OpenScape Business S

Report
OpenScape Business
A unified business solution for small and mid-size companies
Oct. 2013
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
3
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
4
SMBs respond with UC
$8 Billion
Addressable opportunity for
the SMB TDM/IP Market in
2012
Interest in IP is
growing
IP accounts for 25% of all
lines sold in the SMB
Segment in 2010
SMB’s use many tools
Most SMBs are still using
‘traditional’ tools to
collaborate
Big opportunity to
improve teams
Only a very few SMBs have
formal team performance
management systems in place
Interest in UC is growing
80% of SMB’s currently
implementing or planning
to implement UC
Customer
Service is key
55% of respondents want to
improve customer service by
improving or upgrading their
contact center environment
Siemens Enterprise Communications global research conducted September/October 2012
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
5
UC Can Help You
What’s important?
To find people quickly
A shipment is heading to the
warehouse – Who will receive it?
A deal will close if the owner can
talk to the prospect – Can I reach
the owner in time?
Presence Saves Time
32
Mins
What’s important?
Never missing a
message from a
customer or coworker
A multi-tasking sales person won’t
miss a voice or fax message
because they will automatically
appear via e-mail
A Single Inbox
Average time
saved because
UC helps you to
find the person
you need on the
first attempt
Sources: Information Week, IT Management, Inc. and Sage Research, Inc.
43
Mins
Average time
saved by
managing emails,
voicemails and
faxes from one
inbox
What’s important?
Not wasting time
transferring data
Law firms can track voice
communications automatically.
If a customer calls, their CRM data
will automatically open on your
desktop
Integration Can Help
3
Benefits
1- Time Savings
2- Better Accuracy
3- Real-Time Data
Access
6
SMB Requirements –Key Research Themes
•
•
•
•
•
•
Easy to install and maintain
Scalable and Flexible
Mobility/Distributed Workforce
Management of Operational Costs
Productivity and Customer Service
Support
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
7
OpenScape Business meets SMB needs
and drives higher margin business
Leverage your knowledge and training on H3K and OSO to bring customers into
the UC World with minimal effort
Customer Relationship Management, mid- and long-term, starting with Voice and
easily bringing customers into the UC World
Have the answers to how your customers can manage BYOD and bring them
Presence and Social Media integration
Help Progressive SMBs utilize their IT budgets to invest in a modern UC
solutions at minimized cost because they can migrate existing investments
Show your UC and Contact Center competence, becoming a trusted partner to
your customers
With a simplified and all-inclusive license structure, benefit from Support and
free software Upgrades for 3 years
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
8
Our Own Experience
Cost Control and
Investment
Protection
Leverage IP and UC
One Solution
Improve Team
Performance and
Customer Service
Retain Competitive Advantage
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
9
Goals and Solutions
Business Goals
Key Factors
Management
Team
• Manage many tasks
• UC available to everyone
• Enable employees on the move
• Support smart phones and tablets
• Improve customer service
• Integrated tools enabling productivity
• Lower operational costs
• Simple migration
• Scalable and flexible solution
• Integration; add new users and devices
• Vendor support
• Global model to reassure customers
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
10
Combining the Best of our SMB Products
• Common Platform
• Flexible Upgrading
• Standard Devices
• UC for any Platform
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
11
OpenScape Business
A unified business experience for single or multi-site environments
All-in-One
Fully
Integrated
Unified Business
“Classic” or Modern
VOIP Cabling
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
Phones and apps for
any workplace
Adapts to
your
Business
12
Unmatched in Value & Ease of Installation
Feature
Full UC
solution
Ease of
Installation/Support

Scalability

Mobility

TCO

Serviceability
& Productivity

Differentiators
 More UC functionality in one box than
any other vendor
 Embedded UC regardless of Voice
Infrastructure (TDM / IP)
 Available on more mobile platforms
than competitors
Supports All
Devices and
Clients


 Has Apple Mac OS client, where other
vendors have Web-based solutions
 Supports Dual-Mode, WLAN,
DECT/Wireless DECT
ONE
Solution
Architecture
Ease of
Management


Flexible
deployment
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.





