handling Reduced risk in deployment and support for the new solution elements Reliable and transparent SLAs position partner as expert resource Elevation of partner to trusted business advisor increases up-sell /renewal potential Increased customer wallet share by offering a mix of own and SEN value add services. Longer-term fixed recurring service revenue and margin potential Customer Benefits Peace of mind in the event of an issue with guaranteed support by SEN as the vendor Enhanced customer satisfaction and loyalty Trusted advisor will help SMBs keep up with the speed of business and their growing needs around communication solutions and corresponding services Investment Protection and Stability in an otherwise ever changing business environment

53 Agenda 53 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

54 SMB Portfolio At-A-Glance 54 Copyright © Unify GmbH & Co. KG All rights reserved. OpenScape Business Voice & Unified Communications All-in-one UC Appliance X3 / X5 / X8 Supporting up to 500 users (IP, TDM, analog) Incl. “on board” UC Smart Advanced UC Suite via Booster Options ITSP, SIP Trunking, BRI, PRI & analogue Virtualized SW UC Solution OpenScape Business S Server based PBX including UC Supporting up to 500 users (IP) Advanced UC Suite Virtualization with VMware ITSP, SIP Trunking OpenScape Office MX All-In-One UC appliance solution Supporting up to 150 users (IP, analog) Advanced UC Suite ITSP, SIP Trunking, BRI, PRI & analogue Software Update coming in 2014 for OpenScape Office MX HW

55 Sales Enablement Overview 55 Copyright © Unify GmbH & Co. KG All rights reserved. Market Introduction Content of MIT training to include: Sales Enablement to partner with APT to deliver: English and German SVUs on OpenScape Business MIT for Sales and Presales audience Recorded, on-demand WBTs post SVUs Key Deliverables: Scripted Sales/ Presales presentation on OpenScape Business solution (English and German) Sales/Presales web-based training (WBT) on OpenScape Business (English) Post-course test (English) Goals and Details Market Trends Target Customers Solution Architecture Sales Plays Positioning / GTM Migration Strategies Licensing Sales resources For Unify & Indirect Channel Sales and Presales Training Concept Available Assets Contact your Regional Partner Representative regarding training dates

56 Services Training for Market Introduction 56 Copyright © Unify GmbH & Co. KG All rights reserved. OR H3K technician- Voice onlyH3K technician- Voice & UC Classroom H3K Upgrade 2 days incl. practical exercises E-learning Classroom Upgrade 2 days Incl. practical exercises OR E-learning modules System overview and licenses System installation and initial Start up Backup/restore and software update Smart Voic Service and remote service Migration from H3K into OSBiz Classroom UC Smart Classroom 1 day Classroom UC Suite Classroom 2 day OR

57 Channel Partner Opportunities 57 Copyright © Unify GmbH & Co. KG All rights reserved.  Attractive on-boarding program to minimize a partners “time to money”  Demo packages (via Go Forward! Program)  OpenScape Business S Demo DVD - (ready to show OSBiz Live!) Key Deliverables: SEBA to access Marketing tools  Digital Channel  Presentation/Datasheets  Competitive QRG  Flash Demo and Videos  Free 30 day Activation Period for all features (one time)  Free 90 day Evaluation for UC, CRM Integration and Contact Center  NextGen Migration Promotion for HiPath 3000 installed base and new OpenScape Office customers

58 Agenda 58 Copyright © Unify GmbH & Co. KG All rights reserved. SMB Market Trends and Challenges The OpenScape Business Answer One Architecture UC Solution and Features Solution Manageability Networking & Deployment Sales Structure Support Included Partner Sales Support Key Takeaways

59 OpenScape Business 59 Copyright © Unify GmbH & Co. KG All rights reserved. All-in-One Solution meeting all SMB needs Easy to install and maintain Scalable and Flexible Mobility/Distributed Workforce Management of Operational Costs Productivity and Customer Service Support

60 OpenScape Business -Unmatched in Value 60 Copyright © Unify GmbH & Co. KG All rights reserved. More UC functionality in one box than any other vendor, and is easy to support with Web-based management tools A superior ownership experience – No rip and replace to upgrade from TDM to IP, add more functionality, or scale to support more users Has Apple Mac OS client, where other vendors only have Web-based solutions Available on more mobile platforms than any other vendor Simplicity TCO User Experience Flexibility

61 Copyright © Unify GmbH & Co. KG All rights reserved. 61 "We are pleased to add OpenScape Business to our portfolio and are excited to bring a UC solution to our TDM customers. As a partner who has sold HiPath 3000 systems for many years, we see OpenScape Business as a natural evolution of this product family that brings our customers the latest in communications technology." Ian Allmark Managing Director, Lloyds IP

62 Messages to Help You Sell Copyright © Unify GmbH & Co. KG All rights reserved. WITH FEATURES TO INCREASE EMPLOYEE SATISFACTION: The most innovative user experience for PC Desktops (Windows & Mac OS), MS Outlook & Groupware Integration, supporting all Smartphones, SEN Desktop-Phones and Tablets CAPITALIZE ON DEPLOYMENT OPTIONS: The most flexible and scalable deployment From standalone to multisite, from converged to full IP, as appliance, on standard server and virtualized, providing UC with ANY Voice infrastructure LEAD WITH BENEFITS OF UC: The most complete, embedded, All-in-One UC offering Including Voice, Presence, Conferencing, Web Collaboration, Messaging, IM, Fax and Contact Center

63 OpenScape Business Key Takeaways 63 Copyright © Unify GmbH & Co. KG All rights reserved. Streamlined product portfolio (i.e. less cables, less hardware boards) will simplify the product and increase overall margin Designed as an All-in-One Appliance with TDM, analogue, DECT, IP and UC as default capabilities, driving Partners toward this higher margin business by selling UC on top of a voice solution Packaging scenarios simplifies sales and drives SMB Customers toward IP and UC – the higher margin business New license model lowers the Channel’s upfront investment and can be ordered and activated online during installation 3 years SW Upgrades are included, receive all upgrades and updates for free 3 years of Partner Support is included with premium hotline, remote access platform


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