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How to sell OmniPCX Office Compact Edition

How to sell OmniPCX Office Compact Edition. December 2003. Agenda. Small enterprise market & Alcatel strategy How to sell OmniPCX Office Compact Edition? OmniPCX Office Compact Edition business cases Business case n°1: small office Business case n°2: medical cabinets, lawyers cabinets

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How to sell OmniPCX Office Compact Edition

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  1. How to sell OmniPCX Office Compact Edition December 2003

  2. Agenda • Small enterprise market & Alcatel strategy • How to sell OmniPCX Office Compact Edition? • OmniPCX Office Compact Edition business cases • Business case n°1: small office • Business case n°2: medical cabinets, lawyers cabinets • Business case n°3: small agencies in large account • OmniPCX Office Compact Edition sales tools

  3. Small enterprise market & Alcatel strategy • Small enterprise market • Small enterprise customers needs • Alcatel strategy & position on this market • OmniPCX Office Compact Edition positioning into the OmniPCX Office range

  4. SMB Mid Market • Main sites, Branch Offices, networking (average 4 sites) • Companies from 50 to 500 employees. Sites from 5 to 250 users • Technology background, ITC department • Formal decision process with internal competences involved • Integration in corporate environment, future safe • Applications , IP Networking • Added-value channels, System integrators. Operators (added-value organization) LE 53K Custom, Projects 500 SMB, LE 425K SMB. Mid Market 100 Solutions SMB 3M Installation required 20 SMB. Smaller Biz. 12M SMB. Mass Market Packaging, Compact, 2 Tiers Distribution • SMB Mass Market • Mono-site or small number of sites (average 1.2-1.3) • Companies from 5 to 200 employees. Sites 5 to 100+ users • Little or no technology background, no formal communication or IT department, no technology strategy • Owner is decision maker • Business benefits, needs not always identified by customers • Simplicity, overall solution price • Volume making channels. Distributors, small resellers. Operators 5 SoHo. 49M 1 Cash and carry Self-employed companies. 43M 0 Small enterprise market(worldwide) Number of Employees Per Company Number of Companies Worldwide. Total: 107M

  5. Alcatel SMB Offering : a unique portfolio for all segments • D) Advanced Voice, Networking, CTI • Advanced Telephony, Networking • VM, Umsg, IVR, Contact Center • Mobility, CTI • E) Advanced Voice, IP convergence, Networking, Applications • Advanced Telephony, Networking • IP, Branch Offices • VM, Umsg, IVR, Contact Center • Mobility, VoWLAN, CTI, MM IP Applications SMB Mid Market OmniPCX Enterprise OmniPCX Enterprise IP • A1) Entry Voice • Basic Telephony • Price • B1) Advanced Voice • Advanced Telephony • VM, AA, ACD • Wireless, Mobility • CTI • C) Convergence. IP, Data, Internet, Applications • Advanced Telephony • AA, UMsg • Mobility, VoWLAN • CTI, XML • IP, LAN, Internet, Apps SMB Mass Market OmniPCX Office Business • A2) • B2) OmniPCX Office Business, e-Business OmniPCX Office Business Pack

  6. Small Enterprise customers needs • Efficiency • they need to stay competitive and ensure the minimum services • Simplicity • the decision maker is the owner, he is focused on his core business and no IT staff • Cost saving • an enhanced telephony services with a minimum of staff

  7. Alcatel strategy & position on this market • Alcatel target: • small companies from 6 to 12 users • mono site & multi site (small agencies) • the owner is the decision maker, he is focused on his core business • priority sectors: retail, services, bank, insurance, post office & real estate • Alcatel OmniPCX Office Compact Edition, ideal solution for this segment • wall-mounted cabinet, adapted form factor for this segment • advanced voice features • professional solution, with greeting, mobility and CTI • aggressive price positioning

  8. OmniPCX Office Compact Edition is a part of the OmniPCX Office family • all the know-how in Voice communication Features 6-12 optimization.Compact Edition. Convergence, Voice, Data, Internet, Applications OmniPCX Officee-Comm Appliance OmniPCX OfficeVoice Appliance OmniPCX Office Compact Edition Advanced Voice, IP, Voice Applications 6 20 30 100 200 Company Size OmniPCX Office Compact Edition positioning into the OmniPCX Office range

  9. How to sell OmniPCX Office Compact Edition? • Solution overview • Commercial offer • Price positioning • Full process • Customers & distributors benefits • OXO CE and OXO Small benefits table

  10. Solution overview(1/4) • A voice communication system • For very small companies, from 6 to 12 employees with a maximum of 37 users • A part of OmniPCX Office family, with all benefits of OmniPCX Office technology • 3 ISDN packages equipped with WM, CTI and mobility • Maximum configuration : 12D(2/8/4) • 4 x Multi-Reflexes 12 UA • 1 x UA 1 UA • 3 x IBS 20 DECT • 4 x Z 4 Z • Total37 users

