Selling Unified Communications David Byrd EVP Sales and Marketing May 4, 2011
Unified Communications • Unified communications (UC) is the integration of real-time communication services such as instant messaging (chat), presence information, telephony (including IP telephony), video conferencing, data sharing (including web connected electronic whiteboards aka IWB's or Interactive White Boards), call control and speech recognition with non-real-time communication services such as unified messaging (integrated voicemail, e-mail, SMS and fax). • UC is not a single product, but a set of products that provides a consistent unified user interface and user experience across multiple devices and media types.
Unified Communications Integrated Communications • Voice, data & Internet • Voicemail, email and messaging • Video and application sharing • Audio, web and video conferencing • ACD and contact center • Phone, mobile and PC • Enterprise Convergence • Networks and systems • Software and applications • Processes • Real-Time • Presence, VoIP and IM • Collaboration • Team spaces, share files and desktops • Centralized Control and Management Why UCaaS?
NewCommunications Paradigms • “Unified Communications market will triple in size to almost $18 billion by 2014.” Why Now? Source: Gartner and IDC
Why adopt UC solutions Applications can improve the productivity and efficiency of workers: Videoconferencing, directory support applications, mobile technology, personal assistants and notification applications Unified communicationsinvolves combining functional areas to improve communications for faster response to events and more timely access to information: PBX, IP PBX, softphones, voicemail, unified messaging, e-mail, desktop calendaring and audio conferencing, Web collaboration, videoconferencing, presence, and instant messaging Results: improved communications and collaboration, and the more efficient utilization of human and material resources. Source: Gartner
Value Curve for Unified Communications Company Organization Project Team Individual Unit Group Company Ecosystem
Unified Communications Drivers • Business Process Improvement • Staff collaboration • Better access to resources regardless of device or location • Integrated communications for remote facilities • Integrated communications for mobile employees • ROI/IT Savings • Quality of Service • Environment Stability • Risk Management, Security, Access and Privacy
Before Deploying UC • Evaluate • Local • National • Globally • Goals • Cost Reduction • Productivity • Customer Satisfaction/Revenue Growth • Business Leadership
Prepare an Implementation Framework • Technology platforms (OS, Phones, Softphones, Video, Messaging Platform, IP PBX, etc.) • Oversight Group/Team • Education/Training • Ensure UC adoption though value analysis • Support • Manage
Successful UC results in seamless Communication and Collaboration • Collaboration with other workers, partners and clients • Faster time to results (Productivity, project completion, revenue) • Future preparedness (Position for new applications and services) • Initiate messaging, phone calls, conference calls, web casts, video conferencing (Laptop, or room) with the click of a mouse.