Transcript Alcatel-Lucent Enterprise Education – Sales Training

Alcatel-Lucent OMNIPCX ENTERPRISE
Rich, Reliable and Scalable Corporate Grade Communications
Alcatel-Lucent Enterprise Education – Sales Training
June 2012
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
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Course Objectives
• Targeted audience
• Alcatel-Lucent internal salesforce
• Business Partners salesforce
• Upon completion this course, you will
be able to
• Describe and position the AlcatelLucent OmniPCX Enterprise offer
• Explain the key benefits of the
solution
• Course duration: 30 minutes
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
AGENDA
1. Understanding the Proposition
2. Generating Sales Opportunities
3. Presenting our Credentials
4. Conclusion
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
1. Understanding the Proposition
 Where it fits in the global strategy
 What are the main prospect’s challenges
 What is our proposition
 What benefits it brings to prospects
 Why now is the perfect time to buy
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
What are the main prospect’s challenges
CHALLENGE #1:
Deliver Business Grade Critical Communications
• Always-on Critical Communications
• All employees’ profiles
• Rich feature set for all industries
• Suitable for all contexts: at the desk,
on the move (off-site and on-site), in
branches or in remote situations
• Increase business continuity through
robust infrastructures
Business Telephony is still a growing market with an expected CAGR of 3.9% for the
2011-2015 period (Gartner)
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What are the main prospect’s challenges
CHALLENGE #2:
Allow Flexible Deployment Models
•
•
•
•
•
Hybrid Distributed/Centralized Blueprints
Mixing TDM & IP/SIP
CPE or cloud-based management
A-la-carte transformation plans
Control on TCO and operation costs
“Hosted and managed service solutions deployed in company-owned data centers and delivered
to divisions of the company via the “cloud” are now becoming a feasible and more popular
solution for enterprises because of a growing list of perceived benefits and advantages”
Brian Riggs, Ken Landoline, Current Analysis
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What are the main prospect’s challenges
CHALLENGE #3:
Open the Door for New Work Styles
• Extensive collaboration
• Efficient remote immersive experiences
• Enhanced productivity through the conversation
experience
• Leverage technology openness for business application
integration
• Perform state-of-the-art customer interactions
“In the future, the IT department will be required, more than ever before, to operate in a reactionary mode and
to support iPhones, BlackBerrys, and other smartphones, as well as PCs, Macs, and other tools that have been
brought into the organization by its employees or used by the company’s business partners.”
“The market for tablets is expected to grow from 17 million tablets sold in 2010 to more than 149 million in 2015”
Current Analysis
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The OmniPCX Enterprise Value
RELIABLE &
COMPREHENSIVE
FLEXIBLE
TRANSFORMATION
SMART APPLICATIONS
COMMUNICATION
TCO REDUCTION &
IT AGILITY
SUPPORT FOR
ALL BUSINESS NEEDS
ACROSS ALL DEVICES
THROUGH HYBRID
DEPLOYMENTS
WITH ENHANCED
PRODUCTIVITY
EXPERIENCE
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What is our proposition: main features
Communication Experience
• Scalable Business Telephony for hundreds of thousand users
• Available on any device: TDM, IP, SIP, DECT, WLAN, GSM, Smart
Phones, PCs, MAC, Tablets…
• Secured & Reliable communications
• Unmatched feature set
• Critical mobility
OmniPCX Enterprise
Suitable for Companies from a few hundreds of users up to hundred of thousands
Delivering quality communications and allowing rich integration
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What is our proposition: main features
IT Agility
• Hybrid deployments
o Distributed “no-limit” architecture with 100 nodes and thousands Media
Gateways
o Centralized in Datacenters
• Hybrid technology TDM/IP/SIP
• Virtualization
• Single Point of Management
OmniPCX Enterprise
Suitable for Companies from a few hundreds of users up to hundred of thousands
Delivering quality communications and allowing rich integration
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What is our proposition: main features
Smart Applications
• Rich built-in feature set
• Embedded Contact Center
• Ecosystem of Application Partners leveraging embedded APIs
(XML, HTML5)
• Industry dedicated applications: hospitality, finance, healthcare…
• Full integration with Alcatel-Lucent UC & Collaboration portfolio,
including OpenTouch™
OmniPCX Enterprise
Suitable for Companies from a few hundreds of users up to hundred of thousands
Delivering quality communications and allowing rich integration
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
What is our proposition: ecosytem
Reduce Travel Costs Through
Collaboration
Increase Efficiency & Productivity in
all Circumstances
Reduce
Operation
Costs
Conversation Services
Unified
Management
Suite
Unified
Communications and
Collaboration
IP Telephony
Improve Effectiveness
through Rich Content Sharing
Video
Portal &
Broadcasting
Customer
Services
& Integrated Contact Center
Leverage
Existing
PBXs
SIP Federation
Secure Mobile and Remote
LAN /Profiles
WLAN
TDM
Phones
IP
Phones
Increase Customer
Satisfaction
SIP Perimeter Defense
SIP
Phones
Soft
Phones
ISDN/PSTN/Internet
PCs
Tablets
Choose the Most Suitable Device
