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Competitive Session Enterprise– Interactive session with examples

Competitive Session Enterprise– Interactive session with examples. Brad Herrington and Evren Aker. Agenda. Analyst views of Enterprise Telephony market Brief Overview of Competitors Avaya Cisco Nortel Siemens Mitel Shoretel Audience Participation

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Competitive Session Enterprise– Interactive session with examples

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  1. Competitive Session Enterprise– Interactive session with examples Brad Herrington and Evren Aker

  2. Agenda • Analyst views of Enterprise Telephony market • Brief Overview of Competitors Avaya Cisco Nortel Siemens Mitel Shoretel • Audience Participation • Within the last Year Who has competed and won or lost? • Who is currently engaged in 1 or more deals? • Anyone used to work for? • Anyone currently sells or service competitors products? • Open Discussion of other Enterprise Vendors • Locating Competitive Resource within Interactive Intelligence

  3. Views from the Analyst Community

  4. Product Strengths and Weaknesses Source: Gartner (January 2009)

  5. Market Snapshot The voice communication market is very mature, which is why there are many good-to-excellent solutions. Because there are few differences in capabilities, decision criteria should also include availability of support, regional distribution differences, price, investment protection, previous customer satisfaction experience and overall vendor viability. Ease of use and total cost of ownership are also factors. To discern these differences, organizations should write RFPs that require descriptive responses rather than simple yes or no answers; get at least minimal hands on experience, especially regarding the user, system and administrative interfaces; and require vendors to provide three- and five-year projections for maintenance and upgrades. Finally, it‘s important to talk to users of like organizations with like deployments. Source: Gartner (January 2009) there are few differences in capabilities

  6. Decision Matrix

  7. Foundations for Business Process Source: Butler Group

  8. Total Business Telephony Market: Competitive Structure (Europe), 2007 • Number of Companies in the Market 52 • Types of Competitors • Large vendors such as Aastra Technologies, Avaya, Alcatel-Lucent, Cisco, Ericsson (to be acquired by Aastra Technologies), Nortel and Siemens, with a wide portfolio of products covering most of the segments • Vendors with offerings covering specific segments such as Mitel and ShoreTel; 3Com and Mitel (with Inter-Tel) in the small and medium business segment; Panasonic, Samsung, LG, NEC-Philips in the small business segment • New entrants and niche participants such as Swyx and Critical Links • Distribution Structure 82% sales by shipment are indirect. Predominantly one-tier distribution for enterprises and two-tier for SMBs • Tiers of Competition Three tiers • Tier 1: Alcatel-Lucent, Siemens, Aastra Technologies, Avaya, Cisco, Ericsson and Panasonic • Tier 2: Mitel, NEC-Philips, 3Com, Swyx and LG-Nortel • Tier 3: Others • Notable Acquisitions, Mergers Avaya-SilverLake & TPG Capital, Mitel-InterTel, NEC-Sphere, Ericsson-Aastra Source: Frost & Sullivan July 08

  9. Company Overviews

  10. Competitor Profile

  11. Competitor Profile

  12. Comparison of Offerings

  13. Comparison of Offerings

  14. Comparison of Offerings

  15. Comparison of Offerings

  16. Audience Participation • Within the last Year, who has competed, and won or lost? • Who is currently engaged in 1 or more deals? • Anyone used to work for? • Anyone currently sells or service competitors products?

  17. Discussion - Other Enterprise Vendors

  18. More Information Competitive Battle Cards Session Tomorrow – 8.30 - Aquamarin

  19. Interactive Intelligence DELIBERATELY INNOVATIVE www.inin.com

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