Transcript momentum marketing service

ALCATEL-LUCENT ENTERPRISE
OMNISWITCH 6350 SALES WEBINAR
Daniel Faurlin
July 23, 2015
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OMNISWITCH 6350 GIGABIT ETHERNET SWITCH
EXPANDING OUR REACH INTO THE SMB MARKET
Leveraging ALE’s footprint as a top provider of SMB Voice Solutions, ALE is introducing in September,
2015 the new OmniSwitch 6350 Gigabit Ethernet Switch family to deliver a comprehensive, easy-toinstall and operate platform, to address SMB’s move to an IP infrastructure.
OmniSwitch 6350-24
OmniSwitch 6350-P24
• Targeted at the SMB Market with limited feature set:
- Simple, low-cost solution
- Auto-configurable via OmniPCX Office
- Not recommended for other markets:
- No 10Gbps Uplinks, No Stacking, Fixed Power Supply
- Limited software features: No Unified Access, No BYOD, No Metro Ethernet, No SDN
- No OmniVista 2500 Management support (until 2016)
OmniSwitch 6350-48
OmniSwitch 6350-P48
• For Medium/Large Enterprise (MLE), position OmniSwitch 6250/6450/6860 Families
- Meets/Exceeds typical MLE requirements:
- Stacking, 10GbE Uplinks, Redundant Power Supplies, Desktop models
- Unified Access Network Services, Unified Management, BYOD, Metro-Ethernet, SDN, etc.
2
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
NETWORK – INNOVATIONS TO SUPPORT 2015 SALES PRIORITIES
Develop
New
Business
Streams
•Expand data center portfolio
•Strengthen programmability
with SDN Ecosystem
•Hospitality solution
Expand
Specific
Solutions
Extract
Value from
Core
Business
•Unified Access
•Intelligent fabric
•Network analytics
•New service offerings
•Network subscription model
•Cloud & SMB market
•OEM/JV programs
•New platforms for regional needs
•Certifications
Grow
Specific
Geographies
(China, US,
Russia)
3
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OMNISWITCH 6350 SALES WEBINAR
AGENDA
• Network Innovations to Support ALE 2015 Sales Priorities
• SMB Market Overview
• OmniSwitch 6350 Product Overview
• OS6350 Launch Plan
• Professional and Support Services
• Training and Certification
• Ordering Information and Technical Highlights
4
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
SMB MARKET OVERVIEW
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
TOP SMB BUSINESS ISSUES, PRIORITIES AND IT CHALLENGES
Top IT Priorities for 2015
Mobility Solutions
•
•
Secure LAN/Wireless LAN and APs
OS6350
P
Collaboration
•
•
IP Telephony, OpenTouch, Multimedia and Devices
P
IoT & Converged Infrastructure
•
•
Single Vendor Voice/Data/Wi-Fi
solution Tested and Validated
6
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
P
GLOBAL SMB IT MARKET
SPEND PROJECTION
Target Market of 20-100 employees
~25% of the total market
$250 Billion
Global SMB IT Spend Estimate
for 20 to 100 Users
Source: Estimated from Gartner projections
Source: SMB Group estimates, U.S. Census Bureau data, and World Bank estimates
According to Gartner, the SMB market represents 44% of the total IT spend worldwide. In
2015, the SMB market is projected to cross the trillion-dollar mark in IT spend.
7
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
GLOBAL SMB GROWTH OPPORTUNITIES
PROJECTION BY REGION
• Global SMB Growth Opportunities
- North America
8%
- Western Europe
- Latin America
- Asia/Pacific
Source: Techaisle SMB Global IT Spending report, 2015
8
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
GLOBAL SMB PBX/IP TELEPHONY MARKET
WORLDWIDE MARKET GROWTH
+10% CAGR
Source: MZA 2013
9
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
DRIVE CROSS–SELLING GROWTH WITH OUR PARTNERS
2015 US SMB MARKET STUDY
US SMB Market Study
2015 SMB IT Spending Priorities
36%
Likely to evaluate a new phone system
Hanover Research 2015
21%
Upgrade wireless infrastructure
Wasp Barcode Technologies 2015
43%
SMB owners use a smartphone as the
primary device to run their business
Intuit 2015
Source: Hanover Research 2015
Survey conducted among 427 capital equipment purchase decision makers or
influencers at businesses with 5-499 employees in the U.S. across 22 vertical industries.