 No rip and replace to upgrade from
voice to UC, add more functionality, or
to support more users



 Single UCC Domain

 Easy to support with Web-based
management tools
 Flexible licensing on-line
 All-in-One Appliance or virtualized
option with Software
13
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
14
OpenScape Business -Unmatched in Value
All-in-One UC
for SMBs
• UCC for Standalone and Multisite environments
• Voice, Presence, Conferencing, Contact Center, Messaging, IM, Mobility, Fax
• UI Integration OpenScape Web Collaboration
• Unified Design: Common SW & HW solution across all deployments
ONE Solution
Architecture
For our
Partners
• Reduced/optimized hardware: One main board for UC, VoIP & Data integrated
• All-In-One solution supporting all interfaces: Full IP, digital- , analog-, DECTVoice & UCC
• Generate value with the easiest path from Voice to UCC (on-board UC)
• Investment Protection & Migration: Keep the box & phones -change the board
• Make money: Fulfill the customer’s needs perfectly with one product
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
15
For any Infrastructure, HW & SW,
“Classic” or IP
OpenScape Business X3 / X5 / X8
OpenScape Business S
Voice & UC-Solution for up to 500 Users
Virtualized PABX for up to 500 Users
All-In-One Voice & UC with on-board full IP, for up to 500 IP Users,
IP & Digital & Analog, DECT, ITSP, SIP Trunking, ISDN / S2
All-in-one Voice & UC , Server -based UC
Software Solution for up to 500 Users,
Virtualization with VMware, SIP Trunking
X3
X5
X8
UC Booster Option
UC Booster Card
For up to 150 UC Suite Users
Plug-In Board for X3R/X5R/X8
UC Booster Server
For up to 500 UC Suite User
Server for X3/X5/X8
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
Voice Channel Booster
additional DSP channel
for X3/X5/X8
Server-based or fully virtualized
16
OpenScape Business Phase 2 Features
Professional UCC
Clients
Integrated Applications
& Networking
New enhanced
deployment options
•myPortal for Outlook
•myPortal for Desktop
•myAttendant (Attendant
Console)
•myAgent (Contact Center Client)
•myPortal Smart enhancements
•OpenDirectory Service with
external database access
•Application Launcher
•Multimedia Contact Center
•OpenStage GateView
•CSTA 3rd Party Connectivity
•UC Networking across all
deployments
•UC Booster Card for up to 150
professional UC Users
•UC Booster Server for up to 500
professional UC Users
•OpenScape Business S, pure Voice
& UCC Software Solution
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
17
Leverage Existing Investments
Innovative Migration for your existing HiPath 3000 V9
Leverage Existing Investments
Easy migration path for HiPath 3000 (includes OpenScape Office HX) customers – Exchange
your mainboard
Migration Path for OpenScape Office LX Customers – Free of charge upgrade license
Investment Protection – Keep your hardware, phones and cables
Flexibility to move from TDM to IP– Exchange your mainboard
Upgrade to full featured UCC and use Presence, Fax, Conferencing, Contact Center and much
more…
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
18
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
19
The Perfect Solution for SMBs
OpenScape Business Voice & Unified Communications
User Clients & Groupware
Voice & Video Clients
myPortal Smart, myPortal for Desktop,
myPortal for Outlook, myPortal for Mobile/ Tablet
All OpenStage HFA, T & SIP devices,
Video with OpenScape Personal Edition SIP
Multichannel Contact Center
Available now for all deployment models
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
Attendant Console & Applications
myAttendant & OpenScape Business Att
enhancements
OpenStage GateView, Application Launcher
20
Packaged UC: UC Smart and UC Suite
Packages: UC Smart & UC Suite
Embedded
UC Smart
Embedded and boosters/software
