unified communications - collaborative services that deliver greater business efficiency
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Unified Communications - Collaborative services that deliver greater business efficiency Built on Exponential-e’s fully resilient platform, our UCC offering includes presence, IM, voice, video and collaboration tools - and we believe reflects the next generation in telephony communications.TRANSCRIPT
Welcome & Introduction
Simon AcottBusiness & Partner Development Director - Exponential-e
“The changing face of the workplace…”
• The virtual workplace
• Business Continuity & Disaster Recovery
• Big Bang versus step-by-step migration?
• And finally . . . Why your network is so important . . .
Achieve the status whereby Exponential-e is
acknowledged among our peers and clients as the most advanced and innovative business technology enabler in Europe . . .
Meeting our brand promise Trusted Supplier Status
OverviewProducts & Service
Support
Exponential-e Overview
• Founded in October 2002
• 2013 £50m turnover; £7.3m EBITDA
• 285 employees
• 30% 5 year CAGR
• 100GigE Layer 2 VPLS network
• 140 BT Ethernet Exchanges
• Our own Cloud Infrastructure
• And work to exacting international ISO management standards
BroadsoftExponential-E, 25th November 2014
Why should we look toward Unified Communications?
An Introduction to us
• Founded 1998• Our CEO and CTO are the founding
team!
• We went public in June 2010• (NASDAQ : BSFT)
• People• 800 in 23 Countries
• 325 people in R&D
• Headquarters• Gaithersburg, Maryland, USA
• Market• 30% market share (Infonetics)
• Ecosystem• 500+ technology partners
• 5,000+ developer partners
We Enable Unified Communications in the Service Providers Network
BroadSoft, Inc. 2014
Is this how you picture yourself?
• Cost: I need to keep costs under
control and manage my budget and
cash flow
• Productivity: My employees are
demanding more tools to make their
lives easier?
• Customers: I need to find better
ways to engage with my customers?
• Frustration: I spend too much time
managing my suppliers and not my
business
• Simplicity: The potential complexity
of something new stops me from even
considering a change!
How do your employees benefit from hosted?
Productivity, Control, Flexibility
• Productivity: dramatically
improves when users have the
most appropriate tools which are
easy to use
• Control: being able to control how
you interact and engage with
customers, co-workers helps
users manage their daily workload
• Flexibility: Being able to access
all of your services regardless of
location increases users ability to
perform more efficiently
Example: Knowledge Worker
James
James is a project manager in a busy programme office who manages multiple complex projects with tight deadlines
He is largely office based but does spend time at customer locations during the course of his projects
“Managing project meetings when all of the project members are busy or remote to the office means I spend too much time chasing them for updates or they simply cannot attend meetings”
Profile
Key Challenge
Setup & chair project meetings
Provide timely updates to senior project stakeholders
Liaise with external parties
Scheduled Audio & Video Conferencing and Collaboration
Ad hoc One click activation of My Room – an always on virtual meeting room
Increase personal producvity
Flexible work / life balance
Helps increase motivation as easier to get work done
Increase business produciivity with more projects completed on-time
Increase agility to respond to ever changing events
Key Tasks Solution End User Benefit Business Benefit
Example: Executive
Andy is Head of Sales
He is constantly traveling to meet with customers and prospects
He has to provide regular updates to the business owner and team
“I need to constantly stay in touch with my business and serve customers to win new business and protect existing revenue streams”
Profile
Key Challenge
Liasing with customers be they prospects or existing ones
Report on sales performance to the management team
Manage and motivate the sales team
Single number for his customers
Accesibility via mobile phone, tablet or remote location
Run sales meetings via web collaboration
Increased personal and team productivity
Foster better teamwork across mobile and dispersed teams
Win more business by being able to react more quickly
Keep existing customers happy
Key Tasks Solution End User Benefit Business Benefit
Andy
Example: IT Manager
Simon needs to setup and manage the IT infrastructure and applications necessary to run the business
He is mainly office based and often roams the building to conduct tasks
“I’m constantly interrupted by end users and often fire fighting. I need more time to focus on running the applications vital to the successful running of our company”
Profile
Key Challenge
Set-up and manage the IT systems and business critical applications
Support end users with IT problems
Self-serve portal 24x7 from anywhere
Save time by outsourcing to the cloud
Accessible on any device, deskphone, mobile
Free up time to focus on the business applications
Increase productivity by being able to access and make UC system changes anywhere
Smoother business operations
End users are happier as issues are resolved qucker
Capex previously tied up in comms can be used elsewhere
Key Tasks Solution End User Benefit Business Benefit
Simon
Realistic & Achievable Cost Savings
• With Hosted UC you can eliminate the
following;
• Expensive capital purchases
• Recurring maintenance charges
• Additional running costs, e.g. moves,
adds, changes & upgrades
• Typically the 3 year TCO of Hosted UC is
30% lower than a premise based solution
Thank you
Unified Communications
The Exponential-e Approach
David EdoHead of Unified Communications & Collaboration - Exponential-e
Rachel DarcySales Consultant - Exponential-e
Why?A Natural Evolution
InternetWAN
Voice
Cloud
UCC
OptimumPerformance
Why? Work closer with youAs your trusted partner
Why?Building our own platform
Control
Private, Secure Resilient, Robust
How?Working with the best partners
How?Keeping it simple
What?Exponential-e UC
What?Exponential-e UC
The VirtualWorkplace
Steven HarrisonLead Technologist - Exponential-e
Workplace of the future?
