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Attack / Defense Against Nortel. CSBU LEV Business Development. Agenda. Nortel’s offer IP telephony Contact center What Nortel claims about: Themselves, their solutions and Alcatel Responding to Nortel claims Competitive positioning SWOT Key differentiators Price positioning Summary.

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Attack defense against nortel

Attack / Defense Against Nortel

CSBU LEV Business Development


Agenda
Agenda

  • Nortel’s offer

    • IP telephony

    • Contact center

  • What Nortel claims about:

    • Themselves, their solutions and Alcatel

    • Responding to Nortel claims

  • Competitive positioning

    • SWOT

    • Key differentiators

  • Price positioning

  • Summary


Nortel s offer for mle ip telephony

LAN-

Nortel’s Offer for MLEIP Telephony

Succession R3.0 Software VxWorks

Succession 1000M

Hybrid

Succession 1000

Full IP

  • Signaling server

  • Manages IP signaling

  • H.323 GK, GW

  • Call server

  • - Up to 1000 users

  • Media Gateways

  • Up to 4 per CS

  • Meridian IPE cards

  • 4 / 8 slots

  • Up to 448 phones

  • Call Server

  • - Meridian Call Controller

  • Up to 10K IP users

  • Media Gateway

  • Opt. 61c or 81c IPE cabinets

Campus

Signaling Server

BCM

Independent Branch Office

  • All in one voice and data

  • Based on Norstar

  • Separate user interface & management from S1K

  • Succession

  • Branch Office

  • 40 to 200 users

  • Survivable (local processing)

  • - Up to 255 per system

  • - 3 stacked Boxes

  • Succession

  • Remote Gateway

  • 5 to 50 users

  • IP phones survivability- local trunking

  • - BCM

Branch

BCM 200

BCM 400

Peer networking via H.323 / MCDN


Nortel s offer for mle applications and phones
Nortel’s Offer for MLEApplications and Phones

  • MCS 5100

    • SIP-based multimedia / collaboration platform

    • Collaboration – conferencing, whiteboard, co-browsing, file exchange, web push

    • Personalization – call screening, call logs, call mgt., routing

    • Multimedia – video calling, picture caller ID

    • Presence and IM (proprietary)

    • Gateway connection to Succession 1000

  • Call Pilot Unified Messaging

  • Optivity Telephony Manager

  • IP Phones:

    • i2001 – single-line, no display

    • i2002 – 4-line display

    • i2004 – 12-line with 5x24 LCD display

      • XML applications via Net6 server

  • i2050 softphone and i2050 Mobile Voice Client for PDA

    • H.323, MGCP and SIP compatible

i2004

i2002


Nortel s offer for mle contact center
Nortel’s Offer for MLEContact Center

  • Symposium server-based solution is composed of:

    • Symposium NCC (Network Control Center) for routing

    • Symposium link (Meridian Link 4 plus additional functions) for CTI

    • Symposium Agent

    • Periphonics IVR

  • Symposium Express

    • Bundled solution for up to 80 users

  • Symposium Web Center Portal (SWCP)

    • Periphonics infrastructure


Agenda1
Agenda

  • Nortel’s offer

    • IP telephony

    • Contact center

  • What Nortel claims about:

    • Themselves, their solutions and Alcatel

    • Responding to Nortel claims

  • Competitive positioning

    • SWOT

    • Key differentiators

  • Price positioning

  • Summary


Nortel s claims about themselves and our responses
Nortel’s claims about themselvesand our responses

  • 100-year heritage in telephony

    • Same as Alcatel

  • Global company in 150 countries with 50 million telephony lines sold worldwide

    • Alcatel is in 130 countries and has 500,000 enterprise customers

  • Number 1 globally in enterprise IP telephony line shipments (Dell’Oro)

    • According to the same report, Alcatel was #1 globally in IP-PBX shipments

  • Strong focus on enterprise – one of four core business areas

    • Nortel backed away from enterprise in 2001/2 and re-initiated when carrier market sank; Alcatel has maintained a constant focus on enterprise

  • Financially strong due to balance across carrier and enterprise markets

    • 2002 revenues of $10.56B; Stock price up over 1200% from low of $0.47 in October 2002