myPortal Smart
Integrated on the new UC Mainboard,
per User License
• Presence including status-based
announcements
• Directory Access
• Favorites including Call Status
• For Apple MAC OS & Windows
• Call Journal
• myPortal for Mobile/Tablet
(with Mobility User license)
• Visual VoiceMail Control
(with Voicemail license)
• Chat & Reminder
• VoiceMail to E-mail Service
Boosters/Software
UC Suite
• Ad Hoc Conferencing
myPortal for Outlook
Per User License
Requires Booster Card/Server,
Business S
myPortal for Desktop
Per User License
Requires Booster Card/Server,
Business S
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
• Visual Voicemail Control
(with VoiceMail license)
• Directory Search
• Favorites & IM
• Call History
• Visual & Audio Presence
• myPortal for Mobile/Tablet
(requires Mobility User license)
• Visual Voicemail Control
(with VoiceMail license)
• Directory Search
• Favorites & IM
• Call History
• Visual & Audio Presence
• myPortal for Mobile/Tablet
(requires Mobility User license)
• Rule Management
• Personal IVR
• Live Call Recording
• Call Me
• Calendar Integration
• Desktop Dialing
+ Outlook Integration
+ Rule Management
+ Personal IVR
+ Live Call Recording
+ Call Me
+ Calendar Integration
+ Desktop Dialing
More UC
UC Conference
User
Requires UC Suite
UC Fax User
Requires UC Suite
21
UC Clients for any Workplace
Desktop Clients
Mobility Client
myPortal Smart
myPortal for Mobile/for Tablet
•The powerful entry into the world of UC
•For office-based users with the most common OS
(Windows & MAC)
For mobile users – offering UC everywhere
on almost every device
Desktop & Groupware Integration
On the Phone
myPortal for Outlook & Desktop
myPortal for OpenStage
•Full feature diversity on the Desktop or integrated
into Outlook
•The perfect solution for Microsoft Outlook users
Allowing office-based workers fast change of their
presence status and fast & comfortable
access to their voice mail box
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
22
Powerful Entry into the UC World
Stay in contact, and never miss an important message
with myPortal Smart
Presence includes status-based announcements
Favorites includes Call Status
Voicemail to E-mail
Visual Voice Mail Control
Ad hoc conferencing
Directory Access
Chat
Reminder
For Apple MAC OS & Windows
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
Integrated in the
UC-Mainboard for
up to 50 users for
the X3, X5, X8
23
UC Smart -Integrated Enhancements
Improve your reachability with integrated visual
voicemail and Auto Attendant
Voicemail – Fully integrated into UC
Smart
Auto Attendant - No need for
additional hardware
•
•
•
•
•
•
•
• Up to 100 Auto Attendant Mailboxes
• Multi Level Attendant , AA to AA, Mailbox or
numbers
• 4 Auto Attendant Greetings for: night/day, manual
selection, etc.
Up to 300 Voicemail boxes
6 Channels, 32h recording
TUI or UC Smart controlled
Voice Quality G.711 Wave
Enhanced password security
Announcement port start/stop or Loop
Group Mailbox (MWI to all members)
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
24
myPortal for Desktop & myPortal for Outlook
Speed your communication with integrated UC
Web-Collaboration
Call Recording
Integrated Presence
Visual Voicemail
Fax Mailbox
Outlook
Integration
Call Journal
Directory Access
Favorites
Drag & Drop
Conference
UC Suite
with UC Booster Card, Booster
Server or Business S
Instant
Messaging
Call Pop-Ups
1#
Mobility
One Number Service
Personal
Notification
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
Social
Media
Personal
Auto-Attendant
Dial per
Mouse Click
25
myPortal for Mobile & myPortal for Tablet
Unlimited Mobility and Collaboration – Be available
 Enhanced UC feature set for managing calls
 The OpenScape Business user interface for
directly from the mobile phone (incl.