10
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OMNISWITCH 6350 PRODUCT OVERVIEW
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OMNISWITCH 6350 GIGABIT ETHERNET SWITCH
PRODUCT OVERVIEW
• OmniSwitch 6350 Family of Gigabit Ethernet Switches
-
OmniSwitch 6350-24
OmniSwitch 6350-P24
Four fixed configurations (24-/48-ports, with/without PoE)
Supports Gigabit RJ-45 access and up to four dedicated Gigabit SFP uplinks
Has a fixed power supply
Priced between the OS6250 and OS6450 families
OmniSwitch 6350-48
OmniSwitch 6350-P48
• Limited feature set for the SMB Market:
- Auto-configurable via OmniPCX Office
- Limited applicability to other markets:
- No 10Gbps Uplinks, No Stacking, No redundant or external P/S options
- Limited software features: No Unified Access, No BYOD, No Metro Ethernet, No SDN
- No OmniVista 2500 Management support (until 2016)
12
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OS6350 LIST PRICE COMPARISON VS. OS6250 AND OS6450
10/100/1000
RJ-45 ports
Fixed SFP |
1G Access
ports
Power Supply
6250
List Price
6350
List Price
6450L
List Price
6450
List Price
OS6350-24
24
4 | 24
Internal Primary
$750
$850
$1300
$1600
OS6350-P24
24 (PoE)
4 | 24
Internal Primary
(380W)
$1595
$1700
$2100
$2500
OS6350-48
48
4 | 48
Internal Primary
$1295
$1550
$2200
$2900
OS6350-P48
48 (PoE)
4 | 48
Internal Primary
(780W)
$2395
$2950
$3700
$4700
Model
13
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
NETWORK PRODUCTS FOR 2015
Management
Wide Area Network
Enterprise
Services
Router
Network Infrastructure
(OmniVista)
VPN
Client
OA5800 ESR
VIA
OA5700 ESR
Local Area Network
Core
OS10K
Advanced Policy & BYOD
(ClearPass)
OS9000E
OA4XXX
Access
OS6860
On The Road
OS6900
Home Office
OS6450
SMB/Branch Office
OS6350
OS6250
OS6855
Corporate Office
14
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
IAP, AP, RAP
Data Center
OS6350 COMPARISON WITH OS6250 AND OS6450
Feature
OS6250
OS6350
OS6450L
OS6450
ALE OS
ALE OS
ALE OS
ALE OS
P
O
P
P
O
P
O
P
O
P
O
P
S/W upgrade
Optional
2.5 Gig E
O
P
O
P
O
O
5/10 Gig E
5/10 Gig E
Number of 1 Gig Uplinks
4
4
4
4
Number of 10 Gig Uplinks/Stacking
O
O
P
P
P
P
O
P
O
P
2/2
2/2
P
P
P
P
P
P
P
P
P
P
Operating System
10/100 Mbps RJ-45 Access Ports
10/100/1000 Mbps Access Ports
1 Gig Combo Ports (Uplink)
1 Gig SFP Ports (Uplinks/Stacking)
10 Gig SFP+ Ports (Uplinks/Stacking)
Stacking
802.3AZ Energy Efficient Ethernet (EEE)
Redundant or External Power Supply (RPS/EPS)
Power over Ethernet/Power over Ethernet + (PoE/PoE+)
OmniVista NMS support
MLE requirements: Unified Access/BYOD/Metro Ethernet/SDN
S/W upgrade
Future
O
15
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
WHEN TO USE THE OS6350 VS. THE OS6250 OR OS6450
IDEAL SCENARIOS
Product
SMB
Mid-Large Enterprise
OS6350
Yes (ideal price/performance with
OXO, IP phones and high-speed IAPs).
Not recommended (does not support UA features,
stacking, RPS/EPS, 10Gig uplinks).
OS6250
Not recommended (does not support
high-speed IAPs such as 802.11n or
802.11ac).