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Smart
Phones
GSM
OmniPCX Enterprise as a foundation of
OpenTouch™ Suite for Mid and Large Businesses
Vital Suite
OpenTouch™
OmniVista
8770
Network
Management
Software
OmniTouch™
Instant Comm. Suite
Advanced Comm. Server
OmniPCX Enterprise
Vital QiP
OpenTouch Federation
OpenTouch
Video Store
Genesys
Suite
Digital
Signage
Genesys
Compact
Edition
OpenTouch SBC
OmniSwitch / OmniAccess
ISDN/PSTN/Internet
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What benefits it brings to prospects
• OmniPCX Enterprise is a complete business telephony solution that scales from
mid to extra-large companies, delivering robust critical communications to all
employees and customers with unmatched integration capabilities
A COMPREHENSIVE SET
OF COMMUNICATION
EXPERIENCES
• Scaling up to 250,000 +
• Rich feature set, including
industry specific ones
• Across all devices
A FLEXIBLE SOLUTION
EASING IT DEPLOYMENT
AND OPERATIONS
A FOUNDATION FOR
RICH INTEGRATION AND
CONVERSATION
• Hybrid technology: TDM,
IP/SIP
• Centralized a/o Distributed
cloud-ready
• Virtualizable software
• Single point of management
• Openness for rich integration
• Building block of the
OpenTouch experience
• Integrated enterprise-grade
contact center
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Why now is the perfect time to buy
#1 MARKET RECOVERY
“The telephony market recovery that started toward the end of 2010 has
continued into 2011. Following a 17% decline from 2008 to 2009 that
mirrored the global economic downturn, shipments rebounded by 10% in
2010 . However, Gartner projects that the compound annual growth rate
(CAGR) for shipment will be 3.9% from 2011 through 2015.”
Gartner Magic Quadrant For Corporate Telephony 2011
#2 AGING SYSTEMS
Due to delayed investments during the global economic downturn, “the risk
of using aging legacy platforms that are beyond their useful life or endof-support dates increases”.
Gartner adds
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2. Generating Sales Opportunities
 What type of prospects you should target
 Who is the target buyer
 Who you should talk to
 How you can convince prospects to act now
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
What type of prospects you should target
OmniPCX Enterprise can be delivered under different form factors and many
different options; the table indicates the key profiles to address
Prospect profile
OmniPCX Enterprise
Company with less than 1500 users and few sites (less than
32 sites), looking for pure telephony features and not willing
to invest in a management platform
Example
(My IC Phone)
Company with less than 1500 users (mostly IP) and few sites
OpenTouch Business Edition
YES
(less than 32), interested in integrated management
capabilities
YES*
Company with less than 1500 users (mostly IP) and few sites
(less than 32), interested in UC & C or mobility evolutions
YES
Company, whatever its size, looking for business telephony
and rich integration with business applications
YES
All other companies with more than 1500 users or more than
32 sites
YES
Hotelier wanting to differentiate with new guests services.
Luxury hotels wanting to offer My IC Phone 8082 in-room
services
YES
* OTBE without rich conversation features
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Buyer Personas
Business buyer
Team productivity
Functional buyer
Revenue increase
Improved efficiency
Seamless
experience
Technical buyer
Executive buyer
Operations
simplicity
Cost containment
Quality and
reliability
Competitive
differentiation
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How you can convince prospects to act now
•Buyer Persona: CIO / Head of IT
Challenge
Question to ask
Here’s our unique
business value
Re-invest in
communication tools after
the economic downturn
How old is your existing system? Did
you plan to reuse partially or totally
your existing solution?
OmniPCX Enterprise allows smooth
evolution through hybrid TDM/IP/SIP
technology and platforms federation
Reduce operation costs
due to maintenance and
daily operations
How many management
platforms do you use?
OmniPCX Enterprise is managed through
one single platform that can also handle
UC &C
Reduce costs linked to
heterogeneous
distribution of platforms
across sites
How many sites have you planned to
evolve? How much distributed is your
network?
OmniPCX Enterprise accepts distributed
and centralized deployments schemes
Apply the right strategy in
accordance with current
trends
What is your strategy with regards to
policies such as BYOD or applications
cloud hosting?
OmniPCX Enterprise can be virtualized in
a
datacenter
and
communication
features can be offered on any device
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
How you can convince prospects to act now
•Buyer Persona: CFO
Question to ask
Here’s our unique business
value
How many systems are you currently
operating to deliver always-on
telephony to your employees?
OmniPCX Enterprise can be centralized
with local survivability, allowing to optimize
your network
Reduce operation
costs
What portion of their total time do
your IT teams spend on operating
the communication network? How
much is your
on-net/off-net bill?
The single point of management of
OmniPCX Enterprises simplifies operations
through a reduced number of parameters,
decreasing the overall time dedicated to
MACD.
OmniPCX Enterprise allows SIP trunking
and offers smart LCR management
Predict future costs
Do you know how much will the next
upgrade of your system cost you?
Are you aware of all hidden costs
linked to those evolutions?
