NetVanta Unified Communications. 2 ® ADTRAN, Inc. 2010 All rights reserved Evolution of Unified Communications Infrastructure Data, voice and video convergence

NetVanta Unified Communications

2® ADTRAN, Inc. 2010 All rights reserved

Evolution of Unified Communications

Infrastructure

Data, voice and video convergence

Unified Communications

Evolution of Communications

Bus

ines

s V

alue

SwitchesRouters

T1/E1 connectivity

Total Access 900NetVanta 6000 Series

NetVanta UCNetVanta 7000 Series


What is Unified Communications?

Unified Communications*– Telephony– Conferencing– Messaging– Instant Messaging/Presence– Clients– Business Enablement

Communications Enabled Business Processes (CEBP)– Consolidated Administration

Many different definitions but Unified Communications vendors tend to agree:– Multi-modal– Integration of real-time and non-real time communications– Sense of urgency and quality of experience– Transcends normal boundaries of time/space*Source: Gartner “Critical Capabilities for Unified Communications”, August 10, 2009


What is the Business Value of UC?

The key point about UC from a business perspective is not what it is, but rather:– “What can UC actually do for me and my business?”– “How can UC fit my business, not the other way around?”– “Does it have to be complicated?”

• UC improves the processes that a business uses to make it more efficient or to provide competitive advantage.

– Increase revenue– Lower costs– Improve service– Increase productivity

The business definition of UC is somewhat simpler:Communications integrated to optimize business processes.

The business definition of UC is somewhat simpler:Communications integrated to optimize business processes.


ADTRAN Unified Communications

IP Telephony & UC Bundles– Business Communications System– Enterprise Communications Server– NetVanta 7060– NetVanta 7100

UC & Application Servers– Unified Communications Server– Business Applications Server

Desktop Clients– NetVanta UC Client– ADTRAN Softphone

Gateways– NetVanta 600 Series– Partner gateways:

Dialogic Audiocodes

IP Phones– ADTRAN IP 700 Series phones– Partner phones:

Polycom Snom Grandstream Aastra

Branch Office Extension– NetVanta 6355– NetVanta 6240 Series– Total Access 900/900e Series


Internetworking Product Portfolio

• IP Business Gateways (IPBGs)• Integrated Access Devices (IADs)• Access Routers• GPON

• Unified Communications• Premise-based IP PBX• IP Phones• LAN Switches• Wireless Access Points (WAPs)

Converged Access Solutions Unified Business Solutions


• Numerous business locations

• Large headquarters with smaller branch offices

Addressable Market Segments

Single Site Multi Site

• Several locations, potentially equal in size

• Sites connected using SIP or traditional trunks

Distributed Enterprise

• Solutions for 10 to 2,000 users at a single location

Vertical Markets:


NetVanta UC Server


(umbrella brand for all of ADTRAN’s new UC products)

NetVanta Unified Communications Server

NetVanta Business Communications Systems

NetVanta Enterprise Communications Server

NetVanta Business Application Server


Adding Business Value

Enabling other systemsCommunications Systems


NetVanta Business Communications System NetVanta Unified Communications Server



Polycom

NetVanta UC Cross Selling Matrix

NetVanta Business Communications System

NetVanta 6355

Access Gateways & Branch Office Solutions Phones Network InfrastructureCommunications


NetVanta Unified Communications Server


NetVanta 7060/7100

NetVanta 7060/7100

NetVanta 6355

Dialogic

Dialogic

IP700

Polycom

IP700


ADTRAN and the UC Market

Keep P

BXNew PBX

10 – 100 users per location

Unified Communications Prospect

75 – 2,000 users per location

NetVanta Enterprise Communications

Server

NetVanta Business Communications Server

Or 7100/7060

Process -Centric applications (CEBP)

Add UC to Existing PBX



Server


Customer Applications

How to connect to customers – their needs– Unified Messaging– Fax

Inbound/Outbound fax Single number DID fax

– Inbound IVR– Outbound IVR– Notification services– Paging and alerting– Database Integration– Call redirection


Unified Messaging

Plug-ins– Microsoft Outlook (Exchange Server)– Lotus Notes (Lotus Domino)– Google Gmail

Additional Client Support– Outlook Web Access (OWA)– RIM BlackBerry Enterprise Server – Windows Mobile® Smartphones– Other Smartphone Devices (ActiveSync)– Telephone User Interface

Return on Investment (ROI)– Time Savings

Travelling employees save on average 55 minutes/day through more efficient message management. Mobile device support – Blackberry, iPhone, Windows ActiveSync – increase those savings. No longer calling into voicemail to see if there are any voice messages.

