stonevoice business positioning

The value of Unified Communications

Riccardo RolfoBusiness Development Manager

[email protected]

Business Positioning

Company Overview

2Stonevoice - The Value of Unified Communications - Confidential

Company background

Born in 2001 European Multinational Cisco TDP for Unified Communications Indirect Business model:

• Distribution is covered on 4 continents• More than 100 partners and 500 resellers world wide

Target Market

Horizontal Solutions

SMB

MidMarket

Enterprise

DecisionMakers

Business priorities and needs

Collaboration Resources

CustomerSatisfaction

Savings

Productivity

Mobility

Trad

ition

al

New

Customer relationship management

Offer the enterprise the ability to reach its customers…

Skype integrationReach the consumers with their tools

Distributed IVRManaged centrally, local flexibility

VideoPrepare for new services

InnovativeFast

Simple

Globalisation: geographical coverage

The Company can give access to its customers using new services:

• Skype-in numbers• Skype click to call button

AnytimeAnywhere

In any way

Mobility and collaboration

Using the Skype integration to contact

• Office• Mobile phones

FastSimple

Free of charge

Business “as usual”

Existing customer needs for past decades…

FaxBilling

Innovative way, but easy sale

Solutions Overview


Value proposition

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IP F

ax S

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Completely software based:

• No additional cards are required on the PC or on the UC

• No costly appliance, just hw requirements

• It is simple to install and configure. There is an embedded evaluation for Try&Buy

Stonevoice: smoothly connected to UC

The Stonevoice solution is based on a single PC/server connected to the IP network.

Seamless Integration

http://www.cisco.com/en/US/hmpgs/index.html

IP Fax Services


Fax - overview

Fax is a concrete need for the company today• Administrative tasks• Legal issues

Available solutions• Standard fax machine• Fax Server• Stonefax, the ultimate IP Fax Services


Fax to the desktop

With Stonefax, fax becomes a service• As simple as an email• Accessible anytime anywhere• With less management costs

Toner replacement Paper usage Receipt archiving


Productivity

Company Resources

Savings

Customer Satisfaction

Mobility

Collaboration

Productivity

Stonevoice - The Value of Unified Communications - Confidential

Stonefax Traditional fax Send the fax like an email

or email attachment The receipt is automatically

sent to your email address, while you work on sth else.

Stop working Print the document (waste of

paper) Walk to the printer Get the fax number Walk to the fax machine Send the fax, provided that

• It is working• There is enough toner and paper

Wait for the fax to be sent Wait for the receipt (waste of

paper) Walk to the desk Resume working

Employee efficiency guaranteed

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Stonefax vs Traditional fax comparison

Stonefax1. Sending and receiving fax directly

from the desktop, receiving the receipt via email: Increase employee productivity - optimise company resources;

2. Virtualised service, accessible anytime, anywhere;

3. Fully integrated in the Cisco IPT and with the Office tools (any mail, word processing). Simplicity;

4. Virtually one fax per employee;5. Just one network connection;6. No toner, no paper, no maintenance;7. Fax can be sent to a distribution list

(multiple receiver) and it possible to schedule the sending;

8. It can be evaluated for 15days for free;9. Fax cover page is automatically

included and personalised by the sender;

10. For resellers and distributors, more revenue and more margin.

1. Employees have to go to the fax machine to send a fax, take the phone number, wait for the fax to go through and for the receipt (waste of time);

2. Physical machine, if you are working from home or travelling, you can’t send faxes;

3. No integration with IPT and with Office tools;

4. Fax service limited on the number of fax machines;

5. One switch port per ATA-Fax;6. The traditional fax needs toner, paper

and maintenance;7. You can send only one fax at one time

(no multiple receiver, no scheduling)8. ATA: no evaluation;9. Fax cover page needs to be

manually included by the sender10. For resellers and distributors, less

revenue and less margin.

