How to sell OmniPCX Office Compact Edition
December 2003
August 2003 — 2 All rights reserved © 2003, Alcatel
Agenda
> Small enterprise market & Alcatel strategy
> How to sell OmniPCX Office Compact Edition?
> OmniPCX Office Compact Edition business cases• Business case n°1: small office• Business case n°2: medical cabinets, lawyers cabinets• Business case n°3: small agencies in large account
> OmniPCX Office Compact Edition sales tools
August 2003 — 3 All rights reserved © 2003, Alcatel
> Small enterprise market & Alcatel strategy• Small enterprise market• Small enterprise customers needs • Alcatel strategy & position on this market • OmniPCX Office Compact Edition positioning into the OmniPCX
Office range
August 2003 — 4 All rights reserved © 2003, Alcatel
0
1
5
20
100
500
Self-employed companies.43M
SoHo.49M
SMB.Smaller Biz. 12M
SMB3M
SMB, LE425K
LE53K
Small enterprise market(worldwide)
Number ofEmployeesPer Company Number of
CompaniesWorldwide.Total: 107M
Solutions
Custom,Projects
Packaging, Compact,2 Tiers Distribution
Installation required
Cash and carry
SMB.Mass Market SMB Mass Market
o Mono-site or small number of sites (average 1.2-1.3)o Companies from 5 to 200 employees. Sites 5 to 100+ userso Little or no technology background, no formal communication or IT department, no technology strategyo Owner is decision makero Business benefits, needs not always identified by customerso Simplicity, overall solution priceo Volume making channels. Distributors, small resellers. Operators
SMB Mid Marketo Main sites, Branch Offices, networking (average 4 sites)o Companies from 50 to 500 employees. Sites from 5 to 250 userso Technology background, ITC departmento Formal decision process with internal competences involvedo Integration in corporate environment, future safeo Applications , IP Networkingo Added-value channels, System integrators. Operators (added-value organization)
SMB.Mid Market
August 2003 — 5 All rights reserved © 2003, Alcatel
SMBMassMarket
SMBMidMarket
Alcatel SMB Offering : a unique portfolio for all segments
A1) Entry Voice• Basic Telephony• Price
B1) Advanced Voice• Advanced Telephony• VM, AA, ACD• Wireless, Mobility• CTI
C) Convergence. IP, Data, Internet, Applications• Advanced Telephony• AA, UMsg• Mobility, VoWLAN• CTI, XML• IP, LAN, Internet, Apps
D) Advanced Voice, Networking, CTI
• Advanced Telephony, Networking• VM, Umsg, IVR, Contact Center• Mobility, CTI
E) Advanced Voice, IP convergence, Networking, Applications
• Advanced Telephony, Networking• IP, Branch Offices• VM, Umsg, IVR, Contact Center• Mobility, VoWLAN, CTI, MM IP Applications
OmniPCX Enterprise IPOmniPCX Enterprise
OmniPCX OfficeBusiness, e-Business
OmniPCX Office Business
A2) B2)
OmniPCX OfficeBusiness Pack
August 2003 — 6 All rights reserved © 2003, Alcatel
Small Enterprise customers needs
> Efficiency• they need to stay competitive and ensure the minimum services
> Simplicity• the decision maker is the owner, he is focused on his core
business and no IT staff
> Cost saving• an enhanced telephony services with a minimum of staff
August 2003 — 7 All rights reserved © 2003, Alcatel
Alcatel strategy & position on this market
> Alcatel target: • small companies from 6 to 12 users• mono site & multi site (small agencies)• the owner is the decision maker, he is focused on his core
business• priority sectors: retail, services, bank, insurance, post office & real
estate
> Alcatel OmniPCX Office Compact Edition, ideal solution for this segment• wall-mounted cabinet, adapted form factor for this segment• advanced voice features• professional solution, with greeting, mobility and CTI• aggressive price positioning
August 2003 — 8 All rights reserved © 2003, Alcatel
OmniPCX Office Compact Edition positioning into the OmniPCX Office range
Company Size
Features
6 20 30 100 200
AdvancedVoice, IP, Voice Applications
Convergence,Voice, Data,Internet,Applications
OmniPCX Office Voice ApplianceOmniPCX
OfficeCompact Edition
OmniPCX Office e-Comm Appliance
6-12 optimization.Compact Edition.
