spectralink – migrating to win in enterprise mobility © 2015 spectralink brad hale, csp –...
TRANSCRIPT
Spectralink – Migrating to Win in Enterprise Mobility
© 2015 Spectralink
Brad Hale, csp – Country Manager, Canada
David Soderholm – Product Manager
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© 2015 Spectralink2
Agenda
• Brief Overview– Markets– Avaya and Spectralink
• Migration Opportunities – $1Billion +– End of Life– Competitive Displacement
• Pivot:S, and DECT• Understanding technical migration • Next Steps
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Migrating to Win
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WorkSmart creates the perfect storm
• 2.5M+ workplace mobility handsets• Ascom, Vocera, Cisco• iPhones, Smartphones• EOL Avaya, Nortel • EOL Spectralink
• Reside primarily in healthcare, retail and manufacturing
• Changing selling motion means more $$
• Represents $5B opportunity 1+3=4
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850,000 Applications
$200-500K
Selling Productsto IT
Changing Selling Motion = Broader Wallet-share
Selling WorkSmart
$400-$1.5M
Nurse Call Text Msg.
Telemetry
RTLS Bar Code
DirectoryBYOD/Mobile Device Mgmt
Unified Workspace
Advisory Planning and Design
Managed Services and Support
Selling to LOB(Line Of Business)
Application Delivery
Communication and Collaboration
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Healthcare Retail Manufacturing
Markets
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Education Hospitality Public SpacesWHSG/Dist Enterprise
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So, what’s the scope of the opportunity?• Wireless Upgrade/Migration
• EOS/EOL, mobility at work, BYOD/Smartphones• “Scotty, More Power” – bandwidth, performance, functionality, reliability…
• Call Control (CSI) Upgrade/Forklift• Call Control migration to SIP Certification
• Access Point or Base Station (VIEW) Forklift• Access Point migration to newer APs, that are Certified (voice)• 900 MHz – DECT, 2.4 GHz – 1.9 DECT, older DECT to new DECT
• Workflow/Middleware (AIMS) Introduction/Enhancement• Can be reused, updated, or great opportunity to introduce the need/value
• Simplify Network – remove legacy ‘servers and gateways’• Engage with current line of business leaders• Happier customers, reduced/elimination of EOL concerns/issues• Larger upgrade/wallet share, for you, and your company
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Remind them of the TCO & ROI realized (or not)
Total Cost of Ownership Tool
Assumptions:
Planned Year 2 Expansion (%) 10%
Number of Handsets Added in Year 2 10
Total Number of Handsets at End of Year 2 (Year 1 + Year 2) 110
Industry Average Breakage for Smartphones 20%
Number of Handsets Expected to Replace Due to Breakage 20
Deductable for Replacement Handsets $200.00
Handset Costs 84 Series (MSRP) PIVOT (MSRP)Smartphones Cellular
Only (MSRP)Smartphones WiFi
Only (MSRP)
Handset and battery 8440 8741 300 300
Extended Life Battery N/A N/A $100.00 $100.00
Per Handset Cost $794.00 $1,004.00 $400.00 $400.00
Total Hardware Costs for 10 Handsets $7,940.00 $10,040.00 $4,000.00 $4,000.00
Cellular Monthly Service Fees (added in Year 2) 84 Series (MSRP) PIVOT (MSRP)Smartphones Cellular
Only (MSRP)Smartphones WiFi
Only (MSRP)Unlimited Data N/A N/A $105.00 N/A
Voice N/A N/A $20.00 N/ATaxes, Government Surcharges and Fees N/A N/A $12.50 N/A
Per Handset Total N/A N/A $137.50 N/ATotal Monthly costs for 10 Handsets N/A N/A $1,375.00 N/A
Annual Fees for added handsets $0.00 $0.00 $16,500.00 $0.00
TCO Calculations for Year 2 84 Series (MSRP) PIVOT (MSRP)Smartphones Cellular
Only (MSRP)Smartphones WiFi
Only (MSRP)Hardware $7,940.00 $10,040.00 $4,000.00 $4,000.00
