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For Business Barry Castle July 2010. Vordis (Consultant) – Lead Generation and Product Strategy Sintel - ITSP and Mobile Applications – Director Sales.

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Presentation on theme: "For Business Barry Castle July 2010. Vordis (Consultant) – Lead Generation and Product Strategy Sintel - ITSP and Mobile Applications – Director Sales."— Presentation transcript:

1 for Business Barry Castle July 2010

2 Vordis (Consultant) – Lead Generation and Product Strategy Sintel - ITSP and Mobile Applications – Director Sales and Technology (carrier/wholesale/gateways/VAS platforms) Samsung - Business Telephony – Head of Product Marketing/Director Bus.Dev. (Avaya Partnership) ShoreTel - UC – VP Marketing/VP Bus.Dev 3Com (Acquired by HP) - IPBX – Director Product Mgt - Voice Solutions PartnershipsiPBX/UC IVR/ Call Center Video Gateways Experience

3 Content - Author of ShoreTel’s Guide to Unified Communications Voice Channel Development – USA, UK, France, Spain UC Systems – ShoreTel - Channel education programme – MS-OCS distribution partner (Seminars ) Conference Speaking Engagements – VON – head to head panel on Enterprise Telephony – IT Expo – Networld+Interop – Voicecon Partnerships: Avaya, Polycom, Contarra, Envox, WTL … ETSI TIPHON – Marketing and QoS Proof points

4 Unified Communications Business Telephony – PBX/IPBX Channel and Partner Development Mobile Applications and IP Centrex Billing and Carrier Interconnect/SS7 Security and Session Control Sector Experience

5 : Data to Voice Channel : Transitioned Business Telephony channel from TDM to IP – VoIP – Security: Firewall, IDS, MSBG : Launched channel – USA and Europe Channel Development USA, UK, France, Spain

6 Channel Management USA, UK, France Marketing Communications Product Management Channel Development Channel Training Systems Integration Sales and Bus.Dev.

7 Develop Partnerships – iPBX – Gateways – Handsets – SPs – Applications Marketing – Product Mgt: Feature Delivery – Messaging and Positioning – Channel programs Operational – Pre Sales (key accounts, RFPs etc..) – Post-sales support Content – Whitepapers – App notes – Customer Testimonial – Advertorial – Brochures Opportunity and how I will contribute Magic Quadrant for Unified Communications as a Service

8 1.(Free) Download – Requirements: Support Infrastructure Marketing Expense Stop letting SBCs block Skype 2.Reseller Channel – Requirements: Business Case - Margin incentive Training/Commitment Vendor Interoperability 3.ITSP – Requirements: Business Case – Special rates GW or SoftSwitch Interoperability Call Shop – Requirements: Business Case – Special rates Find a business services GW / Asterisk Interoperability Routes to Market Sell 90% of business voice solutions Sell Cheap rate service/phones etc.. Viral customer adoption Pure margin play – business Federation will be of interest

9 Out Benefits: Save Money: Cheap-rate/Free Calls Increase Efficiency: Collaboration Improve visibility: Presence staff/customers/suppliers Connect to the largest UC community on earth Skype for SIP IPBX or TDM with a SIP gateway

10 Wholesale IVR SS7 GW Soft Switch Soft Switch Billing Media Resources IP Centrex Signalling server (mobile) ITSP Value Proposition SBC

11

12 Knows Unified Communications – And adjunct systems: Protocols, IVR/CC, billing, messaging, SBCs, video/H.264m, mobile apps Competes successfully against giants Developed the channels and partnerships A contributor and communicator Credible, Knowledgeable, Experienced Will deliver results Seasoned Business Communications Professional

13 for Business Barry Castle June 2010

14 Press/Analysts TMC - Rich Tehrani Tolly - Kevin Tolly NetworkWorld - Larry Heddick and Steve Taylor, Dave Dix CTLINK – Jim Burton Network Computing InformationWeek NoJitter – Fred Knight, Alan Sulkin, Ed Mier Techweb CNET Light Reading Internet Telephony Comms Business – Miles Bossom Comms Dealer – Nigel Sargent

15 Tradeshows VON 06/09/ /11/2010 DC Enterprise Connect (Voicecon) 28-FEB-11 to 03-MAR-11 Orlando Interop Tokyo, Mumbai, Las Vegas, New York CEBIT 01-MAR-11 to 05-MAR-11 Hannover 06 to 10 October 2010 Istanbul CES 06 to 10 October 2010 Vegas Enterprise November Santa Clara IT Expo 4-6 Oct 2010 Los Angeles UC Summit April, 2011 ? - la jolla CA Cloud Communications Summit 4 Oct 2010 Los Angeles UC Expo 9-10 March 2011 London COIP 8-10 March 2011 Paris

16 References Jose Antonio Alfaro – CEO Vordis Rodrigo Gonzalez Allegue – BT Spain Victoria Hernandez – VP Telindus S. Europe Ed Wadbrook – Senior Director Avaya UC Bertrand Goldfarb – AudioCodes VP Sales Europe Youcef Louadj – CTO Contarra Systems Simon Pearson – Director Sales WTL (AudioCodes customer) Bruce Pollendine – XConnect, Account Manager (EU) Thierry Saudereau – Logica, Account Manager (FR) David Garwood – Westcon Product Manager Peter Hammett – GM Sintel and Board member ComputerLinks


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