    • Enterprise accounts for approx. 25% of revenue

    • Nortel is still plagued by financial difficulties and scandals; Alcatel’s revenue in 2002 was $16B; our stock price has maintained a more stable position with recent strength; and enterprise is a significant contributor to our revenue as well


Nortel s claims about their solutions and our responses
Nortel’s claims about their solutionsand our responses

  • Offer full range of deployment options

    • Pure IP, IP-enabled, telephony, IPCC, multimedia

    • The OmniPCX Enterprise provides a unique solution with a single software base covering the smallest branches to the largest campuses with feature transparency, consistent user experience and a single management tool

    • Alcatel’s migration path is the smoothest in the industry, requiring only a software upgrade in most cases

  • VoIP solutions deliver the flexibility, reliability, and investment protection you expect from Nortel Networks

    • Nortel is late in the VoIP game and still playing catch-up

  • Broadest portfolio of enterprise solutions, including strong data portfolio

    • Alcatel has a superior campus data portfolio for supporting real-time applications, i.e. voice

  • Service provider heritage brings ultimate reliability

    • Alcatel also benefits from having service provider expertise and provides a broader range of high-availability features


Nortel s general competitive strategy
Nortel’s General Competitive Strategy

  • Channel strategy

    • Indirect

    • NextiraOne and Verizon primary channels in North America

  • Marketing messages

    • Vision: One Network, a World of Choice

    • Evolution without compromise

    • Engaged Business Architecture (EBA)

    • Eliminating the boundaries between voice and data, wireline and wireless, and public and private networks

  • General

    • Nortel tends to “milk” their large installed base, with add-ons, upgrades and services

      • Nortel is not winning a lot of “greenfield” business


Agenda2
Agenda

  • Nortel’s offer

    • IP telephony

    • Contact center

  • What Nortel claims about:

    • Themselves, their solutions and Alcatel

    • Responding to Nortel claims

  • Competitive positioning

    • SWOT

    • Key differentiators

  • Price positioning

  • Summary


Swot analysis nortel networks
SWOT Analysis Nortel Networks

  • Weaknesses

  • - Behind in IP telephony – very late in introducing

  • Succession

  • - SIP incorporated as an expensive, overlay solution

  • Weak branch story – Succession 1000 only scales

  • down to 80 users and BCM a totally separate

  • product-line

  • Proprietary, non-redundant CTI link

  • Strengths- Diversified across telecom for financial

  • stability

  • Well-established channel strategy

  • Expertise in telephony

  • - Relatively strong data portfolio

  • Strong migration strategy for installed base

  • Opportunities

  • Large installed base in voice to churn

  • Installed base in data

  • Strong service provider business to leverage

  • (channels and product synergies)

  • Threats

  • Company may back away from enterprises again if

  • service provider market turns around

  • Lost ground / respect due to late entry


Competitive positioning architectural flexibility
Competitive positioningArchitectural flexibility

  • Complex IP telephony architecture with lots of separate servers

    • Separation of call server and signaling server

    • Signaling server required at each WAN site

    • Call server connect directly to local media gateways, point to point MG connection

  • Expensive resiliency

    • Call server and signaling server both must be duplicated

    • Branch survivability relies on standby local processor at each WAN site

  • Call server still based on a proprietary hardware and runs on VxWorks

  • Limited scalability

    • 1,000 IP phones on Succession 1000 pure IP architecture Succession 1,000M (Meridian HW) scales up to 10,000 users

    • Max. of 10,000 phones in network

    • SIP platform (MCS 5100) not cost effective below 500 users

  • No XML telephony and management API


Competitive positioning intelligent networking
Competitive positioningIntelligent networking

  • Succession media gateways are not cost-optimized for branch offices

    • Succession Branch Office only scales down to 80 users

    • Only four or eight slots with high-density Meridian 1 interface cards

    • Signaling server and call processor required at each site

  • BCM may either be positioned for

    • “independent” branch offices

      • Lack of feature transparency (MCDN vs. ABC)

      • Two different management systems

      • Different software base, so different user interface / feature-set

    • Survivable remote gateway (BCM HW)

      • Emergency level PSTN connectivity only in survivable mode

      • Trunking only, no branch digital phone support (IP, analog and DECT)