> OmniPCX Office Compact Edition is a part of the OmniPCX Office family
•all the know-how in Voice communication
> OmniPCX Office Compact Edition is a part of the OmniPCX Office family
•all the know-how in Voice communication
August 2003 — 9 All rights reserved © 2003, Alcatel
> How to sell OmniPCX Office Compact Edition?• Solution overview• Commercial offer• Price positioning• Full process• Customers & distributors benefits• OXO CE and OXO Small benefits table
August 2003 — 10 All rights reserved © 2003, Alcatel
Solution overview(1/4)
Maximum configuration : 12D(2/8/4)
•4 x Multi-Reflexes 12 UA
•1 x UA 1 UA
•3 x IBS 20 DECT
•4 x Z 4 Z
Total 37 users
>A voice communication system
>For very small companies, from 6 to 12 employees with a maximum of 37 users
>A part of OmniPCX Office family, with all benefits of OmniPCX Office technology
>3 ISDN packages equipped with WM, CTI and mobility
>A voice communication system
>For very small companies, from 6 to 12 employees with a maximum of 37 users
>A part of OmniPCX Office family, with all benefits of OmniPCX Office technology
>3 ISDN packages equipped with WM, CTI and mobility
August 2003 — 11 All rights reserved © 2003, Alcatel
Solution overview(2/4): environment
Later on
August 2003 — 12 All rights reserved © 2003, Alcatel
Solution overview(3/4): full Reflexe terminals range support
First Easy Premium Advanced
Enablers
Mobile 100/200 Reflexe
August 2003 — 13 All rights reserved © 2003, Alcatel
Solution overview(4/4): ready for VOIP, smooth evolution
VOIP 4/8 channels daughter board (Q3/04)
allOXO CE VOIP
OXE « CE » in Branch Office
OXO rack
OXO CE + additional licenses
OXO CE max capacity :37 users
Evolution to
Additionnal licenses (see CE offer)Xmem64 if necessary
All + ELP process
Wall case
CPU-2
Mixte board
OXO software
Licenses Pack
Terminals
IBS
Applications
mixte 4/8/4 Max 4 Multi reflexe Max 20 DECT Mobiles Max 13 ReflexeMax 4 Analogue sets.
All (except mixt board in casee of exchange)
GD board for OXE in Branch Office
All except CPU and software
Rack S, M, ou L caseAdditionnal HW & Licenses
All except case
AddRe-useOXO CE Content
August 2003 — 14 All rights reserved © 2003, Alcatel
Commercial offer(1/2)
> Commercial release• in May 2004
> Geographical availability• European countries
> Simplified offer • Limited number of references, easy to find the right solution
– 3 packages, including HW and SW licenses– including voice mail, CTI & mobility– options: more voice mail, expansion, upgrade, back up…
• For first sales, you can quote and configure the package and the additional hardware but not the additional licenses
• For the add on, you can manage the additional hardware and software licenses
August 2003 — 15 All rights reserved © 2003, Alcatel
Commercial offer(2/2)
PACKAGED OFFER : first salePACKAGED OFFER : first sale
CPU Options :>Xmem64 (80’ MV and/or 2 add Lang. )
>AFU (Door-phone)
Power Back-up
>UPS-300 / 650 …
>Desktop battery charger (without batt.)
•4h/8h autonomy>7AH battery (x1= 4h)
Reflexe range>DECT Mobiles >DECT IBS >Multireflexe
…evolutive offer
Options: 1° sale>16 UA / 8Z Lic.>Mobility (20 x DECT Licenses)>2 ports/80’ VM (with Xmem64)>Remote VM Custo >DISA>4 x Welcome Msg>Personnal Assistant>2’ MOH>2 x Languages>ARS/LCR>3000 names directory>1000 NMC tickets >TAPI 2.0: 10 sessions & 25 supervisions>10 x PIMphony Basic
1 Licenses Pack
Cabinet:>Wall mounted>Ext. 12 V-DC Source>Int. DC/DC Convert. >2 x Slots (0 free slot)>Cabling cover>No fan nor battery
CPU-2 Generic: >No Hard Disk>port LAN>2 ports/20’ VM ISDN Mixt boards :>2T0/4UA/4Z or>2T0/8UA/4Z or>2T0/4UA/8Z
3 HW Packages>Automatic Attendant (standard messages )
>2 x add. Languages (with Xmem64)
>4 x add. Welcome Msg (with Xmem64)
>Tapi 2.0 (25 sessions & 50 supervisions)
>Pimphony Pro / Team x1 & x10
>ISVPN
>RAS 2 B channels
… evolutive offer
Additional Licenses
August 2003 — 16 All rights reserved © 2003, Alcatel
Price positionning: agressive WPL
CE versus S : WPL positionning
1 650 €
1 295 €
1 710 €
1 550 €
1 950 € 1 990 €2 060 €
2 120 €
3 286 €3 226 €3 156 €3 116 €
2 716 €
1 000 €
1 500 €
2 000 €
2 500 €
3 000 €
3 500 €
2/4/4 2/8/4 2/4/8 4/8/4 4/4/8
S WM+Lic. Equivalence
CE
S WM
-16%
-15% -14%
-52%
-47% -46%
August 2003 — 17 All rights reserved © 2003, Alcatel
Full process(1/5)
Unique European References
> 3 single references for 3 ISDN packages
• 3 x ISDN Voice Pack’s (3 capacity variants) including:– Cabinet / Power supply / Packing / CD
– CPU-2 loaded with licenses pack
– 1 mixte board (2T0/4UA/4Z or 2T0/8UA/4Z or 2T0/4UA/8Z)
• Identical package whatever the country of destination
• The country variant is charged at the time of the installation – Simplified PM5 Process
