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© 2010 XO Communications, LLC. All rights reserved. | www.xo.com 1
Provided by:
Beyond SIP Trunking:
Unify The EnterpriseMay 12, 2010 | 2:00 PM ET
XO® Enterprise SIP
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Presented By:
Alex Doyle
Senior Director,Global Solutions Marketing
BroadSoft
www.broadsoft.com
Steve Carter
Senior Product Manager,SIP Trunk Services
XO Communications
www.xo.com
Lisa Pierce
Founder and President
Strategic Networks Group
www.strategicnw.com
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© 2010 XO Communications, LLC. All rights reserved. | www.xo.com 3
Today’s Topics
• Benefits of SIP Trunk Servicesand Future Trends
• How to Evaluate the ROI of SIP
• How to Evaluate SIP TrunkService Providers
• Your Enterprise Network:
Before and After SIP• Q and A
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© 2010 Strategic Networks Group, LLC. All rights reserved. | www.strategicnw.com 4
Provided by:
U.S. SIP Trunk Services
Lisa PierceFounder and President
Strategic Networks Group
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Agenda
• Critical Problems Facing Businesses
• UC and SIP Trunks
• Other SIP Trunk Benefits
• Evaluation Criteria
• Current and future state of US SIP Trunk services
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Critical Challenges Facing US Businesses
Improve efficiency/reducecostsIncrease employee productivity
Collaborate across employees,
partners and suppliersBecome more nimble and
flexibleOptimize business
model/processesImprove customer service
Obtain new customers
Sell more to existing customers
Data is normalized. Source: Opinion Research Corporation, “Inside the Midmarket: A 2009 Perspective”. Study commissioned by IBM
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Unified Communications (UC) Provide the
IT Tools to Support Many Key Business Objectives
0%10%
20%
30%
40%
50%60%
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Select UC Benefits Cited by Key Business Functions
Department PercentRespondents
Who Cited
Metric
R&D 44 Shorter product development cycle
R&D 42Product better suited to market
requirements
R&D 44 Higher product quality
Sales 45 Improve sales success rate
Sales 41 Reduce cost of sales
Sales 42 Reduces sales cycle time
Source: Frost and Sullivan, "Meetings Around the World II" survey, October 2009
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2009 U.S. Business Customer UC Deployments
Now using UC
Plan to use in 1-3 years
Plan to use within 5 years
No plans/not sure
Source: CIO Magazine
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Examples of UC Applications
Category DescriptionIP-Based
Collaboration and
Conferencing
Point-point and multipoint HD videoconferencing (desktop,
room/telepresence), web/data conferencing or whiteboarding
augmented by audio
Find Me/Follow Me Enabled by presence engines, often included in Fixed Mobile Services
like consecutive ring or single number service
Unified Messaging Unified inbox/outbox (single message box that handles email, IM, fax,
landline and mobile phone messages) often augmented by text-to
speech and speech-to text capabilities
Contact Center Presence is used to optimize call/session handling; other common UC
applications used in contact center applications include click to chat,
click to call and speech recognition
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SIP Trunk Benefits
Include Connecting UC ‘Islands’
Function ExampleSupport for multi-site
UC Applications
See prior slide for some examples- can be especially important to cost-
effectively extend UC to small/remote sites
Decreased
Telecommunications
Expenses
Reduce the number of service-specific access lines and trunks on either
a local or long distance basis, frequently also decreasing the effective
price of on-net calls. Some providers’ SIP Trunk services also offerlower prices on local calls or blocks of DIDs.
Simplified
Architectures
Companies that implement UC and SIP Trunks often make heavy use of
strategically-placed data centers. This often results in drastically
simplified IT/network architectures.
Future Migration Paves the way for future migration to advanced WAN services like
Ethernet VPLS, or cloud/SaaS-based solutions
Source: Strategic Networks Group
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Simplified Enterprise Architecture
Before SIP Trunk Service
• MPLS
• Ethernet• IP VPN
• FR/ATM
T1, T3, OCX
Broadband or
Fractional T1
OCX
PRI
PBX
HQ
Local
POTS
SS7
Store/Branch 1-N
Data Center 1
Data Center 2
LD
OCX
Key System
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Many SIP Trunk Architectures Appear
Only to Replace Existing Carrier Trunks
• MPLS
• Ethernet• IP VPN
• FR/ATM
T1, T3, OCX
Broadband or
Fractional T1
OCX
PRI
PBX
HQ
Local
POTS
SS7
Data Center 1
Data Center 2
LD
OCX
Key System
Store/Branch 1-N
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But To Save Money, the Enterprise
Often Must Re-Architect for SIP
HeadquartersT3, OCX
T1
Store
1-N
SS7
Softswitch
to PSTN
Local
Data Center 2
IP PBX
Data Center 1
IP PBX
MPLS
Ethernet
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Five Critical SIP Trunk Service Considerations
Enterprises should always inquire aboutproviders’ current and planned SIP Trunk Service:
– Features/Functions
– WAN Service Interoperability and VendorCompatibility
– Performance and Resiliency
–Geographic Availability
– Price
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Verify SIP Trunk Features/Functions
Providers’ offers diverge greatly – Definitions of ‘on-net’
– Calling features (PSTN equivalents)
– UC features (Presence, Local Numbers, FMC, etc.) – (Voice) Bursting
– Use of broadband access (DSL)
– Backup/overflow features – Access to Operator Services, N11, Directory
Assistance, Call Detail Records
1
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Verify WAN Service and
CPE Vendor Interoperability
Service Interoperability - Not all SIP Trunk providerscurrently support:
– MPLS
– Internet Access
– IP Toll Free Service
Vendor interoperability for specific functions,features, functions
– Standards exist, but aren’t enough. Most providers havetheir own CPE certification processes.