Some of the challenges of mobility or other flex-work programs are that we’re reluctant to treat workers differently for fear of “fairness” issues, and we’re not very good at managing, let alone managing remote workers. Too many managers rely on attendance and time at one’s desk instead of setting explicit expectations and mastering other management practices needed to make internal (inside the building) or external (anywhere else) mobility work for both the employer and the employee. –Jan Jonson - VP Design and Workplace Resources at Allsteel
Or Worker of the future?
It’s all about the Interface
In 2002, the film Minority Report predicted seven technologies that took less than 10 years to become reality: Heads-Up augmented reality displays (Google Glass), controller-less input (Microsoft Kinect), automated driving (Google Drive), flexible displays (Plastic Logic), Real-time facial recognition (on most smartphones), intelligent targeted advertising (online), autonomous micro drones (BAE Robobugs).
The Importance of being seen
7%
38%55%
Speech
Tone
Facial
Albert Mehrabian conducted a series of very influential studies in the late 1960s. He arrived at a formula for human communication.
Enterprise 2.0
The Importance of Video
Forrester Forrsights Networks And Telecommunications Survey, 2013
The Importance of Video
VC / UCaaS
Wainhouse Research 2014
BYOD in the Workplace
Business Intelligence 2012
More Collaboration!
Thank youwww.Exponential-e.com
© Polycom, Inc. All rights reserved.
Chris Wortt – Sales Director ATG
Exponential-E – Unified Communications
© Polycom, Inc. All rights reserved.
Polycom – who are we?
Thank You!
Customer Type and Case Study
Market Position
Why Polycom and Broadsoft?
Agenda
© Polycom, Inc. All rights reserved.
Polycom at a Glance
US$1.37B Revenue in 2013
US$584M in cash and investments
StrategicPartnerships
Diverse, global ecosystem of partners
40+ Interoperable Microsoft Lync Solutions
Robust Microsoft, BroadSoft and AT&T Alliances
Market-Leading Ecosystem
CustomerMomentum
415,000+ customers
100% of the Fortune 100
97% of the Fortune 500
96% of the Fortune Global 100
IndustryMomentum
Polycom named Video Conferencing
Leader in Forrester Wave Report
Financial Strength
Industry Leading Voice Solutions
13 Million Devices and Counting
Extending our voice leadership, openness and integration with Broadsoft and 3rd party call control partners across the new Polycom® VVX® Business Media Phones
© Polycom, Inc. All rights reserved.
© Polycom, Inc. All rights reserved.
Polycom Market LeadershipExtensive range of voice solutions for any environment
Polycom is the market leader in OpenSIP phones with the
largest number of Lync interoperable handsets
Broadest portfolio of OpenSIP handsets
Largest VoIP interoperability including Broadsoft
Intuitive User Experience, HD Voice clarity
Very high reliability: Annualized Failure Rate < 0.3%
Source: Webtorials (Sonus Networks, Inc., Feb 2013 )
Broadest portfolio of conference phones
Largest interoperability: PBXs, IPBXs, UC Platforms,
Soft switches & Service Providers environments
Very high reliability
Polycom is the market leader in IP/TDM Audio
Conferencing Endpoints
Source: Frost & Sullivan, 2012 Source: Frost & Sullivan, 2012
© Polycom, Inc. All rights reserved.
BroadSoft and Polycom Joint Value Proposition
Polycom was one of the first eco-system partners – more than 10 years!
• Hosted UC Services expertise, market
• Strong Service Provider market presence
• Simplifies IT/ Deployment for UC to SMB
• Delivers TCO savings, flexibility to customers - cuts CAPEX investment
• HD Voice and Video market share
• Strong Enterprise market presence
• Voice and Video innovator
• Strong Alliance Partnerships
Polycom and BroadSoft offer enhances UC solutions featuring IP telephony with Polycom HD Voice, video conferencing and
telepresence, creating expanded opportunities for Service Providers
© Polycom, Inc. All rights reserved.