OmniPCX Enterprise is sold with a yearly
service
contract
offering
software
upgrades. The platform is LAN/WAN
agnostic and does not require the data
network to be upgraded simultaneously
Challenge
Reduce TCO
MACD: Moves, Adds, Changes and Deletions
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How you can convince prospects to act now
•Buyer Persona: Site / Branch / Line Of Business Managers
Question to ask
Here’s our unique business
value
How critical is your local business?
OmniPCX Enterprise supports hybrids
deployments that always ensure local
survivability
and
communications
continuity
Empower groupware
and teamwork
efficiency
Are all skills and competencies located
on the same site? How do you manage
teamwork? What is the preferred
channel for team-working (voice, data
sharing, IM)? How do you manage
your workforce’s presence information?
OmniPCX Enterprise offers unmatched
groupware telephony features. It also
integrates well with Alcatel-Lucent UC &
C (incl. OpenTouch) and other vendors’
UC such as Lync and Sametime. Skill
based routing (e.g. call diversion to a
colleague) are also possible.
Integrate real-time
communications with
business critical
application for a better
productivity
How do your employees interact when
involved in a business process?
Are
real-time
communications
disconnected from business processes?
OmniPCX APIs and technology allows
rich
integration
with
business
applications, delivering simple features
such as “click-to-call” up to deep realtime interactions in business flows
Challenge
Ensure business
continuity over a
distributed network
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3. Presenting our credentials
 Industry and analysts reports
 Case studies
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Industry & Analysts Reports
Alcatel-Lucent is a
leader in Business
Telephony
“OmniPCX Enterprise provides a cost-effective migration path
from legacy PBX systems”
“It compares well against a number of competitors with
multiple enterprise IP PBXs in their portfolios”
“OmniPCX Enterprise, via its availability to be deployed on an
IBM Blade Server or HP BladeSystem platform, can be
positioned as the basis for managed PBX services offered by
both service providers and systems integrators”
“ALU is considered a major global vendor for
enterprise telephony and UC Solutions”
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Case studies
DELOITTE
CHALLENGES
 Improve communication security, access and cost management
 Safeguard its communications environment in the event of a
power outage
 Modernize the telephony architecture and communication
network to ensure business continuity
 Reduce telecom bills for high users
PRODUCTS AND SOLUTIONS
 Alcatel–Lucent OmniPCX Enterprise Communication Server
 Passive Communication Server and IP Media Gateways
 1,500 Alcatel-Lucent IP 4068 telephony extensions
 IP Touch Security
BUSINESS & TECHNICAL BENEFITS
“Our users are working from many locations. They are either
working at customer sites, at home, on the train - even in
the back of a taxi sometimes. So they always need to
collaborate and work and communicate with other people.
Our challenge is to make sure they can always connect
and they can always talk
with their customers.”
 Improvement in the security of the communication network’s
infrastructure
 Continuity of operation due to a Disaster Recovery Plan
 Significant reduction in costs for high users
Marc Zuili
Chief Information Officer
Deloitte France
CUSTOMER DETAILS
DEAL FACTS & FIGURES
 Date deal won: Customer for 15+ years
 Implementation date: Ongoing
 Business Partner: Etp-Tetracom
 Location: France
 Vertical: Professional Services
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Case studies
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Case studies
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4. Conclusion
 Finding more information
 Key Take aways
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Finding more information
Links for further information
•Employees: click here
•Business partners: click here
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Finding more information
Education for Business partners
Optimized tracks available for experienced learners
SALES
PRESALES
POSTSALES
POSTSALES
Become ACSR in
less than 1 hour
Renew ACPS
in 2 hours
Renew ACSE
in 5 hours
Deploy IP DECT in
3 days
Become ACPS
in 9 days
Become ACSE
in 4 weeks
DESIGN
INSTALL,
MAINTAIN
SELL
Understand the value
proposition
Understand architecture,
licensing model
Install, deploy, configure,
customize and maintain
Contact: [email protected]
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
DEPLOY
Deploy and configure
Finding more information
Education for Customers
ADMINISTRATORS
Ensure Day to Day
admin in 10 days
END USERS
Use it when
needed
Use
OPERATE
Optimize and customize,
monitor your solutions
• Ready-to-use
administrator Standard
training courses
• Fully customizable
content on demand
Efficiently Use your
device
•Interactive web-based
training accessible at all
times
•Fully customizable
content on demand
Visit USIT Website:
http://enterprise-education.alcatel-lucent.com/USIT_website/
COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
Key Take aways
Robust Business
Telephony
Eased IT
management
Openness
• OmniPCX Enterprise scales from mid to large enterprises
• OmniPCX Enterprise delivers a rich feature set
• OmniPCX Enterprise works for distributed or centralized architecture that allow
hybrid technologies deployments (TDM/IP/SIP)
• OmniPCX Enterprise can be delivered in a full software mode through datacenters
• OmniPCX Enterprise is manageable through one single platform
• OmniPCX Enterprise is the foundation of OpenTouch
• OmniPCX Enterprise can be enriched with a suite of collaboration applications
• OmniPCX Enterprise allows integration with business applications
1,000,000+ CUSTOMERS
RECOGNIZED
LEADERSHIP
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10+ YEARS OF
INNOVATION
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