Traditional Fax

Stonevoice - The Value of Unified Communications - Confidential

Simplicity of deployment (I)

Integration with existing IT systems• Email server

Stonefax supports ANY email server (POP3, SMTP)• Email client

Stonefax supports ANY email client• Web Browser

Stonefax supports IE and Firefox• Document formats

Stonefax recognises ANY format (word, pdf, excel, etc.)• Printing options

Stonefax is seen as a network printer

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No headaches

Simplicity of deployment (II)

Integration with the phone system• Stonefax is IP Native

No specific voice boards to be purchased• Stonefax integrates with all Cisco Telephony Devices

Voice gateways (can be used also with 3rd party phone systems) Unified Communication Manager (any version) Unified Communication Manager Express Unified Communication 500

• Stonefax integrates with 3rd party media gateways Innovaphone, Audiocodes, Vegastream, etc.

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No unexpected behaviour

Stonefax standard architecture


Cisco Voice Gateway

Any Mail Server

T.38: Fax-relay over IP

SMTP/POP3

HTTP

Print

Any Web Browser

Any Email Client

Any Document

PSTN

SMTP/POP3

StoneFax

Stonefax: features

Receiving a fax• Fax 2 web• Fax 2 email• Unique company or employee fax number (DID)• Single user DDI for voice and fax (through IVR Manager)

Sending a fax• Web2fax, email2fax, print2fax• Fax cover• Transmission report• Outgoing queue• FoIP – toll bypass• Fax call billing (through Billy Blues)


Architecture: Send Fax (email)

Email client: New message

To: [email protected] (mailbox associated to Stonefax)

Subject: Recipient’s Fax number

Attachment: Document to send via fax

mailto:[email protected]

Send Fax (email)

Architecture: Recv Fax (email)

Email client: New message arrived

From: [email protected] (mailbox associated to Stonefax)

Subject: New fax from ((<fax number>))

Attachment: Fax document received

Body: Details: timestamp, number of pages, file dimension


Recv Fax (email)

Architecture: Recv Fax (email)

If DID is enabled on the PSTNThen all users can have a personal fax number

Print to Fax

Fax Broadcast

Stonefax – IVR Manager: fax detect

Cisco Voice Gateway

Any Mail Server


Over H.323

SMTP/POP3

HTTP

Print

Any Web Browser

Any Email Client

Any Document

PSTN

SMTP/POP3

StoneFax

Same DDI for voice and fax

IVR Manager: pushes TCL scripts on the Voice Gateway

New!

“For voice call please press 1, for fax call press 2!”

IVR Manager

Direct UCM integration with H.323


Cisco Voice Gateway

Any Mail Server


Over H.323

SMTP/POP3

HTTP

Print

Any Web Browser

Any Email Client

Any Document PSTN

SMTP/POP3

StoneFax

Cisco UCM (4, 5 and 6)

What’s new in Stonefax

Vertical scalability: 30 channels Clustering and redundancy MGCP support (with CCM4.2.3, 6.x) SIP support (with CCM6.x) Stonefax API – customer apps integration

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Today, Stonefax can embrace enterprise level customers adding value with the market lowest TCO

Direct UCM integration with MGCP


Cisco Voice Gateway

Any Mail Server


Over MGCP

SMTP/POP3

HTTP

Print

Any Web Browser

Any Email Client

Any Document PSTN

SMTP/POP3

StoneFax

Cisco UCM

Supported CCM versions 4 (as of 4.2.3) and 6.

MGCP

H.323

With Billy Blues: fax billing/reporting


Cisco Voice Gateway

Any Mail Server


SMTP/POP3

HTTP

Print

Any Web Browser

Any Email Client

Any Document PSTN

SMTP/POP3

StoneFax

Cisco UCM

Billy Blues

Get reports on fax calls and leverage your invoice.