      • Two different management systems


Competitive positioning agile workplace
Competitive positioning Agile workplace

  • IP Phones

    • Only two models in the i200X range currently available

    • Does not appear that the single-line i2001 is shipping (still)

    • Phone displays are character-based (not pixel) so weak for graphical content

    • Neither the M3900 digital phones nor the IP phones provide an alphanumeric keyboard

  • i2050 Softphone

    • Basic dedicated set emulation

    • No advanced integration with Lotus Notes and Microsoft Outlook

    • No web access

  • Unified Communications

    • CallPilot is a first-generation unified messaging solution - no SIP, XML, VxML

    • SIP supported as an overlay solution in the MCS 5100

      • Scaled down carrier product – not cost-effective for under 500 users

    • No XML or VXML support, so no eBusiness integration


Competitive positioning customer interaction
Competitive positioningCustomer Interaction

  • Symposium vs. Genesys

    • Network routing:

      • Third-party package not well integrated; results in extra time / cost for integration

      • Two routing strategies – network and PBX

    • Limited level of skill-based routing

    • Limited queuing technology options

    • Limited scalability

    • Does not support multiple switches or universal queue

    • Complex, voice-only reporting

    • Unable to support Universal queue due to lack of single framework

  • Succession vs. OmniTouch

    • Nortel not marketing embedded voice-only CC like OmniTouch

    • Symposium for departmental must be on separate server


Analyst quotes
Analyst quotes

  • Current Analysis, 9/03:

    “…the product does not particularly stand out from the crowd. … the system gives new customers little reason to choose Nortel packet telephony equipment over those of other vendors.”


Agenda3
Agenda

  • Nortel’s offer

    • IP telephony

    • Contact center

  • What Nortel claims about:

    • Themselves, their solutions and Alcatel

    • Responding to Nortel claims

  • Competitive positioning

    • SWOT

    • Key differentiators

  • Price positioning

  • Summary


Pricing
Pricing

  • Nortel’s price-positioning for IP (Succession) is very expensive

    • We generally do not see them

    • Highest per-user pricing in Miercom benchmark article, BCR, January 2004 ($796 per user)

  • For TDM:

    • Nortel does about 70% of their business on installed base

    • Nortel BPs can buy equipment from the refurbished/second-hand markets

    • For large enterprise, almost every deal goes through executive discount

  • Current Analysis, 9/03:

    “The system pricing tends to range from approximately $650 to $750 per voice

    station. This price tends to apply to relatively large installations (up to about 2,000

    users). Smaller installations tend to cost more – approximately $1,000 to $1,100

    per station.”


Agenda4
Agenda

  • Nortel’s offer

    • IP telephony

    • Contact center

  • What Nortel claims about:

    • Themselves, their solutions and Alcatel

    • Responding to Nortel claims

  • Competitive positioning

    • SWOT

    • Key differentiators

  • Price positioning

  • Summary


How to attack nortel 1 3
How to attack Nortel (1/3)

  • Architectural flexibility

    • Nortel is late in IP telephony and is still playing catch-up in its architecture

    • Going with Nortel for a customer means:

      • High TCO: several different servers and boxes per site

      • Nortel-proprietary hardware and VxWorks

      • Succession is not a supplier of wed services (no XML API)

  • Intelligent Networking

    • Nortel does not have a well-integrated, low-end branch solution

    • Going with Nortel for a customer means:

      • Choice between expensive Succession branch solutions or separate, independent BCM systems


How to attack nortel 2 3
How to attack Nortel (2/3)

  • Highest Reliability

    • Nortel has expensive resiliency

    • Going with Nortel for a customer means:

      • Call servers and signaling servers must be duplicated

      • Remote sites require call servers for survivability

  • Agile Workspace

    • Nortel’s unified communication suite offer is based on multiple platforms (MCS5100 , softphone and CallPilot)

    • Going with Nortel for a customer means:

      • No consistent unified communication application suite

      • Higher integration costs (no XML, VxML)

      • Limited future-proofing (Softphone, UM)


How to attack nortel 3 3
How to attack Nortel (3/3)

  • Interaction Management

    • Proprietary interface to Genesys

    • No longer support departmental embedded CC

    • Silos for advanced applications (individual blocks from separate acquisitions)

    • Going with Nortel for a customer means:

      • Higher integration costs

      • Higher capital and management costs for departmental CC



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