> 3 single references for 3 analogical packages
• mixed Cards APA: release 3.1 (Q3/04)
August 2003 — 18 All rights reserved © 2003, Alcatel
Full process(2/5)
Fast and easy quotation for customer
> ACTIS or Express Quote
• Selection of the CE offer > access to EC perimeter and choice of the items
– Configured Mode same as standard offer
• Edition of the quotation for the customer (xls file)
• Export of the order file towards distributor info system (csv) and eCom (ali)
> Paper catalogue
• CE Catalogue extract from eCom (pdf file)
> Ordering trough eCom
• ACTIS file import (purchase by unit)
• Direct keying on eCom (purchase by quantities or by unit)
August 2003 — 19 All rights reserved © 2003, Alcatel
Full process(3/5)
DELIVERY starting from finished product stock
> Stock fullfilment for the distributors: per quantities
• the Distributor orders quantities to renew its stock: (Systems + stations + HW options in direct keying on eCom)
• the quantities are preferably in modulo (pallet, regrouping cartons...)
• logistic Costs reduced for the distributor (only one delivery, invoicing)
• the items are delivered in D+5 exworks (transport time not included)
• the delivery to the customer in D+1 is possible from distributor stock
> Express Delivery to the Business Partner or the customer: per unit
• the Business Partner orders a customerconfiguration:(a System + terminals + HW options in direct entry on eCom)
• the items* are delivered in D+1 exworks (transport time not included)Note * the delivered additional items are not integrated in the system
August 2003 — 20 All rights reserved © 2003, Alcatel
Full process(4/5)
Easy additional licenses selling ans easy maintenance
> Additional licenses selling:• Order taking on eLP with CPU-ID (standard process) • local or remote loading of the new software key (standard
process)
> All maintenance articles are managed in catalogue• Empty Case • Marked cabling cover • External AC/DC 12 V power supply• DC/DC Converter (easy access) • Back panel (easy access)• Mixed boards • CPU-2 board:
– CPU exchange for maintenance – swap of license with CPU-ID (standard eLP process )
August 2003 — 21 All rights reserved © 2003, Alcatel
Full process(5/5)
Quotation
Paper catalogue
or
ACTIS orExpressQuote
Quotation
Paper catalogue
or
ACTIS orExpressQuote
Ordering
Direct keyingon e-buy
or
.ali File import on e-Buy
from ACTIS orExpressQuote
Ordering
Direct keyingon e-buy
or
.ali File import on e-Buy
from ACTIS orExpressQuote
Delivery
D+1 (Express) D+5 (Stock)
+
transportation
Delivery
D+1 (Express) D+5 (Stock)
+
transportation
Installation
Wizard or PM5
+
Country variantat
initialization
Installation
Wizard or PM5
+
Country variantat
initialization
Maintenance
Same process
as
OmniPCX Office
Maintenance
Same process
as
OmniPCX Office
August 2003 — 22 All rights reserved © 2003, Alcatel
Customers & distributors benefits
Customers needs
a design adapted to small office environment
Customers needs
a design adapted to small office environment
Compact Edition answer
wall mountedno fan
no visible cabling
Compact Edition answer
wall mountedno fan
no visible cabling
Benefits
save spaceno noisy environment
for the staff nice design
Benefits
save spaceno noisy environment
for the staff nice design
August 2003 — 23 All rights reserved © 2003, Alcatel
Customers & distributors benefits
Customers needs
a professional telephony services
with easy evolution
Customers needs
a professional telephony services
with easy evolution
Compact Edition answer
(from OmniPCX Office)high performance in voice
high flexibility
Compact Edition answer
(from OmniPCX Office)high performance in voice
high flexibility
Benefits
protect investment
offer the possibility to evolve towards
OmniPCX Office
Benefits
protect investment
offer the possibility to evolve towards
OmniPCX Office
August 2003 — 24 All rights reserved © 2003, Alcatel
Customers & distributors benefits
Distributors needs
simple to order and to install
Distributors needs
simple to order and to install
Compact Edition answer
only 3 packages
ready to sell(in quantities)1 complete solution
in a box
express delivery
Compact Edition answer
only 3 packages
ready to sell(in quantities)1 complete solution
in a box
express delivery
Benefits
save time, energy & cost
leverage the existing OmniPCX Office investment
Benefits
save time, energy & cost
leverage the existing OmniPCX Office investment
August 2003 — 25 All rights reserved © 2003, Alcatel
OXO CE and OXO Small benefits table
16 VOIP channels with CO-CPU
Same, plus CO-CPU standard offer
Low cost VOIP Solution (4/8 channels daughter board in Q3/04)
Ready for VOIP No need to change CPU
Simple & quick.Stock mode or Express delivery.