  11. Later on Solution overview(2/4): environment

  12. First Easy Premium Advanced Enablers Mobile 100/200 Reflexe Solution overview(3/4): full Reflexe terminals range support

  13. OXO CE Content Evolution to Re-use Add Wall case CPU-2 Mixte board OXO software Licenses Pack Terminals IBS Applications OXO CE max capacity :37 users All (except mixt board in casee of exchange) mixte 4/8/4 Max 4 Multi reflexe Max 20 DECT Mobiles Max 13 ReflexeMax 4 Analogue sets. OXO CE + additional licenses All + ELP process Additionnal licenses (see CE offer)Xmem64 if necessary OXO CE VOIP all VOIP 4/8 channels daughter board (Q3/04) OXO rack All except case Rack S, M, ou L caseAdditionnal HW & Licenses OXE « CE » in Branch Office All except CPU and software GD board for OXE in Branch Office Solution overview(4/4): ready for VOIP, smooth evolution

  14. Commercial offer(1/2) • Commercial release • in May 2004 • Geographical availability • European countries • Simplified offer • Limited number of references, easy to find the right solution • 3 packages, including HW and SW licenses • including voice mail, CTI & mobility • options: more voice mail, expansion, upgrade, back up… • For first sales, you can quote and configure the package and the additional hardware but not the additional licenses • For the add on, you can manage the additional hardware and software licenses

  15. Additional Licenses 1 Licenses Pack Options: 1° sale 3 HW Packages • 16 UA / 8Z Lic. • Mobility (20 x DECT Licenses) • 2 ports/80’ VM (with Xmem64) • Remote VM Custo • DISA • 4 x Welcome Msg • Personnal Assistant • 2’ MOH • 2 x Languages • ARS/LCR • 3000 names directory • 1000 NMC tickets • TAPI 2.0: 10 sessions & 25 supervisions • 10 x PIMphony Basic • Automatic Attendant (standard messages ) • 2 x add. Languages (with Xmem64) • 4 x add. Welcome Msg (with Xmem64) • Tapi 2.0 (25 sessions & 50 supervisions) • Pimphony Pro / Team x1 & x10 • ISVPN • RAS 2 B channels … evolutive offer Cabinet: • Wall mounted • Ext. 12 V-DC Source • Int. DC/DC Convert. • 2 x Slots (0 free slot) • Cabling cover • No fan nor battery CPU-2 Generic: • No Hard Disk • port LAN • 2 ports/20’ VM ISDN Mixt boards : • 2T0/4UA/4Z or • 2T0/8UA/4Z or • 2T0/4UA/8Z CPU Options : • Xmem64 (80’ MV and/or 2 add Lang. ) • AFU (Door-phone) Power Back-up • UPS-300 / 650 … • Desktop battery charger (without batt.) • 4h/8h autonomy • 7AH battery (x1= 4h) Reflexe range • DECT Mobiles • DECT IBS • Multireflexe …evolutive offer Commercial offer(2/2) PACKAGED OFFER : first sale

  16. Price positionning: agressive WPL

  17. Full process(1/5) Unique European References • 3 single references for 3 ISDN packages • 3 x ISDNVoicePack’s (3 capacity variants) including: • Cabinet / Power supply / Packing / CD • CPU-2 loaded with licenses pack • 1 mixte board (2T0/4UA/4Z or 2T0/8UA/4Z or 2T0/4UA/8Z) • Identical package whatever the country of destination • The country variant is charged at the time of the installation • Simplified PM5 Process • 3 single references for 3 analogical packages • mixed Cards APA: release 3.1 (Q3/04)

  18. Full process(2/5) Fast and easy quotation for customer • ACTIS or Express Quote • Selection of the CE offer > access to EC perimeter and choice of the items • Configured Mode same as standard offer • Edition of the quotation for the customer (xls file) • Export of the order file towards distributor info system (csv) and eCom (ali) • Paper catalogue • CE Catalogue extract from eCom (pdf file) • Ordering trough eCom • ACTIS file import (purchase by unit) • Direct keying on eCom (purchase by quantities or by unit)

  19. Full process(3/5) DELIVERY starting from finished product stock • Stock fullfilment for the distributors: per quantities • the Distributor orders quantities to renew its stock: (Systems + stations + HW options in direct keying on eCom) • the quantities are preferably in modulo (pallet, regrouping cartons...) • logistic Costs reduced for the distributor (only one delivery, invoicing) • the items are delivered in D+5 exworks (transport time not included) • the delivery to the customer in D+1 is possible from distributor stock • Express Delivery to the Business Partner or the customer: per unit • the Business Partner orders a customerconfiguration:(a System + terminals + HW options in direct entry on eCom) • the items* are delivered in D+1 exworks (transport time not included) Note * the delivered additional items are not integrated in the system