Licensing and Software $0.00 $5,150.00 $150.00 $150.00Installation, Deployment and Professional Services $0.00 $0.00 $0.00 $0.00
Maintenance $6,600.00 $9,350.00 $13,186.80 $13,186.80Replacement Costs $0.00 $0.00 $4,000.00 $4,000.00
Cellular Monthly Fees N/A N/A $181,500.00 $0.00Year Two TCO $14,540.00 $24,540.00 $202,836.80 $21,336.80
TCO Calculations for Year 2 84 Series (MSRP) PIVOT (MSRP)Smartphones Cellular
Only (MSRP)Smartphones WiFi
Only (MSRP)
Hardware $7,940.00 $10,040.00 $4,000.00 $4,000.00
Licensing and Software $0.00 $5,150.00 $150.00 $150.00
Installation, Deployment and Professional Services $0.00 $0.00 $0.00 $0.00
Maintenance $6,600.00 $9,350.00 $13,186.80 $13,186.80
Replacement Costs $0.00 $0.00 $4,000.00 $4,000.00
Cellular Monthly Fees N/A N/A $181,500.00 $0.00
Year Two TCO $14,540.00 $24,540.00 $202,836.80 $21,336.80
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Sample Only
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EoS/EoL DECT
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Eos/EoL DECT (continued)
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EoS/EoL Wi-Fi 22xx series
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EoS/EoL Wi-Fi 36xx series
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© 2013 Spectralink Proprietary and Confidential
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EoS/EoL Wi-Fi 36xx series (continued)
Opportunity 1 – EOS/EOL Spectralink 80-/900MHz
900MHz Infrastructure
8020/8030
EOS 3/31/15 EOS 6/30/15 EOS TBD
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900MHz Handset
Est .5 Million Devices$250M+ Opportunity
Opportunity 1 – EOS/EOL, Avaya 61-/36-series
3641/36456120/6140
EOS 3/31/15Long Gone
3060 2210
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Another Est .5 Million$250M+ Opportunity
Opportunity 2 – The Competitive Wi-Fi Base
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Another Est 1.5 Million$750M+ Opportunity
Opportunity 3 – The Competitive DECT Base
Another Est 5 Million$2B+ Opportunity
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Product Review
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DECT or Wi-Fi?
DECT Wi-Fi
Secure, separate network Leverage the Wi-Fi Network
Messaging and alarms* Advanced applications*
Simpler, feature rich devices Choice of user interfaces
Easier to implement No gateways/servers required
Minimal management required Future app development
Desire for stand-alone, voice only Desire for 1 network to purchase, manage
Normally is infrastructure dependant, but also consider:
* Requires additional applications from third party vendors.
© 2015 Spectralink
900 MHz
Spectralink - Portfolio of Wireless Offerings
Pivot/8700 (Wi-Fi)
• 2.4/5 GHz• Enterprise-grade
Android™ based • Voice over Wi-Fi• Integrates with most
call servers and WLAN
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8400 (Wi-Fi)
• 2.4/5 GHz• Enterprise-grade• Voice over Wi-Fi• Integrates with most
call servers and WLAN
7000 (DECT)
• 1.8/1.9 GHz• Standards-Based DECT• Voice only • Analog or SIP Integration• Dedicated infrastructure
8440/8441 8452/8453
time has come
PIVOT 8741/8753
Spectralink Wi-Fi today – WorkSmart
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PIVOT:S 8742
PIVOT875322
QBC
QBC
PIVOT:S – Pure Excitement
PIVOT:S 8742
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Certified Interoperability – Going ‘All In’
AIMSVIEW Certified
CSI Certified
© 2015 SpectralinkSpectralink Best Practices
A Complete Ecosystem – Avaya Opportunity
• Connexall• Extension• spok• Cerner, Etc.• Leverage them
• Rauland• Austco• GE• Simplex Grinnell• Google Play• Etc.
• ROI, TCO
• Avaya• Aruba• Cisco• Meru• Ruckus, Etc.
