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Page 1: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Alcatel-Lucent Positioning

Why Cisco

Comparison

Architecture Positioning

Infrastructure Positioning

Service & Support

Solution

Alcatel-LucentPiranha Program — Partner Version January 2012 Release 3

Cisco Partner Confidential

Page 2: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Alcatel-Lucent Positioning

Why Cisco

Comparison

Architecture Positioning

Infrastructure Positioning

Service & Support

Solution

Company Profile

Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 31

Alcatel-Lucent Company Profile

Alcatel-Lucent Selling Strategy: Position Alcatel-Lucent as a vertical expert who wants to “partner” with customers to understand their business goals and challenges and leverage its newly introduced “Open-Touch” product architecture to address specific business needs

Profit: Struggled to be profitable for several years, profitable in FY2010

Core Products/Technology: Provide solutions to SPs, Carriers, and Enterprise segment. Enterprise offerings include: IP Telephony and Unified Communications, Contact Center and Network Infrastructure. Permira Acquired Genesys in Oct 2011

Channels Strategy: Mostly Indirect

Product Portfolio Products OfferedIP Telephony Unified Communication and Collaboration solutions as well as contact center solution

from Genesys http://enterprise.alcatel-lucent.com/?solution=UnifiedCommunications&page=UC_Messaging http://www.genesyslab.com/

LAN Switch Legacy LAN switching portfolio that has had minor “Merchant Silicon” based fixed access switches added over a period of years. Not seen on WW market, but claiming large portion of LAN switching revenue within Europe

WLAN OEM relationship with Aruba Networks. Alcatel WLAN revenue represents roughly 13% of Aruba’s revenue. http://enterprise.alcatel-lucent.com/?product=WLANFamily&page=overview

2007 2008 2009 2010

WW Enterprise Telephony (Source: Synergy)

Cisco 24.0% 27.4% 28.9% 33.4%

Alcatel 7.4% 7.6% 8.2% 7.2%

LAN Switching Market Share (Source: Dell’Oro)

Cisco 75.4% 75.5% 71.3% 72.9%

Alcatel 1.3% 1.4% 1.5% 1.3%

WLAN Switching Market Share (Source: Dell’Oro)

Cisco 62.4% 62.1% 58.1% 56.8%

Alcatel 1.6% 2.1% 2.9% 2.0%

Page 3: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Why Cisco

Comparison

Architecture Positioning

Infrastructure Positioning

Service & Support

Solution

Alcatel-Lucent Positioning

Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 42

Alcatel-Lucent Positioning Cisco Assertion“OpenTouch”: Its new product architecture that leverages a common SIP platform and unified management suite across currently separate UC, collaboration, conferencing and customer service software for both enterprise and carriers

Response: Alcatel-Lucent is clearly late to market, it will later in 2012 before it support large enterprises (Above 1500 users)

OpenTouch Business Edition: It’s mid-market offering includes call processing, messaging, presence/IM, basic conferencing (6 or 29 parties only), basic ACD and native video switching capabilities (no external MCU required) running on a virtualized machine

Response: This is simply an evolution of Alcatel-Lucent’s current BiCS platform including only a few major improvements, namely scalability (up to 1500 users, instead of 1000), native video switching and support for the MyIC Phone

OpenTouch Hosted Edition: It is the same software as the “OpenTouch Business Edition” but running on blade as part of an HP or IBM Blade Center chassis. It is being positioned as a cost effective alternative for small as 50 employees

Response: While target at carriers and service providers it is limited to 1500 users

OpenTouch Multimedia Services: It is a set of communications applications (mobility, contact center, UC, messaging and conferencing) running on a stand-alone server. It is meant to deliver a rich application set to existing OmniPCX Enterprise PBX systems and is being positioned as offering a smooth evolution to Alcatel-Lucent’s new product architecture

Response: This is an add-on server that is limited in its ability to support large enterprise since it only scales to 1500 users

OpenTouch Federation Services: It provides session management across multi-vendor PBX networks as well as SIP trunk consolidation

Response: It is Alcatel-Lucent’s response to Cisco’s SME product which has been available and successfully deployed at many customers for years. Customers should question Alcatel-Lucent regarding the scalability and data center survivability of this solution