  20. Full process(4/5) Easy additional licenses selling ans easy maintenance • Additional licenses selling: • Order taking on eLP with CPU-ID (standard process) • local or remote loading of the new software key (standard process) • All maintenance articles are managed in catalogue • Empty Case • Marked cabling cover • External AC/DC 12 V power supply • DC/DC Converter (easy access) • Back panel (easy access) • Mixed boards • CPU-2 board: • CPU exchange for maintenance • swap of license with CPU-ID (standard eLP process )

  21. Quotation Paper catalogue or ACTIS or ExpressQuote Ordering Direct keying on e-buy or .ali File import on e-Buy from ACTIS or ExpressQuote Delivery D+1 (Express) D+5 (Stock) + transportation Installation Wizard or PM5 + Country variant at initialization Maintenance Same process as OmniPCX Office Full process(5/5)

  22. Customers & distributors benefits Customers needs a design adapted to small office environment Compact Edition answer wall mounted no fan no visible cabling • Benefits • save space • no noisy environment • for the staff • nice design

  23. Customers & distributors benefits Customers needs a professional telephony services with easy evolution • Compact Edition • answer • (from OmniPCX Office) • high performance in voice • high flexibility • Benefits • protect investment • offer the possibility • to evolve towards • OmniPCX Office

  24. Customers & distributors benefits • Distributors needs • simple to order • and to install Compact Edition answer only 3 packages ready to sell(in quantities) 1 complete solution in a box express delivery • Benefits • save time, energy & cost • leverage the existing • OmniPCX Office investment

  25. CE plus OXO CE OXO Small Small plus Designed for office environment Neat design, wall-mounted, clean cabling , silent Rack form adapted to customer data environnement Open , evolutive Better margins for the distributor and better < 20 market penetration. Cheeper Packaged Solution .Competetive offer in 20 ext. Segment. Open Solution :1 free slot / scalable with M , L, XL racks Competitive Price over 12 extensions.Value added platform. Licenses pack covering 90% of customer needs . More licenses in the package.Open to additionnal licenses More openess with the hard disk.Evolutive to internet & eBusiness. Configured upon customer need. Ready for VOIP No need to change CPU Low cost VOIP Solution (4/8 channels daughter board in Q3/04) Same, plus CO-CPU standard offer 16 VOIP channels with CO-CPU Simple & quick.Stock mode or Express delivery. Ordering in Direct keying on eCom . ACTIS for quotation. Actis tool & BTCO delivery. Configured at customer needs. OXO CE and OXO Small benefits table

  26. OmniPCX Office Compact Edition business cases • Business case n°1: small office • Business case n°2: medical cabinets, lawyers cabinets • Business case n°3: small agencies in large account

  27. Business Case n°1: small office Customers needs professional services fast evolution adapted design affordable price • Compact Edition answer • embedded Voice Mail, CTI and mobility • high flexibility • native wall mounted format • good ratio quality/price

  28. Business Case n°2 : medical cabinets, lawyers cabinets Customers needs professional welcome vertical applications needs bill the telephony expenses to lawyer’s client affordable price Compact Edition answer rich call handling (e.g. boss&secretary) CTI vertical applications call metering and account code facilities good ratio quality/price

  29. Business Case n°3: small agencies in large account Customers needs centralized operator and optimized rerouting centralized management evolution toward VoIP • Compact Edition answer • a first level of networking • upon ISDN(ISVPN) • the centralized management • through the Alcatel 4760 application • VoIP in Q4/2004

  30. OmniPCX Office Compact Edition sales tools • New: Alcatel Half Year Launch Guide • availability: Jan 2004 • New: Alcatel OmniPCX Office Compact Edition brochure • availability: Jan 2004

  31. Why OmniPCX Office Compact Edition? For customers • OXO CE is a professional voice advanced solution • Offering Voice, Data, embeded Voice Mail, CTI apps, integrated DECT, VOIP evolution, management tools • OXO CE is feature evolutive • Licenses add-on to open features or functions • Direct benefits from OXO range evolutions • OXO CE is expandable • Up to 37 users • Xmem64 to expand functions • OXO CE migration path towards OXO rack • Re-use CPU and mixte board • Re-use all terminals, licenses and applications • OXO CE is future proofed • Ready for VOIP in next 3.1 version

  32. Why OmniPCX Office Compact Edition? For Business Partners • No investment need for the Business Partner • OXO CE is 100% part of OXO family: • Same Hardware bricks • Same software and same evolutions • Same sales and installation trainings • Same management tools (PM5/Wizard), local, remote, centralized (4760) • Same RSC offer, allowing added value services selling on installed base OXO CE is feature evolutive • Licenses add-on to open features or functions • Direct benefits from OXO range evolutions

  33. www.alcatel.com

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