mobile employees using smartphones or tablets
conferencing, consultation and call transfer)
with a graphical user interface such as: iPhone,
Blackberry, Nokia, Android and Windows Mobile
 No need of a parallel fixed phone anymore with
the new mobility user license
 Open browser based approach for all other
mobile phones or tablets - No dedicated
applications need to be loaded on the mobile
device
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
26
The Attendant Console and myAttendant
Stay in control of your business and see who is
available, and who is not, at-a-glance
myAttendant for UC Suite
for operators to handle calls fast
and efficiently, and for managing
teams
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
27
OpenScape Business Attendant and BLF
Provides the perfect view to all users
OpenScape Business Attendant
• Display and change Presence status on
Attendant BLF
• Show BLF with Feature keys ( Hold, Day/Night )
• New Phonebook : System speed dial
• "All in one window" for small systems
• Support of OpenStage 30T
• Network-wide “Call Status” & Presence View for
up to 4 Nodes (with BLF Server), more on a PSF
base
• Different Skin variants available
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
OpenScape Business BLF (Busy
Lamp Field)
• Network-wide Call Status & Presence view for up
to 4 Nodes
• Display Presence status for other users & Change
own Presence
• Up to 50 Business BLF Users per node
• Caller Journal in/out
• Dial via Web Service Interface (CTI Control)
• Business BLF is a “Stand-Alone” Application, BLF
Server for network-wide use
28
OpenScape Web Collaboration Integrated
Launch it with OpenScape Business User Interface
• Full-featured OpenScape Web Collaboration
solution specifically packed and embedded for
SMBs
• Launched via OpenScape Business Drag &
Drop Conferencing Service or from call pop-up
window
• Simple, intuitive interface with one-click access
to all features
• Integrated text, data, web, and multi-party
H.264 desktop video conferencing
• Mobile client that runs on any smartphone
device including iPhone, iPad, iPod Touch and
Android clients
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
• Highly secure 256-bit AES encryption
• On-premise deployment model, that can be
installed quickly, cost-effectively, and with
minimum IT resources
• OpenScape Web Collaboration requires a
Windows Server
• Available with UC Suite (UC Booster
Card/Server
or Business S)
29
On-Premise Mobility -DECT and DECT IP
For voice connectivity on the entire campus, for
traditional and IP-based communication infrastructures
DECT “Classic”
DECT IP
• For traditional and network infrastructure
• Convenient, easy-to-use ,menu-driven interface
of the DECT handset
• Up to 7 DECT base stations for X3 and X5 rack
variants
•
•
•
•
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
For IP networks
Phonebook via LDAP
Call waiting and call forwarding
Caller Name on display and differentiation of calls
(internal/external)
• Message Waiting Indication
30
Full Range of UC-enabled Devices & Voice
Clients
OpenStage HFA, SIP & T –Secure, reliable advanced phones
Phones
Deployment
Service
Mobile UC
IP
Soft
Clients
CMI, IP DECT,
WLAN
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
•OS5
•OS10
•OS15
•OS20
•OS30
•OS40
•OS60
•IP 35/55 (SIP)
* Migration of existing optiPoint Phones possible
31
Open Directory for Business Process
Integration
An embedded solution to provide flexible connectivity to
external customer databases & client applications
Unified Directory Access
Database Connector SQL
Access to Phonebook
Open Directory Assistant
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
•Access to all directories from 3rd party
applications, OpenStage or IP-DECT through an
embedded LDAP Server interface
•Connection to multiple external databases
•Combines internal directories and external
databases into a single unified search engine UI
•Easy to manage and configure through wellknown OpenScape Business Web-based
Management
32
OpenStage Gate View
User-friendly, security solution offering real-time video
surveillance to observe/control your business from anywhere
•PC Desktops (Web-client)
•OpenStage 60
•iPhone/iPad (Gate View app)
•Entrances
•Parking lots
•Doors
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
•View real-time video from a broad range of
device options
•Compatible with a large range of certified IP
web-cameras to prevent physical threats
•Video recording to secure and observe
important areas
•Video-control entrance areas and grant access
via OpenStage phones together with video doorphone solutions
33
Integrated Contact Center with UC Suite
Optimize agent productivity with innovative communications tools
Business Process Integration
Collaboration tools that get the right expert on the line
Intelligent Routing
Visual design tools that simplify workflow development
Integrated Multimedia
Supervisors tools that can help Agents be more productive
Easy Management & Reporting
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
34
Multimedia Contact Center
Anywhere Agents –One Call Resolution
Branch Office
•
•
•
•
•
•
•
•
•
Reports
Agent Functions
Team Information
Presence of the Experts