Alcatel-Lucent Positioning

Page 4: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Alcatel-Lucent Positioning

Comparison

Architecture Positioning

Infrastructure Positioning

Service & Support

Solution

Why Cisco

Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 53

Why Cisco

Cisco’s current portfolio already includes all the elements that Alcatel-Lucent is promising to deliver in the future over several years

Cisco has a much broader portfolio and owns all products and is solely responsible for their ongoing development, whereas Alcatel-Lucent relies heavily on 3rd party companies, most notably as it relates to video, providing only standard integration and little competitive differentiation

Financial strength and consistent and aggressive investments in home-grown innovations and acquisitions

Our ability to offer a single and integrate platform. Alcatel-Lucent is introducing a new architecture and platform

Borderless Network Architecture for unmatched functionality: LAN Switching, Network and Content Security, WAN Routing, WLAN, WAN Optimization (WAAS), comprehensive Network Management and unified wired/wireless/VPN policy management

Cisco Unified WLAN for scale and deployment flexibility: indoor, outdoor, remote office, building, campus networks and 3G offload

Page 5: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Alcatel-Lucent Positioning

Why Cisco

Architecture Positioning

Infrastructure Positioning

Service & Support

Solution

Comparison

Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 64

Alcatel-Lucent Comparison

Why Not Alcatel-Lucent Questions to Ask Customers

Business Reasons Financial Challenges

Little internal R&D innovation and late to market new products

Very limited presence in North America

Under-distributed in North America

Declining worldwide market share

Business Questions If Alcatel-Lucent is committed to the Enterprise business,

why has it not made the required investment move needed in North America which is the largest market in the world?

What customer references of similar size and scope of the proposed products exist in your city/state?

What is the track record of partners supporting the Alcatel-Lucent proposed solution in your region?

Solution and Architecture Reasons The new “OpenTouch” product architecture only scales to

1500 users and does not support the requirements of large customers to centralize call control and UC applications and deploy communications and IT applications on common virtualized machines

Heavy reliance on third party vendors to fill gaps in portfolio, resulting in standard integration, lack of differentiation and inability to provide future-proof solutions

Very limited Application Partner eco-system in North America

Solution and Architecture Questions If I am a large customer, how can the new “OpenTouch”

architecture support my entire user base in a centralized fashion?

How can Alcatel-Lucent protect the future delivery and support of third party solutions given that it was not able to do so in the past?

What Application Partner solutions are available in North America and how do they add Alcatel-Lucent to my business?

What new capabilities and features are available with new architecture?

Technology/Product Reasons There is little differentiation and business Alcatel-Lucent in

the new products introduced as part of the “OpenTouch” architecture

Technology/Product Questions Why wait for Alcatel-Lucent to deliver its “OpenTouch”

products when Cisco can provide these capabilities today?

What is the future of SMB solutions, OmniPCX with the introduction of OpenTouch Hosted?

Page 6: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Alcatel-Lucent Positioning

Why Cisco

Comparison

Infrastructure Positioning

Service & Support

Solution

Architecture Positioning

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Architecture Positioning

Element Cisco Differentiators Alcatel-Lucent Weakness

Borderless Networks

Cisco provides seamless and uninterrupted Call Control and application failover between disparate data centers (spatial redundancy) and at the branch office in case of a WAN failure – calls in progress are not affected

Cisco Borderless Network provides a fully integrated solution that supports secure context aware policy

Cisco EnergyWise delivers energy efficiency and savings to IT and facilities

Integrated into the network, EnergyWise, along with its orchestrator console, controls and monitors power for a wide variety of devices control for collaboration and virtualisation from device to core of the network

New voice architecture does not support spatial redundancy of critical applications such as Voice Mail (servers have to be in the same IP sub-net), Unified Communications (Instant Communications Suite or OpenTouch Multimedia Services) and CTI applications

Does not currently support connection-preserving failover of branch office IP Media Gateways – in the event of a WAN failure all PSTN and local calls are disconnected

Data Center and Virtualization

Unified enterprise switching, storage, computing and cloud service solutions

An Architectural Framework for the “Evolving Data Center”: Cisco Data Center Business Advantage represents an architectural framework for connecting technology innovation to business innovation. It is the foundation of the Dynamic Networked Organization

