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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
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%
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
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
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?
Company Profile
Alcatel-Lucent Positioning
Why Cisco
Comparison
Infrastructure Positioning
Service & Support
Solution
Architecture Positioning
Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 75
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
Company Profile
Alcatel-Lucent Positioning
Why Cisco
Comparison
Infrastructure Positioning
Service & Support
Solution
Architecture Positioning
Piranha Program | © 2012 Cisco and/or its affiliates. All rights reserved. Cisco Partner Confidential. 86
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
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. 97
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
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
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
Company Profile
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
Company Profile
Alcatel-Lucent Positioning
Why Cisco
Comparison
Architecture Positioning
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
Company Profile
Alcatel-Lucent Positioning
Why Cisco
Comparison
Architecture Positioning
Infrastructure Positioning
Service & Support
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
12
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