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Hosted Unified Communications
Mike Matthews – TalkTalk BusinessCraig Duxbury – IASRob Hutton - Mitel
Objective: How to effectively market and sell hosted UC solutions
1. Share best practice tips for marketing and
selling Hosted UC
2. Summarise the service architecture
3. Review big reasons to consider HUC
4. Checklist to provoke questions…
CONTACT STRATEGY
Developing your brand relationships
// SALES ENABLEMENT
// SALES ENABLEMENT
// SALES ENABLEMENT
// SALES ENABLEMENT
// COMMUNICATION TRENDS
Source: IAS technology client
// COMMUNICATION TRENDS
Source: Google
BIG
ID
EA Media Space
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Emails
PR
Blogs
Tweets
MobileDM
Whitepaper
CEO
StaffBusiness
Owner
IT Management
Commercial People
Operations
Mind Space
CI0
Internal
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Banners
Video
Emails
PR
Blogs
Tweets
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WhitepaperMedia Space
CEO
HRStaff
InvestorsIT Manager
IT People
Press
Mind Space
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ID
EA
Time
CustomerAware
The Long Idea
Light box
Banners
Video
Emails
PR
Blogs
Tweets
MobileDM
WhitepaperMedia Space
CEO
HRStaff
InvestorsIT Manager
IT People
Press
Mind Space
CI0InternalBIG
ID
EA
Market Size and Addressable Market
2.2M business sites
9M B2B voice lines• 4.6M digital• 1.2M ISDN2• 3.4M ISDN30
16M PBX end-points
100 employee site - EFM connectivity
30 channels of ISDN30
100 UC users @ £25/m
£2k/yr
£8k/yr
£30k/yr
• 1.2M B2B ADSL• 150k leased lines• 100k ethernet
Customer PropositionAddressable Market
CustomerValue
Increasingly demanding environment
84%
of organizations have a remote workforce
MOBILE & DISTRIBUTED WORK
80%of new software offerings will be available as cloud services by the end of 2011
WEB DEVELOPMENT
Source: Microsoft 2011
2X From 2009 to 2014, the number of information
CONSUMERIZATION OF IT
workers using a smartphone for work is expected to nearly double
INFRASTRUCTURE COST& COMPLEXITY70
%of IT budgets is spent maintaininginflexible & siloed data
centre equipment
Are you ready?
What’s the architecture & customer connectivity
TalkTalk BusinessNext Generation Network
Exampleconnections
3 big reasons to consider HUC
1. Geographic and Product reach
2. Deliver a great UC service with an SLA
3. Create recurring revenues
Is HUC right for your prospects?• Mix of large and small sites
• Require a consistent, integrated service across all locations and remote workers
• Want to hot-desk at any site and bring profile to current location
• Not interested in owning and running telecoms equipment
• Keen on saving space, cooling and power usage on site
Is HUC right for your prospects?• Flexibility to add users and new sites
without needing to budget for CapEx
• Happy to see a known fixed OpEx cost per user for 3 years
• Want to mix and match handsets from best in class vendor
• System and network Resilience is a priority
• Want to benefit from improved business effectiveness through Unified Communications
Questions?