Yes as access switch for older gen Wi-Fi access
(802.11 a/b/g only), IP telephony and low-speed
requirements, as well as Metro-Ethernet use cases.
OS6450
Yes (for high-end SMB requirements
needing Unified Access and 10 Gig
uplinks plus high-speed IAP support).
Yes as access switch for next gen Wi-Fi access and
limited high-speed requirements including MetroEthernet use cases.
16
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OMNISWITCH DECISION TREE FOR SMB
OS6350 VS. OS6450
Yes
Sell OS6350
and IAP’s
No
Sell OS6350
and IAP’s
No
Sell OS6350
and IAP’s
Yes
Sell OS6450
and IAP’s
Yes
Sell OS6350
and IAP’s
Does SMB need
1 Gig access?
Yes*
* Assumes Wi-Fi
required in each case
Yes
Does SMB need
OXO or OXO
upgrade?
No
Sell OS6450
SMB
Opportunity?
No
Does SMB need
10 Gig uplinks?
Does SMB need
Wi-Fi upgrade?
No
This example does not include Unified Access requirements
17
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
SMB – OS6350 SWEET SPOT
NETWORK MOBILITY + IP TELEPHONY SOLUTION
• Higher performance than OS6250 is
required for next gen Wi-Fi e.g.
802.11n and 802.11ac
• Lower price than OS6450 for more
competitive SMB solution
• Don’t need advanced enterprise
features such as UA technology
Internet
PSTN
Customer Router (e.g.
OmniAccess ESR)
OmniPCX
Office (RCE)
(With DHCP service enabled)
OmniSwitch 6350
(P24/P48)
• Stacking is not needed for
20-100 users
• 10 Gig uplinks not required
(up to 4 x 1 Gig uplinks are
more than sufficient)
Wi-Fi Access
OmniAccess
Instant Access
Points (IAP)
MyIC & 8-Series phones
OpenTouch Client
18
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OMNISWITCH 6350 LAUNCH PLAN
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OS6350 LAUNCH PLAN
SMB VALUE PROPOSITION FOR ALE PARTNERS AND END-CUSTOMERS
• SMB Market Value Propositions for ALE Partners
-
Cost-effective Network Mobility (OS6350 + Wi-Fi) + OmniPCX Office RCE IP Telephony solution
OS6350 combined with OXO has been validated in-house
Short installation and configuration time using auto-configuration of OS6350 via OXO
IAP auto-discovery by OS6350 simplifies Wi-Fi installation
Multilingual Configuration Guide (new) and Data Sheet (English, French, German, Spanish and Mandarin)
Get 10 free OV2500 node licenses (OV2500 with release 4.2.1 R02 available in 2016) for SMB monitoring
• SMB End-Customer Value Proposition
- Gigabit converged Voice/Data/Wi-Fi turn-key solution for SMB
- All-in-one sales and support via local accredited Resellers
- Simple to manage and monitor via Webview (OV2500 with release 4.2.1 R02 in 2016)
20
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OS6350 LAUNCH PLAN
PROGRAMS AND PROMOTIONS
• Leveraging Go-to-Market with Connect IP+ SMB Program
- Connect IP+ refresh/re-launch in Oct. ’15 covers WW (excluding China)
- Introduces the OS6350 (and WLAN products) as a new option for Network Mobility solutions
• Leveraging SMB programs 2015 H2 launch
- New marketing campaign to grow momentum in SMB sales through ALE Partners
- SMB Partner Days in France, Oct. 6-7
• Promotions
- 2 x OS6350-P24 (with 2 x OAW-IAP103) for demo/give-away at SMB Partner Days (France, Oct. 6-7)
- 20 Seed Units for key VAD’s
- Orange Business Systems France, ICON NAR, Telefonica Spain, Komsa Germany, LATAM, APAC
21
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OS6350 LAUNCH PLAN
CONNECT IP + PROMO
Besides the traditional SMB Market, voice
centric and TDM technology based, where
ALE partners are used to sell and get their
main recurring business, CONNECT IP + will
help them to enlarge their market scope by
facilitating the cross selling of IP voice, data
and WLAN products.
