Moving to a next generation telecom solutionLuc Verbist, Group Director ICT at Greenyard

October 2nd 2019

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Company presentation

Present Telecommunication Landscape

Telecom Challenges

RFI-RFP process

Solutions selected

Lessons learned and status

Agenda

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Company presentation

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Import and sell Fruit and Vegetables B2B : customers are retailers 77 sites +12.000 FTE’s (perm. and temp.) Turnover 2018 : 4 Billion € More than 25 telco operators

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Group managed as a portfolio of companies

Throughout the Group a diversity of service providers and suppliers is used:

9 different telephone systems

25 different telco operators

70 Internet breakout points

Security is not covered sufficiently

Present Telecommunication Landscape

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Not one global network but islands of non-connected LAN’s

70 Firewalls managed at local level (quality?)

Some sites have no redundant connections

No DDOS protection in place

60% of bandwidth used for non-work related internet traffic

Network not ready to support VOIP telecommunication (no QOS)

Variety of technologies in use

Work intensive administration of telco contracts (25 partners)

Expensive solution not in line with market standards

Intracompany telecom traffic is paid for

Telecom Challenges

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Primary objectives

1. Find a solid partner for a managed data network infrastructure (Europe and US).

2. Enable VOIP communication across all Greenyard locations.

3. Reduce the total cost of ownership of European data and voice network and services (TCO 5 Years).

Secondary objectives

• Guarantee operational continuity during projects and roll-out of the new infrastructure.

• Have a solution with good performance and stable connections.

• Future proof with sufficient bandwidth (on demand) for SaaS, video and VoIP services.

• Reduce the number of single points of failures from farm land to network core.

• Minimize the ICT workload for local employees.

• Secure, high bandwidth and low latency internet break-outs across Europe.

Prerequisite

• SAAS solution

RFI-RFP process

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An in depth study and selection process (RFI first, secondly RFP)

Functional the RFP was divided into four parcels with separate proposition per parcel

Managed Data Network

Managed Security

Managed Voice

Mobile Voice & Data (country per country, one tender for GY in total is not feasible)

14 Telco providers were contacted

2 refused to sign NDA 3 no answer on RFI 5 dropped out based on RFI response 1 no answer on RFP

RFI-RFP process

3 providers in depth RFP processT-Systems, BT, GTT

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Solutions selected - Managed Data Network - SD WAN

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Initial proposal : Mitel VOIP with Damovo as partner (too expensive and on prem platform required)

Second proposal : Microsoft Skype For business with GTT as partner

Solutions selected - Managed Voice

WAN@

Cloud PSTNSIP trunking

Local PSTN

OnPrem S4B platformSfB Paired Pool

SBCAnalog

Converter

PBX

DECT

WAN

Local PSTN

AnalogConverter

PBX

DECT

HYBRID

@

Cloud PSTNSIP trunking

SBC

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Second proposal: Microsoft Skype For business with GTT as partner (on prem platform required,

SfB not future proof)

Third proposal: MS Teams with Damovo as partner (SAAS, future proof, facilitating collaboration)

Solutions selected - Managed Voice

WAN@

Cloud PSTNSIP trunking

Local PSTN

OnPrem S4B platformSfB Paired Pool

SBCAnalog

Converter

PBX

DECT

WAN

Local PSTN

AnalogConverter

PBX

DECT

HYBRID

@

Cloud PSTNSIP trunking

SBC

TCO 5Y270 K€

TCO 5Y0 K€

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Take time to investigate and negotiate (avoid negotiating under time pressure)

Technological solution was designed in partnership with providers

The design and telecom architecture should guarantee high availability and performance

4G Multi vendor SIM cards as backup in remote area’s

Contract review with support of specialized lawyers and carefully check new versions in detail

Build in flexibility regarding number of sites and connections

Build in price reduction scheme over the years

Negotiate serious penalties in case of non respecting SLA’s (liability coverage remains an issue)

Roll out is ongoing, some sites are already operational

Teams backbone is setup, tests are ongoing with smaller groups (Belgium and The Netherlands)

Have a program to manage change and enhance user adoption

Lessons learned and status