– Limited compression functions compared to CPE (mostSIP Trunk services only support G.711, G.729 a/b)
2
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Verify Performance and Resiliency (Part 1)
• Quantity of provider’s VOIP/SIP infrastructure, qualityof redundancy
• Customer business continuity — SIP Trunkbackup/overflow to SIP, PRI, Inband Trunks
• Day 1 and 2 processes and support – Design, ordering and provisioning - little automation/flow
through
– Monitoring, remediation – often Layer 1-3 focused
• Trouble resolution can depend on insight into history
– Range of retention of performance data is from 3 to 14months
– Type of info retained varies greatly-those with data-centricprocesses don’t yet retain application-level performance data
3
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IP VPN
‘Optimized’ WAN Architecture
with SIP Trunks Needs Backup
Data Center 2
IP PBX
Data Center 1
IP PBX
Backup
Wireless
Headquarters
Store
1-N
SS7
Softswitch
to PSTN MPLS
Ethernet
Local
GW
GW
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Verify Performance and Resiliency (Part 2)
• SIP - specific security functions vary by provider• Given small installed base, many providers’ installation, monitoringand management processes require extensive human involvement —which can’t scale
• Portals/automation – 25% allow some MAC functions via portal – 13% can quote a standard change interval (5 days)
– 38% support SIP Trunk trouble reporting via portal
• SLAs — – 25% offer installation SLAs (but with one exception, all intervals are ICB-
typically 60-90 days)
– 13% offer MTTR SLA
– All availability SLAs kick-in after 30 minutes (or more) of each(unscheduled) outage
– Less than 40% support voice-specific SLAs
3
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Verify Geographic Availability
• Domestic SIP Trunk footprint may differ fromsame Provider’s PRI Footprint – Often less
– Sometimes greater
• International SIP Trunk availability by country/cityvaries greatly by provider – Especially important consideration if you plan to use a
US carrier overseas
• Not all SIP Trunks support both local and LD calls –should verify for both domestic and internationaloffers
4
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Verify SIP Trunk Service Price
“Before” SIP Trunk
Services
“Before” Pricing
Structure “After” SIP Trunk Services
Analog Lines MRC SIP Trunks drastically reduce the need for (or
entirely eliminate use of) analog lines
DIDs Blocks or Per-Unit May be bundled into price of concurrent call
paths (provider-dependent)
Domestic Local & Long
Distance Calls
Per-Minute May be bundled into price of concurrent call
paths (provider-dependent)
International Long
Distance Calls
Per-Minute IF US originated international call via PSTN,
same price structure as PSTN
T1s and/or PRIs MRC Replaced by SIP Trunks, number needed mayincrease or decrease
Concurrent Call Paths Not available pre-SIP On-net calls usually are bundled into price of
concurrent call paths, off-net is not
5
Secondary SIP Trunk Services Provider
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Secondary SIP Trunk Services Provider
Selection Criteria
• Volume/ramp up• Relevant recent SIP Trunk references
• Provider’s broader service portfolio
• Provider’s relationship with key external
partners
• Cultural ‘fit’
• Flexibility
• Viability
Current and Forecasted Score of US
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Current and Forecasted Score of US
SIP Trunk Services Market
0123
456789
10
D o m e s t i c A v a
i l a b i l i t y
A c c e s s
S e r v i c e C o n n
e c t i v i t y
F
e a t u r e s
K e y V e n d o r s
N e t w o r k R e
s i l i e n c y
B u s i n e s s C o n t i n u i t y
D a y 1 P r o c e s s e s
D a y 2 p r o c e s s e s
P o r t a l s
S L A s
P r i c e
Actual Score, 1Q 2010
Predicted Score, EOY 2012
(10 Participating Providers)
1= weakest, 10 = strongest idealized score
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Provided by:
Where Does SIP TrunkingAdd Value?
Alex DoyleSenior Director GlobalSolutions Marketing
BroadSoft
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Where Does SIP Trunking Add Value?
SIP Trunking isn’t just about Cost Reduction……how will it Improve Your Business?
One Analogy: Cable TelevisionOriginally just an access pipe to your home
Now it’s a Lifestyle Tool:
Digital Video Recording
On-Demand Content
Specialized Content
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Enterprise Communications Needs
• Communications Cost Reduction
• Increased Productivity
– Improved Reachability &
Faster Responsiveness
– Work Anywhere – Improved Customer Service
Integration
Communications Systems,
Business Applications,
Collaboration
Multi-Location
Separate Locations, Systems,
Employees
Reinforces the Need for Service Provider Solutions;Value-Added Solutions
It’s not just connectivity….
