jeff wissing senior product manager unified communications ...portal.adtran.com/pub/library/channel...

® Adtran, Inc. 2010 All rights reserved

Jeff Wissing – Senior Product Manager Unified CommunicationsMike Coldrey – Business Development Manager

New Solutions and Selling Strategies: Unified Communications

November 2010

2® Adtran, Inc. 2010 All rights reserved

Agenda

Unified Communications refresher

UC year-to-date recap– Quick year in review

UC new selling solutions & strategies– New revenue streams

– Competitive differentiation

UC success stories

Draw– Power of the NetVanta Business Application

Server


NetVanta Unified Communications:

A Refresher


Mashups Tele-presence

Unified

Messaging

IP Telephony

File Sharing

Conferencing

Calendaring

Presence

Instant

Messaging

Voicemail to

Email

Find-me,

Follow-me

CEBP Voicemail

Social

Networking

White boarding

Fixed-Mobile

Convergence

Text-to-

Speech

Unified Communications?


What is Unified Communications

Unified Communications*– Telephony

– Conferencing

– Messaging

– Instant Messaging/Presence

– Clients

– Business Enablement

Communications Enabled Business Processes (CEBP)

– Consolidated Administration

– SMB Products – Translates well to SMB

*Source: Gartner “Critical Capabilities for Unified Communications”, August 10, 2009

The business definition of UC is somewhat simpler:Communications integrated to optimize business processes.


ADTRAN and the UC Market

10 – 100 users per

location

Unified Communications Prospect

75 – 2,000 users per

location

NetVanta Enterprise

Communications

Server

NetVanta Business

Communications Server

Or

7100/7060

Process -Centric

applications (CEBP)

Add UC to Existing PBX

NetVanta Business

Application Server

NetVanta Unified

Communications

Server

Sold by ports not

users

UC for 3rd party

PBXs

Centralized messaging &

UC & telephony administration

Centralized messaging & UC, data networking

Basic voicemail,

data networking


Market Opportunity

Market Opportunity is HUGE!– UC / VoIP Industry to Grow to $60 Billion Worldwide Market by 2014.**

– CPE UC/IPT to grow to $13 Billion Worldwide Market by 2014.**

Pull through revenue: for every $1 spent on UC, $3 is spent on complimentary equipment – Handsets, switches, routers, gateways, servers, wireless revenue

Services opportunity– Applications developed and deployed by the partner and/or ADTRAN

– Partner becomes more strategic to customer– **Infonetics Research 2010


• Numerous business

locations

• Large headquarters

with smaller branch

offices

Unique Customer Value to Every Segment

Single Site Multi Site

• Several locations,

potentially equal in

size

• Sites connected

using SIP or

traditional trunks

Distributed Enterprise

• Solutions for 10 to

2,000 users at a

single location

• Banking and Brokerage

• Government

• Healthcare

• Education

• Legal

• Manufacturing

• Non Profit Organizations

• Professional Services

• Technology

• Insurance

• Media and Entertainment

• Retail

• Utilities

• Transportation

Vertical Markets:


NetVanta Unified Communications:

YTD Recap


Activities / Results:

– Spectrum Partner Summit 2009 sneak preview

– Q1 2010 Build awareness among existing and potential partners

– YOUNIFIED Tour (13 cities cross country tour)

– Leverage alliance partners to reach new partners / customers

– Broad editorial coverage

– Numerous industry awards received

– Significant expansion of UC install base

– “Seminar in a Box” appointment-setting campaign for partners

– Aggressive awareness / branding campaign throughout 2010 including:

– Extensive number of trade shows

– Partner end user events

Q4 – ’10

Channel Expansion &

Targeted Applications

Unified Communications Timeline of Activities

Q1 –’10

Channel Introduction

Q3 – ’10

Channel Expansion &

Awareness

Q2 – ’10

Channel Expansion &

Awareness

Timeline


NetVanta UC Awards

IT Expo Best of Show (Q1)

Internet Telephony Product of the Year (Q1)

Network Products Guide (Q1)

eWeek Products to Watch (Q1)

TMC Labs Innovation Award (Q2)

American Business Awards Best New Product - Stevie Award (Q2)

Communications Solutions Product of the Year (Q2)


New Solutions and Selling Strategies


New Revenue Opportunities

Unified Communications

Trusted Advisor– Inbound & Outbound IVR

– Text to Speech

– Database Integration

– Notification services

– Paging and alerting

– Call redirection

Blend-and-Extend Support users on 3rd party PBX but

expand new users on UC

Add UC to existing 3rd party PBX– Simultaneous support for Multiple

PBXs

– Centralized messaging

Octel Replacement

Education

Health

Care

Real Estate

General

Business


Enhancements to the Offer!

420 Server– Computer hardware platform

– Microsoft® Windows Server® 2008

– Pre-installed NetVanta UC

Server software

Business Communications System “The Big Deal for Small Business”

– $ Total savings of 30% on IPT offer!

– $ Total savings of 41% of UC bundle!

– $ 30 user – SMB Market

UC BCS

Software


Success Stories


Recent Success Stories

BAS Success Story – University Hospital:– Emergency Notification System for hospital personnel to use for sending

automated audio or email notification

– Phase II, appointment reminders

– Business Solutions Magazine write-up

UCS Success Story – large government account:– 200 port, 6000 user Octel voicemail replacement

– Integrated into a Lucent 5ESS

– Centralized Voicemail for 5 sites total

– Octel (Avaya) was the incumbent, competitive win against Avaya and AVST

ECS Success Story – Distributed Multisite Regional Bank:– Centrally deployed ECS serving 16 locations, approx. 350 users

– N+1 redundant design

– Full Active Directory and Exchange integration

– Contact center using complimentary vendor – Easyrun

– RSI for call accounting


Moving forward


Future Direction

Q1/2011 – UC Presence Application

– Telephony Presence

– Basic Call Control from the Desktop

– Instant Messaging

– Next Phases: Desktop Presence, XMPP IM Integration, Screen Pops

Q2-Q3/2011 – Multi Language Telephone User Interface Support -French and Spanish


Notification Server Example: Gift Card Draw


Question and Answers

ADTRAN ready to lead!!

Ready to Set the Pace in the Industry!!

jeff wissing senior product manager unified communications ...portal.adtran.com/pub/library/channel...

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