Call Pop-Ups
Hands-free Call Control
Individual Recording of Agent Calls
Contact Center Voice Calls, Fax, & E-mail
Customized Agent Desktop
Headquarters
Supervisors and Agents
Agents
Agent
At Home
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
35
The Open Approach –IT Flexibility
Seamlessly integrate into the IT Eco Systems of choice
Integration
Integration into business environments and
customer databases with Open Directory Services
and Application Launcher increase productivity
Social Collaboration
Extending communications reach with standard
Interface XMPP leveraging social media networks
(e.g. Google Talk)
Flexible Deployments
Connectivity
Desktop and OS/Application level virtualization
reducing physical HW while enhancing availability
and reliability
Open SIP Interface to leverage lowest cost IP
communications via SIP trunking, including service
such as Skype Connect
SIP
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
36
Integrate CRM with Application Launcher
A client application that allows the launch of 3rd party
business applications based on Caller Identification (CLI)
Productivity
Customer Service
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
•Handing over caller information from
OpenScape Business into existing customers
CRM apps
•Launch customer apps by batch file or URLs
•Flexible pop-up windows with customized
action buttons
•Can be licensed individually per user client
37
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
38
Serviceability & Manageability Improvements
WBM and wizards make things easy –no need for robust IT staff
• Less effort needed to bring H3K or OSO
service technicians to the OpenScape
Business level
• Central Licensing within WBM for network-wide
easy move and changes
• Licenses can be shifted within the network
without CLS
• Easy Migration Path to exchange HiPath 3000
to OpenScape Business
• Common SW setup – One Installation DVD
Media for server-based deployments
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
• Intuitive wizards for voice and UC simplify the
setup and configuration
• Reuse of existing extension boards for TDM,
DECT SLC cards and IVM
• SSDP ready – Improved remote and secure
serviceability
Centralized Management
Installation Wizards
Pre Installed system and UCC
Server PlugIn
No Linux know-how required
Reuse of existing extensions cards
39
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
40
OpenScape Business Networking
Evolution of HiPath 3000 and OpenScape Office
Voice and UC Networking is
important for SMBs
• Many Businesses have multiple locations
(branches, sales offices, etc.) or offices on a
single campus
• Site expansion is also typical as small and
medium sized businesses grow
• The need to communicate and collaborate as
one entity is especially critical for smaller
companies trying to compete with large
enterprises
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
Benefits
• Always know the availability of your colleagues in
other locations
• Stay within reach of your colleagues and customers
from any device and location
• Managing a single UC domain vs. multiple
redundant standalone deployments
41
Voice and UC Networking Scenarios
OpenScape Business Deployments
Networking with Large Enterprises
• Multiple networked OpenScape Business X3/X5/X8
•
Voice Networking
•
UC Networking with UC Booster
Card/Server
• Mixed OpenScape Business X3/X5/X8 with
OpenScape Business S
•
Voice Networking
•
UC Networking with UC Booster Card /
Server
• OpenScape Business S utilizing OpenScape
Business X3/ X5/X8 as a gateway
•
Single or Multi Gateway Option
• OpenScape Business SIP Interconnection
•
Connection of certified 3rd Party SIP
Applications
• OpenScape Business X3/X5/X8 networked with
HiPath 4000 V6
• OpenScape Business networked with OpenScape
Voice (planned)
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
42
Networking with UC Suite
Flexibility in deployment and interfaces
•
•
•
•
•
•
•
•
•
•
•
•
•
Voice supported Presence management (Presence visibility)
Network-wide call status (ringing, on call, active mobile device)
Call Pick Up via myPortal
Instant Messaging including multi user chats
Drag & Drop Conferencing in the network
Network-wide Web Collaboration (with Desktop Sharing & Video)
Voicemail forwarding in the network
Business Attendant and myAttendant change presence status for all users
System-wide internal directory and favorites
External directories via Open Directory Services
Integration into MS Exchange calendar and public folders
XMPP based presence & chat support to external partners
Providing network-wide busy lamp indication on DSS Phone Keys
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
43
Multiple Networked Scenarios
Voice Networking OpenScape Business X3/X5/X8 & S
• Up to 32 Nodes (more on PSF base)
• Up to 1000 Users in a network (more on PSF base)
UC Networking with OpenScape Business X3/X5/X8 & S
• Up to 8 Nodes (more on PSF base)
• Up to 1000 Users in a network (more on PSF base)
• Requires Booster Card / Server per system
Network-wide License Shifting
• License Shift the easy way via WBM – no CLS needed
• UC Suite/Smart User, IP User, TDM User, VoiceMail User, etc.
