cloud pbx: using mobility applications to … · 2018-04-02 · cloud pbx: using mobility...

1

THE BRAINS OF THE NEW GLOBAL NETWORK

CLOUD PBX: USING MOBILITY APPLICATIONS TO

DIFFERENTIATE YOUR PRODUCT IN A CROWDED

MARKETPLACE

MTA CONFERENCE

Brian Gregory March 2015

Metaswitch Networks | Proprietary and confidential | © 2015 | 8

Manager Market Development, Metaswitch

Technology/telecom consultant

Director of Product Management – large CLEC

Sprint – 10 years in marketing and product management

MBA, MS in Operations

BRIAN GREGORY BIO


OUR CUSTOMERS’ SUCCESS WITH METASWITCH BUSINESS SERVICES

>55% YoY Growth

O ur cus t om ers on

aver age g r ow i ng

t he i r HPBX l i nes

a t

… and More


2

WHEN ITS ON A BILLBOARD…


…HOSTED UC HAS JUMPED THE SHARK

Differentiate in a crowded market?

Maintain & Grow Revenue and Loyalty?

Now, how do you?


PARTICULARLY WHEN YOUR CUSTOMER IS BECOMING…


3

THE MOBILE WORKFORCE


ISLANDS OF TECHNOLOGY - BAD


Companies want mobility integrated

into the larger enterprise

HOW IMPORTANT ARE FEATURES PRE AND POST PURCHASE?

30% 70%

30% 70%

31% 69%

38% 62% Softphone

Auto Attendant

Call Center

Mobility and UC

Important to Purchase Decision Important to Our Company Today


4

None 30%

One Service 22%

Two Services 12%

Three or More Services

36%

PURCHASES OF MULTIPLE CLOUD SERVICES


80% of respondents are

likely to move some part

of their IT to the cloud

For larger businesses,

it’s more like 95%

Why?

Cost savings

Ease of management

Access to technology

MOVING TO THE CLOUD? YEAH…


Extremely likely 11%

Very likely 32%

Moderately likely 36%

Slightly likely 12%

Not likely at all 9%

POSITIONING THE INEVITABLE


5

94%

83% 78% 78%

71%

6%

17% 22% 22%

29%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

1 to 4 5 to 19 20 to 49 50 to 99 100+

TDM IP

VOIP DEPLOYMENT BY COMPANY SIZE

Lots of market out there…


UC AND MOBILITY APPS


DEFINING UNIFIED COMMUNICATIONS


6

Soft phone with PBX functions

Instant messaging with ‘presence’

Contact management/integration

Integration with Microsoft Outlook

Integrate with business applications

UNIFIED COMMUNICATIONS – KEY FEATURES


Make and receive calls over

mobile networks and Wi-Fi

Mid-call features such as transfer

and park

Seamlessly move calls to another

device

Instant messaging with presence

MOBILITY – KEY FEATURES


OTHER PRODUCT CONSIDERATIONS - BATTERY


Well engineered solution

8% 12% 18%

No app running registered on WiFi registered on 3G average drain

typical UDP app

7

Wi-Fi to Cellular call continuity

Important to maximize signal for voice quality

Codec also makes a difference

3G/4G TO WI-FI MOBILITY


BEST PRACTICES FOR YOUR

OFFER


THINK SIMPLE WITH YOUR OFFER

Sim

ple

for…

Sales to position

Sim

ple

for…

Customers to under-

stand

Sim

ple

for…

Operations to turn-up

and support


8

PACKAGING OVERVIEW

3 seat types – Basic, Standard, Premium

Phone is separate – can be leased or purchased

LD is included –minutes per seat aggregated

across the account

Non-recurring will be minimal – low barrier to entry


RECOMMENDED PACKAGING AND PRICING

Basic Seat

Standard Seat

Premium

Seat

Global Features (included in every

sale)

Includes: PBX Feature Set

Basic plus: • CommPortal

access

• Voicemail • Business Call

Manager

Standard plus: • UC and

Mobility

• Auto Attendant • Music on Hold

• Admin Portal

Target • Utility

applications

(lobby phone)

• end user configuration

• Knowledge worker

Pricing (MRC) $15 $25 $30 approximately

Long Distance Unlimited or large bucket of minutes

Voice Transport

Included (data access would still be required)

Phone Price $5-50 per month based on chosen phone with option to purchase

Non-recurring $30-50/seat (one-time)


Polycom VVX 300

Key Features: • 10 programmable buttons

• Monochrome display

• Speakerphone

Price: $150 or $5-8/mo.

EXAMPLE – PHONE OPTIONS PHONES – KEEP TO A MINIMUM


9

WHAT ARE YOU WILLING TO SPEND?

Wouldn't Pay Extra

$5 per month per mobile phone




Not interested

29%

21%

20%

17%

8%

5%

Wouldn't pay extra

$5 per month permobile phone




Not interested

18%

11%

24%

26%

17%

3%

SMALL MID

2013 Metaswitch commissioned SMB Market Research


MARKETING EXAMPLE – ALASKA COMMUNICATIONS


COMCAST APP – INCLUDED IN UC PACKAGE


10

CONCLUSION


Mobility/UC gives your customers have the tools to succeed

Keep competitors at bay – all deploying mobility as part of

their offers

cloud pbx: using mobility applications to … · 2018-04-02 · cloud pbx: using mobility...

Documents