Billy Blues for billing & accounting

Licensing

Free 15 day evaluation (extendible) – try&buy Licensed on the number of ports

• Simultaneous incoming-outgoing fax calls• Cost effective – it depends on the fax usage• Independent of the number of users

Rule of thumb: 1 port every 20 users Up to 30 ports per server


Practice quote configuration

• Customer needs an IP Fax Server + maintenance for 2 years. Its IPT network:

• Has 500 users (running CCM)• Sending/receiving 1800 faxes total per day during

business hours• Using the rule of thumb:

• Stonefax with 12 – 25 ports • Hint: you can start with 12 and then upgrade if needed

(it’s just a license upgrade)• Using the more accurate information:

• A fax takes on average 3-5 minutes to be sent• 1800 faxes / 8 hours / (60/5)min = 20 ports

Stonefax: quote configuration - Practice

•Product license:• SV-SFAX-IPC-20-M StoneFax for Cisco IP

Communications - 20 ports

•Product maintenance:•1 year embedded;•2nd year depending on the level of the product: 12•Qty 1 of SV-SUP-12-1 Support Pack - 8x5xNBD - Level

12 - 1 year

The value of Stonefax

• Stonefax: unique IP Fax server solution on the market• legacy fax machines don’t represent a fully integrated fax

solution into IPT• fax servers don’t converge into IPT• advanced features, simple to use• seamless integration with any mail server • cost effective: per-port licensing• scalable with virtual clustering* & redundancy

*clustering is about increasing scalability by installing more than 1 Stonefax. Clustering is not a default feature and can implemented by SV Professional Service Team (2 days of remote activity), for more inquiries ask [email protected]

Show it!!!

Don’t only talk about it... show it! Stonevoice offers specific tools:

• Flash demos• Webex demos• Real demos (through the NFR kit)• Try&buy (through the free evaluation)


Skype integration


Skype integration: Market trend

SMB and Consumer markets: consumer tools are directly inherited to business

Large enterprises: deliver services to consumers with consumer tools

Convergence

Skype, market leader for internet telephony for consumers providing excellent quality at no charge.

Public Switched Telephony Network, for land lines and mobile. Business external phone calls rely on PSTN

Before Skystone

Skystone bridges the business IP PBX* world with the skype consumer world.

From their desk phone, employees can now call any PSTN or mobile phone AND all the 350 million Skype registered users!

Communication simplicity with mobile busines partners

Higher productivity

With Skystone: Convergence

Stonevoice - The Value of Unified Communications - Confidential 41

Accessing the Skype world

with open Standards

The click to call me button can be used on any web site.

By clicking on it, the Skype client pops up and places a call.

Other skype services:• Skype-in numbers (for

geographical coverage)• Skype-out (for placing

long distance calls at very low cost)

All these services are now inherited by the companies deploying Skystone

Inheriting the Skype services


Skystone applicable scenarios

Improving communication (internal and external)

• mobile workers• tele-workers

Verticals:• Call centers (use Skype-in – Skype-me

button)• Contractors company (use Skype to

call the office for free and vice versa)• Multi site, SMB companies:

international multi-site calls for free; international calls at low cost (Skype-out)


Features

Outbound• Skype corporate directory (Speedy)• Single number reach (call can be transfered to the

employee skype account out of the office)• Channel selection (for leveraging skype-out credit)

Inbound• Click-2-call or Skype call -> ordinary call

Interactive Voice Response Queuing Unified Messaging

• DID, with SkystoneACD Clustering and redundancy


Licensing

Free 15 day evaluation (extendible) – try&buy Licensed on the number of channels

• Simultaneous incoming-outgoing calls• Cost effective – it depends on the Skype usage• Independent of the number of users

Rule of thumb: 1 channel every 20 users Up to 16 channel per server or VM 1st year of maintenance included


People remember...

Background: visual interaction


20% of What They Hear

70% of What They See and Hear

30% of What They See

More than 60% of communication is non-verbal

Legacy video terminals have been available for years... BUT

And... What about business video communications with the external world???

Video challenges


Complex CostlySeparate

Bw-Quality

Crossing the boundaries B2C


Video Unified Communications

Video Conferencing Terminal / Room

Video

Skype video user

OFF

ICE

ANYW

HERE

Simplicityat alllevels

Skystone and Meetnow Combination

Meetnow is a video conference bridge (software) able to interface with any standard video terminal


Meetnow

Video

The full solution offers a video conferencing service to ANY video Terminal (Skype, Cisco, Tandberg, Polycom, Sony, etc.)