• Use Certification and Best Practices Guides
Avaya Call ServerSpectralink XML and
Android Client Integration
802.11 a/b/g/n WLAN & WMM
Application Server
• Avaya Comm Mgr, Session Mgr• Avaya Comm Mgr, SES• IP Office 500V2• CS1K
• Use Certification Guides
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NO SVPRequired
NO OAIRequired
AIMS Certified
CSI Certified
VIEW Certified
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Google Play – Apps, Apps, Apps
Presence
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time has comeCo-opetition – see the competition differently
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PIVOT
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If you can’t beat ‘em…
(and you can)
time has comeCo-opetition – see the competition differently
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PIVOT
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If you can’t beat ‘em…
(and you can)
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• Can I mix legacy and new handsets?– Sometimes – depending on the age of the existing APs and handset versions– Older SVP solutions cannot be mixed with newer SIP handsets
• 80-Series (incl. Avaya) can run WMM, so can be mixed
– Contact your Spectralink Distributor, or Spectralink directly, for guidance
• Why do I need to ensure that my APs are VIEW certified?– So that Spectralink Voice Quality Prioritization will operate properly– Full support by Spectralink, and AP partner– High quality/best VoWi-Fi experience
• Your customers are constantly looking, and being approached– Now, more than ever, existing implementations are the best targets– They have drank the Kool-Aid and want ‘more’, when ‘more’ is available
• Both technically and line of business
Spectralink VoWi-Fi FAQs
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Spectralink DECT today
There is a range of Spectralink DECT servers and handsets to choose from - combine them to customize a solution that exactly matches
your wireless needs and requirements
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Certified Interoperability – Going ‘All In’
AIMSDECT Certified
CSI Certified
© 2015 SpectralinkSpectralink Best Practices
A Complete Ecosystem
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Life threatening alarmsService alarms
Alarm cleared
Customize up to 3 text lines for each alarm icon
Meeting Technical failure
Maintenance
General alarmPower failure
Fall
Man down General alarm
Emergency call Assistance needed
Technical failure
AIMS alarms in manufacturing
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• Can I mix legacy Kirk/Polycom and new Spectralink handsets?– Sometimes – depending on the age of the solution and handset versions– Many older solutions cannot be mixed with newer handsets, base stations, etc.
• Great upgrade opportunity – have realized their ROI and know their TCO
– What about with competitive DECT handsets and infrastructures?• Depends – many questions and considerations (more EMEA based)
– Contact your Spectralink Distributor, or Spectralink directly, for guidance
• Can I use DECT as a migration strategy from 900 MHz?– A strategy? Yes – but components, and integrations, are not related/are opposite
• Can (most likely) reuse some cabling components
– Forces Call Control migration
• Your customers are constantly looking, and being approached– Now, more than ever, existing implementations are the best targets– They have drank the Kool-Aid and want ‘more’, when ‘more’ is available
• Both technically and line of business
Spectralink DECT FAQs
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Upgrading existing 900 MHZ handsets
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Example of current 900 MHz network
Items in circle needto be replaced
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Migration path – 900 MHz to Wi-Fi
WLAN infrastructure in the circle is all new
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Migration path – DECT
DECT infrastructure in the circle is all new
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Upgrading existing Wi-Fi handsets
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Example of current Wi-Fi network
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Migration path #1 (no change to existing handsets)
• Keep current call control platform• Add SIP enablement platform/gateway (to support new handsets)
• Keep current network topology• Add new handsets (PIVOT and/or 8400) at your pace• Existing handsets and new handsets need to be on separate SSIDs on the APs
• Adding new handsets via parallel network with a separate SSID• APs must be capable of supporting different QoS setting on each band
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Migration path #2 (update existing handsets)
• Keep current call control platform• Add SIP enablement platform/gateway (to support new handsets)
• Can simplify network by removing SVP server if it is in use• Update and configure existing handset software so it supports WMM QoS• Add new handsets (PIVOT and/or 8400) at your pace
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• Interop between legacy PBX and SIP gateway is very specialized domain knowledge– SIP gateway vendor should provide this– Legacy PBX will need to be re-configured
• Some of the current call control functionality may not be supported by a SIP gateway– Needs to be part of the pre-sale exploration with the SIP gateway vendor
Things to be aware of when adding SIP gateway
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Migration path #3 (new call control w/SIP or 3rd P SIP)
• Update and configure existing handset software so it supports WMM QoS• Add new handsets (PIVOT and/or 8400) at your pace
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• Engage a Spectralink SA to help support the migration• Why do I need to ensure that my APs are VIEW certified?