Combining the best in class of AlcatelLucent’s OmniPCX Office RCE (OXO) and
Network Infrastructure portfolios allows ALE
partners to offer a complete voice/data/wifi solution for SMB customers, while our BP’s
are delivering more value and increasing
their revenue at the same time.
OMNIPCX
OFFICE (RCE)
+
OS6350/
OS6250 /
OS6450
SWITCHES
AND WLAN
+
QUARTERLY
FREE
TRAINING
CREDITS
=
CONNECT IP + Promo
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OS6350 LAUNCH PLAN
CONNECT IP + PROMO
Give Reseller a way to accelerate solution readiness with a Fast Education Package
1
eBook to learn
2
•
•
•
•
•
Objective: install 6450P and IAPs
Prerequisite: none
At your own pace, Fast & Cheap
Configuration guide based on Lab Kit
Available in 4 languages: English, French, Spanish &
German
Lab kit to practice
+
• 1 unit of OS6450-P10-xx
(1 x $1,350.00 USD WPL – PAF/SDR discount)
• 2 units of OAW-IAP103-xx
(2 x $395.00 USD WPL – PAF/SDR discount)
• 1 unit of DT00XTE100
(1 x $80.50 USD WPL – GG32 discount)
Easy to order via eBuy
Easy to order via eBuy
(Max 2 kits per Partner)
•Contact your CSM for price and purchase process
23
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
*
OS6350 LAUNCH PLAN
SALES TOOLS AND CONFIGURATION GUIDE
• ACTIS and New Sales Assistant
- OS6350 will be added to ACTIS for configuration and quoting
with OXO (includes existing Connect IP + Network products)
- Sales Assistant enables a “quick” budgetary quote from a
tablet or laptop while on the customer premise
• Configuration Guide and Data Sheet
- Configuration guide provides zero-touch configuration
information for OS6350 when used with OXO and IAP’s
- Configuration Guide and Data Sheet will be available in English,
Mandarin, French, German and Spanish
• Solution Sheet
- Solution sheet used as a sales tool to help SMB’s understand
the value of the Network Mobility + IP Telephony solution
24
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
OS6350 LAUNCH PLAN
SALES ASSISTANT
1 MEETING, 1 HOUR, 1 OFFER
•
•
•
•
•
•
•
Help prospect understand SMB solution benefits
Identify customer and business needs
Define a solution
Run a budgetary quotation/estimate
Print estimate and send it to your prospect
Share it with pre-sales to create an ACTIS quote
Availability:
• Online mode launched April 27th (via browser)
• Offline mode end of June (iPad, Android and laptop)
http://www.smbsalesassistant.com
25
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
PROFESSIONAL & SUPPORT SERVICES
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
PROFESSIONAL & SUPPORT SERVICES
NETWORK LIFECYCLE SERVICES
• OS6350-24/P24 and OS6350-48/P48 included in Network Lifecycle Services – Globally
- Assess & Migrate
- Plan & Design
- Integrate & Deploy
https://businessportal.alcatel-lucent.com/alugesdp/faces/gesdp/services/Basic.jspx?reference=PS_NETWORK_LIFECYCLE_SERVICES
27
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
PROFESSIONAL & SUPPORT SERVICES
PARTNER PROGRAM
• PARTNER PROGRAM (“fees model”)
EMEA/APAC/CALA
- For the Level 3 Support provided by Alcatel-Lucent Enterprise hereunder for a three (3) year term following Business
Partner agrees to pay to Alcatel-Lucent Enterprise fees calculated as a percentage of the Net Value of each
Contractual Product as detailed here below. Such amount shall be invoiced concurrently with the invoice for the
purchase price of the Contractual Product.
- SERVICE Content:
- OS6350-24, OS6350-P24, OS6350-48 and OS6350-P48 shall be in Service Category 1: 2% RTF & 2.5% AVR
28
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
PROFESSIONAL & SUPPORT SERVICES
END CUSTOMER SUPPORT SERVICES
• END CUSTOMER SUPPORT FOR NETWORK INFRASTRUCTURE
WORLDWIDE
- OS6350 will be included in:
- SUPPORT Software
- SWxN-OS6350
24x7 Telephone Support
24x7 Remote Diagnostics
Online Support
Operating System Updates / Upgrades
- SUPPORT Plus (31 Countries)
- SPxN-OS6350
SUPPORT
Software
SUPPORT Plus
P
P
P
P
P
P
P
P
Advance Hardware Replacement - Next
Business Day
P
Note: x can either by 1, 3, or 5 years
- End Customer Support in English only, requires IS/IT knowledge on networking and
troubleshooting.