Target SegmentsUnderstanding segment characteristics
BenefitsSmall Business
Up to 50 employees on a single site
Mainly Circuit Switched, some VoIP
WLAN used for data access
Key system or Centrex
Little or no onsite IT support
Standard office apps users
Features Small & Medium
Enterprises
Up to 500 employees
May cover multiple sites
Mix of Circuit Switched and VoIP with
VoWLAN
Key systems, hosted telephony,
premise based IP-PBX
Some onsite IT Telephony support
Mix of collaboration applications
Competitive Differentiators/PositioningLarge Enterprises
More than 500 employees
Multiple sites, multinational locations
VoIP and hosted telephony deployed
Various Call Control Platforms
Onsite IT with telephony experience
Pervasive collaboration software
© Polycom, Inc. All rights reserved.
Type of Users: Small BusinessUnderstanding segment needs
Simple, reliable phone, no distractions of advanced
features
Excellent audio quality
EndUsers
Minimal configuration and management
Interoperability with existing PBX investment
IT Staff
Ensure reliable and crystal clear communications
with customers and partners
Keep operating costs to a minimum
Business Goal
Smal
l B
usi
ne
ss N
ee
ds
© Polycom, Inc. All rights reserved.
Type of Users: Small-Medium Enterprises (SME) Understanding segment needs
HD Audio quality, high reliability, call management
Access internal directory
Selection of phones various staff
End Users
Easy to configure
Interoperability with existing PBX investment
Call quality monitoring for quick problem resolution
IT Staff
Improve employee productivity and enhance
communications with customers, partners and staff
Business Goal
Smal
l –M
ed
ium
En
terp
rise
Ne
ed
s
© Polycom, Inc. All rights reserved.
Type of Users: Large Enterprises Understanding segment needs
HD Audio quality and record voice calls
Use with advanced workflow apps
Selection of phones various staff
End Users
Fast deployment and software upgrades
Quick troubleshooting and problem resolution
Comprehensive PBX support
IT Staff
Use voice as one of the communication options to
maximise employee productivity and business
opportunities with customers and partners
Business Goal
Larg
e E
nte
rpri
se N
ee
ds
© Polycom, Inc. All rights reserved.
Customer Profile
Global Serviced Office company headquartered in the United Kingdom that delivers “High Brand” Office Space on short, medium and long term basis.
• Already familiar with Hosted / Cloud UC&C solution - deployed internally in HQ campus only. The Organization had deployed the solution to 3,000 users
• 24,000 more voice devices, with a total of 28,000 users (employees and contractors)
• For the global voice requirement, the customer uses the full featured UC&C solution including, presence, IM and multiple end-point support (Headsets, Handsets, soft-clients, web clients, Smart/Mobile).
© Polycom, Inc. All rights reserved.
Benefits. The Organization experienced the following benefits, which totalled $15,363,925 (risk- and Present Value-adjusted):
• Easier collaboration allows power users of UC&C Solution to save 20 minutes per day.
• In 50% of cases, this saved time is put to productive use within the organization.
• With Broadsoft and Polycom, the phones no longer need to be physically moved when a user relocates offices, saving IT staff $30 per move.
• Polycom phones allow cost savings on purchase and installation more streamlined with Broadsoft.
• The Organization reported that Polycom voice solutions in the Broadsoft UC&C solution were easier to manage and maintain providing cost savings associated with third-party managed service maintenance contracts.
© Polycom, Inc. All rights reserved.
Costs. The Organization experienced the following costs,which totalled $7,774,160 (Present Value -adjusted):
• Phone purchase and Broadsoft license costs ($4,665,316). The costs to purchase various Polycom VVX units and associated Broadsoft licenses per user
• Ongoing platform maintenance costs (third-party managed services company) ($2,821,187). These include third-party costs for ongoing administration and maintenance of the solution, totaling $3.5 million over three years!!
• Professional services costs — Polycom ($287,657). These include project management and implementation services provided by Solution Consortium, and
initial end user device deployment.
© Polycom, Inc. All rights reserved.
The results - Summary
• The Polycom Broadsoft Powered, Hosted/Cloud based UC&C solution helped the Organization achieve the following benefits (risk- and present value [PV] adjusted) over three years:
• Improved productivity and collaboration: $12,341,123.
• Employee relocation cost savings: $452,351.
• Phone purchase and installation savings: $1,988,182.
• Managed services cost savings: $582,269.
• Total cost savings and benefits: $15,363,925
© Polycom, Inc. All rights reserved. 56
Thank You
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