Innovate Quickly and Efficiently: Cisco Data Center Business Advantage represents a fundamental shift in the role of IT into a driver of business innovation. Businesses can create services faster, become more agile, and take advantage of new revenue streams and business opportunities. Cisco Data Center Business Advantage increases efficiency and profitability by reducing capital, operating expenses and complexity. It also transforms how a business approaches its market and how IT supports and aligns with the business, to help enable new and innovative business models

No energy management features

Page 7: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Alcatel-Lucent Positioning

Why Cisco

Comparison

Infrastructure Positioning

Service & Support

Solution

Architecture Positioning

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Architecture Positioning

Element Cisco Differentiators Alcatel-Lucent Weakness

Keep Control of Your Data Center Architecture: The Cisco Data Center Business Advantage architectural framework is delivered as a portfolio of technologies and systems that can be adapted to meet organizational needs. Customers can adopt the framework in an incremental and granular fashion to control when and how they implement data center innovations. This allows them to easily evolve and adapt the data center to keep pace with changing organizational needs

Be Free to Choose: Data Center Business Advantage preserves the customers ability to work with other industry leaders to solve a particular IT or business problem. Because Data Center Business Advantage is built around an ecosystem-centric framework and open solution stacks, customers can easily work with your existing data center vendors and Cisco’s industry-leading community of development, design, and deployment partners

Collaboration Any to Any: Cisco lets people use the devices they have today [Apple, Android,

RIM, latest tablets] Cisco integrates TelePresence with a laptop WebEx conference

with a smartphone audio call, simply, so everyone has the best meeting possible

Cisco keeps costs low and flexibility high through cloud deployment models and standards, vendor and platform interoperability

Video Everywhere: Cisco provides the breadth of applications and video endpoints Only Cisco has the broadest suite of video endpoints to integrate

video into the fabric of how we work Only Cisco has a business video architecture [medianet] for scale,

speed and reliability

Strong dependence on partners to solution together

Lack advance collaboration solutions i.e. secure enterprise social networking solutions and video

Can’t provide single source end to end voice, data and video solutions

Slow to market with next generation collaboration solutions

Page 8: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Alcatel-Lucent Positioning

Why Cisco

Comparison

Architecture Positioning

Service & Support

Solution

Infrastructure Positioning

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Architecture Positioning

Element Cisco Differentiators Alcatel-Lucent Weakness

New Collaborative Workspace: Cisco is converging social, mobile, video, and unified

communications capabilities, to shape the new collaboration experience

Unified enterprise communications (VoIP), conferencing, instant messaging, email and collaboration solutions

Consistently invest in Research and Development of next generation UC and Collaboration solutions

Cloud Collaboration: Offer premise, hybrid and off-premise UC and Collaboration

solutions Virtualized applications AND desktop clients Leverage our strength in Unified Communications and

Collaboration

Page 9: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Alcatel-Lucent Positioning

Why Cisco

Comparison

Architecture Positioning

Service & Support

Solution

Infrastructure Positioning

Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 108

Infrastructure Positioning

Element Cisco Differentiators Alcatel-Lucent WeaknessCall Control Market leader #1

All ends points register to Communication Managers, no Session Manager required

Proven architecture in clustering, SRST, etc. Leverage the network as the platform i.e. dynamic

CAC & QoS, SIP RSVP

Introduced first generation architecture in 2011 Late to market with session management, didn’t

release until late 2011 Few new feature and enhancement in recently

announced architecture Dependent on 3rd parties to complete solution

Contact Centers

Cisco provides out-of-the-box applications that are simple to deploy and use. In addition, Cisco is an innovator in Contact Center having launched its own home-grown product set to enable social media integration within the Contact Center (i.e. SocialMiner and Finesse)

Strong reliance its subsidiary Genesys for CC solutions

Genesys solutions are complex to deploy, integrate and customize resulting in a higher TCO

Genesys relies mostly on third party vendor to fill gaps in its portfolio

Sold Genesys to private equity firm, how does this impact future?