Video

The click to call me button can be used on any web site.

By clicking on it, the Skype client pops up and places a call, video enabled by Skystone VIDEO.

The agent will use the standard IP Contact Center Video solution.

All these services were very complex and extremely costly to achieve!

Video call centers


The future is now

High quality video enriches distant interaction and collaboration

Existing technologies provide telepresence and videoconferencing

Skystone Video goes one step further enabling simple business video communications convergence to the desktop


Accounting and Billing


Billy Blue’s is an advisor for the company in order to monitor and reduce the enterprise telephony traffic/cost

Accounting & Billing for the Enterprise

Effective cost management represents today a competitive advantage for every company.

The management needs tools able to actively control the company, give warnings in case of anomalies and providing ready-to-use information.

Even the telecommunication services, that are nowadays strongly growing, must be kept under control with the use of "active" and easy to use solutions.

Features:•Reporting on incoming & outgoing calls

Company efficiency monitoringAdvanced reporting and statistics

◦Real-time, scheduled reports•Alarms on specific events•Multicarrier support•Unlimited users & sites•Evaluation available for 30 days•Multicurrency

Unique features:•Support for CCM, CCME and UC500

(hibrid / distributed environments)•Phone lock (on request)

Professional advisor for the Enterprise

Auto Attendant


Distributed Auto-Attendant

Addressing:• Centralised management• Distributed deployments (different welcome messages)• No inter site bandwidth allocation (local scripts storage)


1. Centralised config2. Script push3. Local delivery

Web based

Welcome to StonevoicePress 1 for sales, 2...

Extra features

Local web administration page XML application for enabling a specific prompt

from the ip phone Scalability: hundreds of sites Plug&play (embedded scripts) Licensed on the number of sites


Caller ID


Speedy – caller ID

Easily manage the personal, department and corporate contacts

See the name of the person calling you if belonging to the known contacts...

Licensed per user


Better customer service

Wrapping up


Seeing is Believing

Flash demos: user feeling Animations: concept and principles Product embedded evaluation – supervised Real demos

• Stonevoice• Partners, through partner kit

Videos on YouTube Webex sessions & demos Beta program for new features Webex-like support


Don’t just talk about it, SHOW IT!

Advantages of the solution


Reliable solution

Web Based

Software Based

Cross Platform

Increase Productivity

Company Image

Single point of interface

Get More from SV

Partner enablement:

Interacting with Stonevoice… Pre-sales support

• Flash demos• Real demos: NFR bundle and Cisco web site:

www.cisco.com/go/sib • Webex sessions (live or recorded)• Videos on youtube

Post-sales support• Resellers / Partners can interact with Stonevoice support

via: Email: [email protected] Web: http://support.stonevoice.com

◦Support portal, with FAQ’s, articles, release notes, etc.

http://www.cisco.com/go/sib


http://support.stonevoice.com/

Cisco Ecosystem for Unified Comms


Core

Channel Partner → System Integration skills→ Business consultancy at all levels

Picking the low hanging fruits


UC

Pro

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STONEVOICE

Easy sales:Try & buy on existing UC customers

Be proactiveU

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Include it in all quotesIncrease the attach rateSmooth sales...

STONEVOICE

They all run Stonevoice!

http://www.lafarge.com/cgi-bin/lafcom/jsp/home.do?rubric=home&BV_SessionID=@@@@0095099048.1182878415@@@@&BV_EngineID=ccccaddkkimigekcfngcfkmdhgfdggf.0

http://www.qbeeurope.com/

http://www.aireurope.it/jsp/it/web/index/index.jsp

http://www.fitchratings.com/corporate/index.cfm

http://www.wuerth.it/

http://www.chevron.com/

http://www.yamaha-europe.com/


The value of Unified Communications

Keep it Simple!

stonevoice business positioning

Technology

fax overview fax

maintenanceof fax machines7

fax cover page needs

fax number time line

systems email server

smtp email client stonefax

options stonefax

phone system stonefax