Licenses pack covering 90% of customer needs .
Better margins for the distributor and better < 20 market penetration.
Competitive Price over 12 extensions.Value added platform.
Open Solution :1 free slot / scalable with M , L, XL racks
Cheeper Packaged Solution .Competetive offer in 20 ext. Segment.
Designed for office environment
Open , evolutive Rack form adapted to customer data environnement
Neat design, wall-mounted, clean cabling , silent
Configured at customer needs.
Actis tool & BTCO delivery.
Ordering in Direct keying on eCom . ACTIS for quotation.
Configured upon customer need.
More openess with the hard disk.Evolutive to internet & eBusiness.
More licenses in the package.Open to additionnal licenses
Small plusOXO SmallOXO CECE plus
August 2003 — 26 All rights reserved © 2003, Alcatel
> OmniPCX Office Compact Edition business cases• Business case n°1: small office• Business case n°2: medical cabinets, lawyers cabinets• Business case n°3: small agencies in large account
August 2003 — 27 All rights reserved © 2003, Alcatel
Business Case n°1: small office
Customers needs
professional services
fast evolution
adapted design
affordable price
Customers needs
professional services
fast evolution
adapted design
affordable price
Compact Edition answer
embedded Voice Mail, CTI and mobility
high flexibility
native wall mounted format
good ratio quality/price
Compact Edition answer
embedded Voice Mail, CTI and mobility
high flexibility
native wall mounted format
good ratio quality/price
August 2003 — 28 All rights reserved © 2003, Alcatel
Business Case n°2 : medical cabinets, lawyers cabinets
Customers needs
professional welcome
vertical applications needs
bill the telephony expensesto lawyer’s client
affordable price
Customers needs
professional welcome
vertical applications needs
bill the telephony expensesto lawyer’s client
affordable price
Compact Edition answer
rich call handling(e.g. boss&secretary)
CTI vertical applications
call metering and account code facilities
good ratio quality/price
Compact Edition answer
rich call handling(e.g. boss&secretary)
CTI vertical applications
call metering and account code facilities
good ratio quality/price
August 2003 — 29 All rights reserved © 2003, Alcatel
Business Case n°3: small agencies in large account
Customers needs
centralized operator and optimized rerouting
centralized management
evolution toward VoIP
Customers needs
centralized operator and optimized rerouting
centralized management
evolution toward VoIP
Compact Edition answer
a first level of networking upon ISDN(ISVPN)
the centralized management through the Alcatel 4760 application
VoIP in Q4/2004
Compact Edition answer
a first level of networking upon ISDN(ISVPN)
the centralized management through the Alcatel 4760 application
VoIP in Q4/2004
August 2003 — 30 All rights reserved © 2003, Alcatel
OmniPCX Office Compact Edition sales tools
> New: Alcatel Half Year Launch Guide• availability: Jan 2004
> New: Alcatel OmniPCX Office Compact Edition brochure• availability: Jan 2004
August 2003 — 31 All rights reserved © 2003, Alcatel
Why OmniPCX Office Compact Edition?
For customers
> OXO CE is a professional voice advanced solution• Offering Voice, Data, embeded Voice Mail, CTI apps, integrated
DECT, VOIP evolution, management tools
> OXO CE is feature evolutive• Licenses add-on to open features or functions• Direct benefits from OXO range evolutions
> OXO CE is expandable• Up to 37 users• Xmem64 to expand functions
> OXO CE migration path towards OXO rack• Re-use CPU and mixte board• Re-use all terminals, licenses and applications
> OXO CE is future proofed• Ready for VOIP in next 3.1 version
August 2003 — 32 All rights reserved © 2003, Alcatel
Why OmniPCX Office Compact Edition?
For Business Partners> No investment need for the Business Partner
> OXO CE is 100% part of OXO family: • Same Hardware bricks• Same software and same evolutions• Same sales and installation trainings • Same management tools (PM5/Wizard), local, remote, centralized
(4760)• Same RSC offer, allowing added value services selling on installed
base OXO CE is feature evolutive• Licenses add-on to open features or functions• Direct benefits from OXO range evolutions
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