Network-wide installation and administration via WBM (Wizards)
• As known from OpenScape Office, enhanced Wizard Functionality
• No need of HiPath 5000RSM anymore
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
44
Survivability is Business Continuity
• Dedicated Standard Industry Server
Customers
• Redundant power supply
• Linux SW based redundant hard disks
• ECC RAM to detect and correct RAM
errors
Suppliers
Host
System
• Automatic re-register via second
standby registration setting
• Voice functionality can be used during
the emergency mode
• Detects server failures automatically,
using a “heartbeat” on servers
• Restarts virtual machines almost
instantly without human intervention
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
1. High Availability
Server HW
2. X3/X5/X8 Failover
3. VMWare – High
Availability
Sales Teams
45
Software-based UC Solution- Virtualization
Motivations
Benefits
• Re-organization due to server
rank-growth
• Reduction of physical Server-Parks:
> HW costs, Space, Green IT
• Need of Centralized Management
• Ease of Data Backup and Restore
• Need to enhance reliability
•
Scalability
• Need to reduce service hours
•
Monitoring
•
Re-use of old OS systems in a
virtual environment
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
46
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
47
OpenScape Business Licensing
The most flexible licensing structure for individual use
Partner Benefits
Customer Benefits
• Greater flexibility and ability to tailor the solution
according to customer requirements
• Reduce Partner & Distributors inventory by
reducing prices for hardware components
• Change from HW to SW Business. Licenses can
be ordered from SEN within an hour; no need for
stock
• Positive financial impact for all Partners
• All licenses can be shifted within the WBM – no
need for complex shift on CLS anymore
• Reduced license complexity due to a common
OSBiz architecture for all deployments (X3/X5/X8
& UC Booster Card/Server, Business S)
• Tailored to customer needs: Customers are only
paying for the functionality they are using
• UC for up to 50 Users is simply a matter of
activating an additional license, no need for
additional HW
• Licenses can be activated easily via Remote
• Easy upgrade options from UC Smart to UC Suite
if a customer wants to have more
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
48
Reduced Complexity in Ordering
Many Base
Packages
Only one base package across all deployments
Channel per
Voice Trunk
No need for BS4-Channel License anymore
DSP
CC Base
No need for complex B-Channel Licensing for HG1500 anymore
No need for a Contact Center Base license anymore
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
49
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
50
Software Assurance Built-in
Cost of software
30%
W/O Software Assurance
With Software Assurance
Install
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
Upgrade
51
Inclusive Partner Support
Peace of mind for customers; revenue for Partners
Partner Benefits
Customer Benefits
• Competitive vendor support offering, tangible
re-sellable service features
• Simple inclusive support offering – easy to
process, no separate order handling
• Reduced risk in deployment and support for the
new solution elements
• Reliable and transparent SLAs position partner as
expert resource
• Elevation of partner to trusted business advisor
increases up-sell /renewal potential
• Increased customer wallet share by offering a mix
of own and SEN value add services.
• Longer-term fixed recurring service revenue and
margin potential
• Peace of mind in the event of an issue with
guaranteed support by SEN as the vendor
• Enhanced customer satisfaction and loyalty
• Trusted advisor will help SMBs keep up with the
speed of business and their growing needs around
communication solutions and corresponding
services
• Investment Protection and Stability in an otherwise
ever changing business environment
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
52
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
53
SMB Portfolio At-A-Glance
OpenScape Business Voice & Unified Communications
All-in-one UC Appliance
X3 / X5 / X8
Virtualized SW UC
Solution OpenScape
Business S
OpenScape Office MX
•Supporting up to 500 users
(IP, TDM, analog)
•Incl. “on board” UC Smart
•Advanced UC Suite via Booster
Options
•ITSP, SIP Trunking, BRI, PRI &
analogue
•Server based PBX including UC
•Supporting up to 500 users (IP)
•Advanced UC Suite
•Virtualization with VMware
•ITSP, SIP Trunking
•All-In-One UC appliance solution
•Supporting up to 150 users
(IP, analog)
•Advanced UC Suite
•ITSP, SIP Trunking, BRI, PRI &
analogue
•Software Update coming in 2014
for OpenScape Office MX HW
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
54
Sales Enablement Overview
For Unify & Indirect Channel Sales and Presales
Goals and Details
Training Concept
Available Assets
Market Introduction Content
of MIT training to include:
Sales Enablement to
partner with APT to deliver:
Key Deliverables:
•
•
•
•
•
•
•
•
•English and German SVUs on
OpenScape Business MIT for
Sales and Presales audience
•Recorded, on-demand WBTs post
SVUs
•Scripted Sales/ Presales
presentation on OpenScape
Business solution (English and
German)
•Sales/Presales web-based training
(WBT) on OpenScape Business
(English)
•Post-course test (English)
Market Trends
Target Customers
Solution Architecture
Sales Plays
Positioning / GTM
Migration Strategies
Licensing
Sales resources
Contact your Regional Partner Representative regarding training dates
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
55
Services Training for Market Introduction
H3K technician- Voice only
Classroom
OR
OR
H3K Upgrade
2 days incl. practical
exercises
E-learning
H3K technician- Voice & UC
Classroom Upgrade 2 days
Incl. practical exercises
OR
System overview and licenses
E-learning modules
System installation and initial
Start up
Backup/restore and software
update
Classroom UC Smart
Classroom 1 day
Smart Voicemail
Service and remote service
Migration from H3K into OSBiz
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
Classroom UC Suite
Classroom 2 day
56
Channel Partner Opportunities
 Attractive on-boarding
program to minimize a
partners “time to money”
 Demo packages (via Go
Forward! Program)
 OpenScape Business S
Demo DVD - (ready to
show OSBiz Live!)