– So that Spectralink Voice Quality Prioritization will operate properly– To enable the solution to be fully supported by Spectralink– To ensure that customers gets a high quality VoWi-Fi experience
• New PIVOT and 8400 handsets only support WMM QoS and SIP communication protocol
• SIP enablement platform (SIP Gateway) can be done multiple ways:– PBX vendors can provide this functionality via modules– 3rd party SIP gateway from vendors such as Audiocodes, or other Asterisk offerings
• Should be fully tested/certified (such as Audiocodes) before implementation
Other considerations and reminders
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CanadaBrad Hale (Country Manager)
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SoutheastSaad Laraki (TAM)Jim Abbott (MAM)
Central – South Marc Ciufolo (TAM)Jim Abbott (MAM)
SouthwestRalph Warren (TAM)Rob Stein (MAM)
NortheastJim Walsh (TAM)Dayton Kochersperger (MAM)
Pac MountainRalph Warren (Acting TAM)Rob Stein (MAM)
Central – North Elwood Ireland (TAM)Jim Abbott (MAM)
Mid-AtlanticMichael Lynch (TAM)Dayton Kochersperger (MAM)
Ohio ValleyElwood Ireland (Acting TAM)Dayton Kochersperger (MAM)
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Stephen Brown, Sr. Director, Sales – AmericasAlan Cassidy, Director, Healthcare Sales – USTricia Saunders, Sr. Manager, Global Partner Marketing – Americas Chue Vue, Channel Marketing Manager – Americas
NA DistributionMartin Del Monte
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NA Partner & Healthcare Sales Engagement Team
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NA Retail Sales Engagement Team
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East USJim Kander
Stephen Brown, Sr. Director, Sales – AmericasJim Kander, Director, Retail Sales – USTricia Saunders, Sr. Manager, Global Partner Marketing – Americas Chue Vue, Channel Marketing Manager – Americas
CanadaBrad Hale (Country Manager)
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NA Inside Sales Engagement Team
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East US & CanadaKeith Tatum
Central USCourtney Whedon
West US Dan Lambert
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Maintenance ServiceElexa Purtell
Stephen Brown, Sr. Director, Sales – AmericasTricia Saunders, Sr. Manager, Global Partner Marketing – Americas Chue Vue, Channel Marketing Manager – Americas
EMEA Partner Channel Engagement Team
• D/A/CH– Marlo Tietze (CAM)– Armin Dominick (MAM)
• UK– Craig Barras (CAM)– John Tobin (TAM)
• West– Maribel Ojeda Jiminéz (CAM)– Jerry Gopal (MAM)
• South– Maribel Ojeda Jiminéz (CAM)
• North– Heine Clausen (CAM)– Thomas Needergaard (MAM)
• VP Sales EMEA & APAC– Bo Jordansen
• Channel Director– Wilfried Schon
• Major Account Director– Thomas Needergaard
• Inside Sales– Karina Sørensen
• EMEA order management– Helle Kvium and Mette Hjort
• Marketing Manager– Ditte Beck
• Solution Architech– Jacob Lauritsen© 2015 Spectralink49
Next Steps? Proactive Engagement
The opportunity is a major UC, Applications, & Services play• Become sales certified through Partner Access – knowledge is power• ‘Socialize’ the latest and greatest – PIVOT:S – create a buzz
You have leaders in the mobility space as your partners• CSI, VIEW, and AIMS – certified Partners, for your success• Spectralink, along with our Distribution Partners
You have Spectralink who can help you close business• CAMs, TAMs, MAMs, SAs, and Partner Marketing• Talk up PIVOT:S
You have a significant installed base to go after• Register the deals you want to win, with us• Work with us to create a migration strategy that works for your customers
Engage Us• We are both Better together!
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Thank you for investing your time with us today
© 2015 Spectralink
This is only the beginning