29
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
TRAINING & CERTIFICATION
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
TRAINING & CERTIFICATION
TRAINING PLAN AND SCHEDULE
• Training Plan
- Update of the Sales, Presales, and Post sales training offers
and associated certification exams ACSR, ACPS and ACSE
- Communication plan to experienced partners for updated delta
training and re-certification
• Training Schedule
- Sales training w/ACSR (e-learning) to be published between
DR2 and DR3
-
Presales modules to be scheduled from DR3 on the WW planning
ACPS exam to be published at DR3
Post sales modules to be scheduled from DR4 on the WW planning
ACSE to be published at DR4
31
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
TRAINING & CERTIFICATION
SALES, PRESALES AND POST SALES COURSES
Updated AOS 6.7.0R01 offer for Sales/Presales/Post sales (included in UA courses/exam):
Target
Course ref.
Comments
Duration
When
Sales
DT00WSA007
Network Unified Access 2014 with associated ACSR
contributors Joe Raccuglia’s team
2 hours online
Between
DR2 DR3
Presales
DT00WPS175
Unified Access Presales Evolutions
presales Unified Access delta course updated with AOS 6.7.0
4 hours
online
DR3
DT00CPS/VPS
171
Unified Access Presales
presales Unified Access course for newcomers updated with AOS 6.7.0
2 day
12 hrs
DR3
DT00PC2W2
ACPS Unified Access
presales exam for Unified Access updated with AOS 6.7.0
35 MCQ 60 mins
DR3
DT00RTE/VTE
128
OmniSwitch LAN Update R6/R7/R8
Update LAN course for postsales updated with AOS 6.7.0
3 days
18 hrs
DR4
DT00TC2U19
ACSE Renew OmniSwitch LAN R6/R7/R8
ACSE certification exam for renewal updated with AOS 6.7.0
30 MCQ 45 mins
DR4
DT00CTE115/120
OmniSwitch LAN Boot camp / Access Switching
Current LAN entry courses for postsales. updated with AOS 6.7.0
5 days
DR4
ACSE LAN Track
OmniSwitch Network Design & Troubleshooting / tap-lab /Certif.
ACSE LAN or postsales. updated with AOS 6.7.0
5 days
DR4
NA
Additions of 6350s in Remote Lab and Flying Kits With GA version upon
availability.
NA
DR4
Post sales
Equipment
32
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
ORDERING INFORMATION
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
ORDERING INFORMATION
OMNISWITCH 6350
In August 2015 World Wide Price List
34
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
KEY TAKEAWAYS
• OS6350 expands the reach of the OmniSwitch product portfolio into the SMB market
• OS6350 is NOT a replacement for the OS6450
• When combined with OXO, the OS6350 can be auto-configured to simplify installation and
configuration
• We provide an ALE lab validated Network Mobility + IP Telephony solution (OS6350/OXO/IAP’s)
• OS6350 provides enterprise performance and good value for the SMB market
• Connect IP + Promo provides differentiation and a competitively priced IP Telephony/Data/Wi-Fi
solution for SMB’s with single vendor/reseller for support
35
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
FOLLOW US ON
www.twitter.com/ALUEnterprise
www.facebook.com/ALUEnterprise
www.youtube.com/user/enterpriseALU
www.linkedin.com - Group Alcatel-Lucent Enterprise
http://www.slideshare.net/Alcatel-Lucent_Enterprise
www.storify.com/ALUEnterprise
36
COPYRIGHT © 2014 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
ALCATEL-LUCENT ENTERPRISE — CONFIDENTIAL — SOLELY FOR AUTHORIZED PERSONS HAVING A NEED TO KNOW — PROPRIETARY — USE PURSUANT TO COMPANY INSTRUCTION
enterprise.alcatel-lucent.com