Conferencing Cisco’s Webex provides the same level of features and capabilities in most browsers. In addition, Cisco’s Webex is based on XMPP/SIMPLE which are de-facto industry standards for IM/presence. Webex is supported on all the main smartphones and tablets on the market as well as the Cius

Alcatel-Lucent My only support application sharing and web-based video conferencing on IE, not other browsers

It does not support XMPP/SIMPLE natively (it uses a proprietary protocol) and requires an external gateway to provide interoperability

Web conferencing is only supported on Blackberry (audio and IM only) and the older version of Windows Mobile (R6.0)

Video Market leader #1 Large portfolio of video solutions from desktop video

to Telepresence with the underlying infrastructure to support all types of video

Solutions can be integrated together Cisco has the broadest video portfolio on the market

and owns all products in the portfolio and is solely responsible for their ongoing development

Alcatel-Lucent relies on a third party vendor eco-system to provide complete solution (Radvision: MCU; LifeSize: physical end-points; Comverse: SBC)

More complex integration, more difficult to resolve complex issues and deliver unique benefits since none of these relationships are exclusive

Page 10: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

Company Profile

Alcatel-Lucent Positioning

Why Cisco

Comparison

Architecture Positioning

Service & Support

Solution

Infrastructure Positioning

Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 9 11

Infrastructure Positioning

Element Cisco Differentiators Alcatel-Lucent WeaknessesWLAN Advanced RF features across a family of 11n APs

delivering Enterprise-Class RF performance, reliability and lower TCO, teleworker AP for OfficeExtend (AP600) with zero touch deployment

NCS (was WCS) for integrated wired/wireless management with comprehensive provisioning, management, monitoring and troubleshooting for WLAN, location, wireless IPS and CleanAir

Flexible and secure architecture: unified, autonomous, FlexConnect (H-REAP, OfficeExtend) indoor/outdoor, CAPWAP AP-controller tunneling, controllers to address a variety of deployment requirements, comprehensive integrated security for wired and wireless IPS

Next Gen controllers with line rate encryption performance (5500) and integration with Cat 6500 (WiSM) & ISRG2 (WLCM2), Flex 7500 for enterprise scale remote AP deployments

Lack of advanced RF features combination: CleanAir, VideoStream and ClientLink BandSelect and RRM

Poor RF coverage and performance for 11n APs WLAN only policy management, no client

integration, no wired integration Lack of scalable controller architecture for

remote sites Lack of cloud controller Omni Vista Air Manager provides limited wired

discovery and monitoring for select switch vendor products

Low reported market share indicates low customer acceptance

See Aruba Piranha battelcard for more info

Page 11: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

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Alcatel-Lucent Positioning

Why Cisco

Comparison

Architecture Positioning

Infrastructure Positioning

Solution

Service & Support

Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 1210

Service & Support

What to Do Next?

Apply the service advantage and identify additional resources to leverage during the sales engagement

Alcatel-Lucent Services and Support Are Unmatched by the Competition

Alcatel-Lucent is extremely under-distributed in the North American market. In addition, Alcatel-Lucent does not have strict policies to train/certify its partners sometimes resulting in partners that are not capable of selling/installing/ supporting complex Alcatel-Lucent solutions by themselves, which results in post-sales issues and unhappy customers

In contract, Cisco’s partner program is known as best-in-class and its channels have proven experience supporting large and complex solutions worldwide

Telecom Services offering sometimes appear to be just meeting needs and leading to industry “Me-Too” technology offering

Smart Services appears to be limited on “green” energy efficient/smart grid services, with a few traditional optimizing services which Cisco has in its complete offering and is cited as best in class

Relies on 3rd parties applications and tools to manage networks, no true integrated approach

Page 12: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

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Alcatel-Lucent Positioning

Why Cisco

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Infrastructure Positioning

Service & Support

Solution

Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 1311

Solution

Why Cisco Services Why Not Alcatel Lucent Services

Why It Matters

Intellectual Capital – Cisco promotes consistency and reusability of Cisco intellectual capital across Collaboration Architecture and business service offers while driving sustainable offer differentiation to meet customer/ partner needs. We develop, capture, store and re-use data and automated workflow capabilities to transform data into actionable information