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
SEBA to access Marketing
tools
 Digital Channel
 Presentation/Datasheets
 Competitive QRG
 Flash Demo and Videos
 Free 30 day Activation
Key
Deliverables:
Period
for all features
(one time)
 Free 90 day Evaluation
for UC, CRM Integration
and Contact Center
 NextGen Migration
Promotion for HiPath
3000 installed base and
new OpenScape Office
customers
57
Agenda
• SMB Market Trends and Challenges
• Partner Sales Support
• The OpenScape Business Answer
• Key Takeaways
•
One Architecture
•
UC Solution and Features
•
Solution Manageability
•
Networking & Deployment
•
Sales Structure
•
Support Included
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
58
OpenScape Business
All-in-One Solution meeting all SMB needs
• Easy to install and maintain
• Scalable and Flexible
• Mobility/Distributed Workforce
• Management of Operational Costs
• Productivity and Customer Service
• Support
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
59
OpenScape Business -Unmatched in Value
Simplicity
More UC functionality in one box than any other vendor, and is easy
to support with Web-based management tools
TCO
A superior ownership experience – No rip and replace to upgrade from
TDM to IP, add more functionality, or scale to support more users
User
Experience
Has Apple Mac OS client, where other vendors only have Web-based
solutions
Flexibility
Available on more mobile platforms than any other vendor
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
60
"We are pleased to add OpenScape Business to
our portfolio and are excited to bring a UC
solution to our TDM customers. As a partner
who has sold HiPath 3000 systems for many
years, we see OpenScape Business as a natural
evolution of this product family that brings our
customers the latest in communications
technology."
Ian Allmark
Managing Director, Lloyds IP
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
61
Messages to Help You Sell
LEAD WITH BENEFITS OF UC:
The most complete, embedded, All-in-One UC offering
Including Voice, Presence, Conferencing, Web Collaboration,
Messaging, IM, Fax and Contact Center
CAPITALIZE ON DEPLOYMENT OPTIONS:
The most flexible and scalable deployment
From standalone to multisite, from converged to full IP, as appliance, on
standard server and virtualized, providing UC with ANY Voice infrastructure
WITH FEATURES TO INCREASE EMPLOYEE SATISFACTION:
The most innovative user experience
for PC Desktops (Windows & Mac OS), MS Outlook & Groupware Integration, supporting
all Smartphones, SEN Desktop-Phones and Tablets
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
OpenScape Business Key Takeaways
• Streamlined product portfolio (i.e. less cables, less hardware boards) will simplify the
product and increase overall margin
• Designed as an All-in-One Appliance with TDM, analogue, DECT, IP and UC as
default capabilities, driving Partners toward this higher margin business by selling UC
on top of a voice solution
• Packaging scenarios simplifies sales and drives SMB Customers toward IP and UC –
the higher margin business
• New license model lowers the Channel’s upfront investment and can be ordered and
activated online during installation
• 3 years SW Upgrades are included, receive all upgrades and updates for free
• 3 years of Partner Support is included with premium hotline, remote access platform
Copyright © Unify GmbH & Co. KG 2013. All rights reserved.
6

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