Download - David Wippich, CEO Ensim
David Wippich, CEO Ensim
What We’ll Talk About Today• Crazy Market Dynamics• Convergence of Convergence• Unifying Unified Communications• Benefits of Complexities• Realizing and Sizing the opportunity • The Un-Confusion Conclusion
Market DynamicsMarket DynamicsIncreased commoditization of traditional isp/telecom servicesDecreasing ARPU and eroding margins require deployment of new high-value services
Market OpportunityLeaders will be
determined by delivering the right product at the right time the right wayOpportunity to be a “one stop shop” Winners will enjoy on-going cash cow business
Unified Communications Benefits & Issues• Enterprise Benefits
– Enable higher productivity and improved possibilities for interaction between and within organizations
– Insuring UC meets security and compliance requirements– Deliver greatly improved customer care and service, using different
devices – wired/unwired, location based, etc…– Gain flexibility to switch, increase, or relocate functions as staff
requirements change– Replace old/obsolete systems in stages with leading edge options– Centrally manage their network, devices and apps and cut support or
maintenance costs• Service Providers Top Issues
Long Sales Cycles
Varied Requirements for customers
Distributed Needs
Service Provider Challenges & SolutionsSolutions
Cost Efficiency• High cost of delivering next generation
in mixed environments• Maintaining legacy equipment • High cost of sales & support
• Automation of provisioning and service enablement
• Enable resellers to lower your costs of sales
• Deliver role-based delegated administration
Sales cycle• Extensive requirements• Enterprise IT push-back• Lack of clear differentiation between
hosted vs. on premise
• Separate applications from infrastructure to speed roll-out of new services
• Homogenized administrative interfaces
Service Provider Challenges
Deliver Mixed service bundles• Deliver convergent services on both
shared and managed platforms• Keep up with new service demand• Flexible offering based on application
popularity, not delivery method
• Simplify deployment, delivery and management of services through product based solution
• Pre-built application managers• Single solution for both Managed &
Hosted
How to Realize the Opportunity for mid-size enterprise
• Offer homogeneous management tools– Lower cost of support and operations by using single management
system in mixed environments– Identity Management, Access Control, Policy Enforcement
• Provide tools empowering IT and employees, demonstrating YOUR value-add as solution provider– Lower switching costs from on-premise to outsourced
• Self-Configuration of clients and devices• Self-management of basic tasks
• Offer full suite of Unified Communications applications– Messaging & Collaboration (email, groupware, IM,..)– VoIP, Mobile– Presence– Unified Messaging, Communications, Collaboration
What solution providers need• New Services
– Accelerate time to market; first mover advantage, higher margins (ARPU), extend value chain, create stickiness with multi-service offering, increase ARPC, better ROI on CAC
• Automation– Operational efficiency as base services commoditize, end-
user and reseller control increase satisfaction and decrease churn, lowers opex
• Support of Mixed Environments– Lower cost of deployment and support, increase reach,
access to customer relationship owner, add additional services to value proposition
Technology Requirements• Platform that provides latest technologies, web-services, web-
parts, extensibility, IP and App hosting, Multi-tenant or dedicated or mixed
– Service Creation tools
– Resource Management
– Common authentication and authorization
– Provisioning across multiple services & devices
– Delegated Administration & Channel Enablement
Conclusion• The market for Mixed Environments services has never looked better and
is becoming critical to long term success of solution providers
• Leading providers are strategically positioned to capitalize on this opportunity
• Effective engagement in the value chain requires the creation and delivery new services rapidly and efficiently
• Flexible distribution methods must be offered
• Partnerships are a must (Tech components, Commercial Software, System Integrators)