Alcatel Lucent does not have specific collaboration services. They rely on 3rd party applications and tools to manage networks, no true integrated approach. As Alcatel- Lucent expands its multimedia solution more broadly across the content ecosystem, its partner-led strategy to managing content resources contrasts with the rest of the market, which can increasingly point to their direct control over these video head-end/ processing resources

Cisco Deep Collaboration Architecture and Expertise: Cisco’s expertise addresses all collaboration technologies to deliver a complete service solution for customers and partners. Cisco has a complete PPDIO Lifecycle set of services designed specifically for its Collaboration Architecture. Cisco’s services bring deep, industry-leading expertise to Unified Communication, Collaboration, video wireless, security, routing/ switching and rich media (medianet)

Increase Automation – Cisco drives automation of a smart services platform through process automation, content development for automation, and automated remediation. It enriches proactive monitoring capabilities. Cisco can utilize its vast installed base of proprietary intelligence of their collaboration architectures when planning and implementing these solutions. Configuration management services can replace onsite services delivered onsite

Alcatel Services for enterprises have not Much progressed over the last several years for enterprise or collaboration solutions. The services group is the second-largest ALUgroup, accounting for 24% of revenue.(Gartner). However most of these services are provided to the Communications Service Providers, and therefore leaves them with a minimum set of proprietary intelligence to build their own enterprise services

The Cisco smart analytics in Cisco’s Services give customers a sophisticated means to boost operational excellence, mitigate risks, cut cost and complexity, and benchmark their policy compliance. This gives Cisco Smart Professional Services a distinct advantage with customers and partners for delivering services and support for advanced IP UC, UCC, and Video for its Collaboration Architecture

Page 13: Alcatel-Lucent - Cisco · Company Pro le Alcatel-Lucent Positioning Why Cisco Comparison Architecture Positioning Infrastructure Positioning Service & Support Solution Alcatel-Lucent

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Why Cisco

Comparison

Architecture Positioning

Infrastructure Positioning

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Solution

© 2012 Cisco and/or its affiliates. All rights reserved. Cisco and the Cisco logo are trademarks or registered trademarks of Cisco and/or its affiliates in the U.S. and other countries. To view a list of Cisco trademarks, go to this URL: www.cisco.com/go/trademarks. Third-party trademarks mentioned are the property of their respective owners. The use of the word partner does not imply a partnership relationship between Cisco and any other company. (1110R) C96-695514-00 01/12

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Why Cisco Services Why Not Alcatel Lucent Services

Why It Matters

Analyze and correlate real-time customer data – Cisco delivers differentiated value on top of our intellectual capital and best practices. We offer real-time correlations between customer network data and Cisco IC (product alerts, fault management, security best practice, configuration best practice, etc.). We deliver this information along with powerful tools for “what if” analysis and analytics to create differentiated smart services

With only a minimum set of enterprise proprietary intelligence around collaboration solutions, Alcatel Lucent is unable to match Cisco’s vast analytical and real-time customer data to provide customer tools that are proactive and real time

Cisco Services are designed to keep pace with the customer’s technical needs, business goals, and people processes in all areas of the collaboration space. Cisco has been at the forefront of developing next generation solutions and services. Avaya is trailing Cisco in this area

Align to partner business models – Cisco Services Partner Program: “Cisco’s partner program is one of the most formidable in the industry and has a highly skilled indirect sales force (Gartner)” – Integrate partner expertise and value add through the use of smart capabilities. Strengthen and accelerate partner business models (resale, managed services, outsourcing, and OEM) by providing smart offers that create competitive advantage for Cisco and our partners through cost reduction, improved time to market, incremental revenue opportunities, and market relevance

Alcatel Lucent has a limited enterprise partnership strategy, which is hampering its ability to execute. Even though they have a 3rd party application approach, it is not truly integrated with their main collaboration enterprise approach

Gartner points out that without an expansion of a partnership strategy, Alcatel-Lucent will continue to lack a strong execution of service and support globally

Cisco encourages partners to specialize around deep technical and service competencies (unified communications, collaboration, managed services, data center), which require significant training and certification. This allows Cisco to more effectively manage the number of partners it has in its authorized programs Additionally, Cisco enables its services partners with leading edge training and certifications. Combat Siemens re-packaged services offerings and channel-centric GTM with the fact that this is Cisco’s sweet spot

Solution