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SIP Trunking 2.0
SIP Trunking “1.0”
Single Service
Fixed Line Only
PSTN Quality Voice
Single Location
Hard Coded
SIP Trunking “2.0”
Multi Service
Mobile Integration
HD Voice, Video
Multi Location
Business Process
Integration
Access Replacement
Cost/Commodity Play
Limited Value to Business
Productivity
Helps your Telecom team
Business Productivity Value
Makes your Employees, your business,
your customer service better
Helps your CIO
Leveraging UC Ready Service Providers
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Leveraging UC-Ready Service Providers –
The Smarter Way to Use SIP Trunking
Leveraging Service
Providers lets you focus
on your Core Business
EconomicsTrunk Reduction
Cost Reduction
Technology
Leverage“Cloud” UC Demographics
Remote/Flex
WorkingGreen Initiatives
Multi-Location
Business Strategy“Focus on your Core Business –
not your Chore Business”
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Provided by:
XO® Enterprise SIP
Connect Your Islands withXO Enterprise SIP
Steve CarterSr. Product ManagerXO SIP Services
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XO Enterprise SIP Solution
XO Enterprise SIP provides high-capacity SIP trunking to your primary locations and eliminates the
need for separate lines and equipment at all your branches! No more wasted PRI capacity!
Customer
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Not All ESIP Solutions are Created Equal
With XO Enterprise SIP You Can:• Share capacity for voice sessions across the ENTIRE network
– Deliver proper E911 info to PSAP
– Rate local calls properly that traverse the PSTN
– Allow Data to share the ESIP access or provide separate access.
• Burstable bandwidth to handle inbound and outbound calls, so you
always have additional capacity when you need it
• Redundancy solutions for Business Continuity including
Wireless Backup• A Web Portal that enables you to Manage your own Network
Burstable Bandwidth – Handles
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• Bursting provides additional capacity for use in unusual situations,such as emergencies and seasonality
– Optimize voice resources: by “pooling” idle trunks or Concurrent Call sessions atthe Enterprise level to meet call traffic requirements at the remote location level
– Dynamically use concurrent calls: across all locations to be able to ‘burst’ abovethe purchased quantity of concurrent calls
PBX#1 incurs
seasonal bursting
s e s s i o n s
time
time
400
400
800
800
Burst conditions
SIP Trunk #1
SIP Trunk #2
PBX #1 fails PBX #1 restored
s e s s i o n s
Burstable Bandwidth Handles
Additional Capacity When You Need It
Performance and Resiliency?
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Performance and Resiliency?
It’s Built -In
XO Enterprise SIP offers severallayers of protection: – Multi-Location
• Standby Failover when one location isdown or overcapacity
• Load Balancing between locations• Tertiary – multiple backup routes
– Automatic Call Routing protectsincoming calls to a single location
– Inside the XO Network• The XO VoIP Network architected toprovide built-in protections and nosingle points of failure
Beyond YOUR Premise XO’s Enterprise SIP
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Beyond YOUR Premise, XO s Enterprise SIP
Architecture Provides Redundancy in the Network
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The SIP Interoperability Question
XO Enterprise SIP: – Pre-certified for interoperability with the current
leaders in the IP-PBX Market
– Provides Independent Lab Testing with yourNetwork
– Certified for interoperability with Session Border
Controllers on YOUR premise
– Provides detailed Configuration Guides and
Implementation Documentation
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Connect More Locations with XO®
• XO provides business-class VoIP services in more markets than mostother communications services providers
– The XO VoIP footprint covers nearly every state and 2,700 cities nationwide
• Our VoIP infrastructure supports local, long distance and
international calling
– No hidden billing surprises
The Right Pricing Structure
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The Right Pricing Structure
Makes All the Difference
• Pricing Flexibility – Select the TOTAL number of sessions you need
across ALL LOCATIONS
– Pick the port speed that will support total sessions,
plus capacity for failover
– Tailor the pricing with your choice of an XO®
Corporate Long Distance Plan
– Bundle with XO MPLS IP-VPN solution –
ONLY if you need it
• The flexibility to select the options you want ,
so you don’t pay for more than you need
XO Enterprise SIP – The Only Choice
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XO Enterprise SIP The Only Choice
5 Critical SIP Trunking Considerations
Features
Service Interoperability
Performance and Resiliency
Geographic Availability
Price EXPERIENCE
XO® Enterprise SIP
h k f i i !
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Thank You for Joining Us!
Alex Doyle
Senior Director,Global Solutions Marketing
BroadSoft
www.broadsoft.com
Steve Carter
Senior Product Manager,SIP Trunk Services
XO Communications
www.xo.com
Lisa Pierce
Founder and President
Strategic Networks Group
(941) 539 6670
www.strategicnw.com
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Provided by:
XO® Enterprise SIP
Get More Enterprise SIP Intelligence at:
http://bit.ly/eSIPMyEnterprise
Or call 1-888-718-7586