Office employees save on average 43 minutes/day managing voice, fax and e-mail messages from their inbox

Savings of 12 minutes/day managing voice, fax and e-mail messages over the phone using their e-mail client makes it easier to forward, reply to messages from a single

interface


Click to Dial

Outlook integration

Click to dial from Outlook Contacts


Visual Auto-attendant

Reason for visual auto-attendants– Human’s are visual by nature– Visual management allows call flows to be created that does not require

logical or spacial leaps.– WYSIWYG

ROI– Visual management of automated attendant– Quick to prototype, test and deploy– Integrated audio management


Fax Services

Reasons for fax services– Privacy / confidentiality– Productivity improvements– Legislation (HIPAA)– Environmental – Green initiatives

Industries– Healthcare– Legal– Financial– Real Estate


Fax Services

Return on investment (ROI)– Maintenance savings

$60 - $200 per month maintenance contracts– Personal productivity improvements / Time savings

2 minutes / fax to distribute incoming faxes 5 minutes / fax to send an incoming fax

– Waiting for busy fax machine– Waiting for fax confirmation report

– Resource savings Estimated 3¢ / page (Paper, Ink and maintenance)

– Facilities savings Share lines for voice and fax Convert analog lines to PRI DID ($40.00/line vs. $4.00/DID)


Fax Services

Outbound fax– Fax print driver

Inbound fax– Personal DID fax– Shared voice/fax number– Fax-to-e-mail

Fax on demand– Caller selects fax number


Notification Services

What is the impact when someone misses an appointment?– Dental offices– Doctors Offices– Automotive Dealerships

ROI = value of missed appointments / cost of the solution

Reminder services

Lets you drive existing and new business


Find-me follow-me

Individual User Notification– Find-me follow-me– Active Message Delivery– Email notification


Notification Services

Integrated with service environment

Import lists of calls– Sequential calling– Parallel calling

Beneficial Features– Answering machine detection– Priority scheduling– Reporting– Live status– Pause


Multi-National IT Equipment Vendor Service Department

High level– Management of after hours schedule– Allow callers to leave message after hours– On duty technicians notified– Call escalation to managers if not responded to in a given amount of time– Call traceability and logging

Benefits– Allowed company to honor service level agreements (SLA) with customer– Real time notification, increased efficiency– Consistent customer experience– Eliminated errors

ROI– Savings of 6400 Euros/Month by not employing new people– System payback <4 months


Inbound IVR

Customer self-service– Each business’s data is its own and therefore

unique– Every business has customers that can help

themselves

ROI– Staff efficiencies:- eliminate providing same answers over and

over again– Retrain staff for higher value duties– 24x7 customer self service


Inbound IVR

Customer’s Experience Partner’s Expertise


Outbound B2B Call Center

High Level– Agent transfers outbound call to UC Server – when they encounter an answering device– UC Server waits until the end of announcement and then leaves a

message– Prototype – 3 hours service development

Benefits– Agents spend roughly 20-30% of their time leaving messages on an

answering machine

ROI– 100% increase in the number of calls, – 50% increase in the number of call completions.– The expression on an agents face when they don’t have to repeatedly

leave the same message on an answering machine: PRICELESS


Paging and alerting solutions

Industries– Schools– Hospitals– Retail– Car Dealerships

Overhead paging– Integrate different paging techniques– Existing PBX– VoIP Speakers, Amplifiers


Paging and alerting solutions

Paging devices– Paging connected to PBX– Set paging on PBX– IP speakers

Unicast paging Multicast paging

– SIP Phones

Paging groups can contain devices from different groups

Types– Live paging– Queued Paging

Pre-recorded audio On-the-fly


Call Redirection

Industries– Territory based customer facing organizations

Route callers to the correct location– Time of day– Calling telephone number

Area code, office code to a specific person or group– E.g. last time you called you spoke with ...– E.g. Territory mapping based on phone number


Call Redirection

Redirect calls based on information from the caller– Telephone number– Information entered by caller


Rubber Stamp Company

Rubber stamps manufacturer for large national retail outlets (Staples, Office Depot, Wal-Mart, etc...)

High level– Calling line ID match to store location

If not match then prompt for store Route selected customers to live operator

– Enter in order number UC Server provides a status to the caller

Benefits– Provides selective service levels– Provides 7 x 24 service – Reduced man power


Real Estate

High level requirements– Never miss a call– Simplified management– Heavy faxing– Notification

Real Estate – “Talking house”– Specific details on a property

Audible walk-through of a property– RE Agent captures information about the caller

Offers the caller to transfer to Real Estate Agent


Talking House

Customer’s Experience Agents Experience

Partner’s Expertise


Business Communications System Bundles – 100 User

Business Communications System– 7100 Bundle– 7060 Bundle– After market bundle (after initial system sale)

Bundles include:– 100 Advanced Users, 8 Ports, 2 Fax, Data

Source Connector, Click-to-Dial, Conference Server

– Products can be expanded by licensing

– Server sold separately

Product Part Number Price (MSRP)

7100 with NetVanta UC (100 User) 4200796G1#UC $ 6,345.00

7060 with NetVanta UC (100 User) 4700706G1#UC $ 5,645.00

Software Only (100 User) 1950101BSG1 $ 1,750.00


Business Communication System Bundles – New 30 User Bundles

New Value-Based Bundles for small business customers needs!

7100 only bundle– Includes 7100 chassis limited to 30 users maximum– 30 users includes IP devices, analog lines, virtual mailboxes, remote phones and soft phones– Add any cards for T1, FXO, or more FXS at standard pricing

7100 bundle with 30 UC users– Includes 7100 chassis limited to 30 users maximum, plus 30 UC licenses– 30 users includes IP devices, analog lines, remote phones and soft phones.– 30 Advanced Users, 8 Ports, 2 Fax, Data Source Connector, Click-to-Dial, Conference Server– Add any cards for T1, FXO, or more FXS at standard pricing– Does not include the server. Specifications are available

Limited time offer: Begins April 5 through Sept 30, 2010

Product Part Number Price (MSRP)

7100 only (30 User) 4200796G1#VSMB $ 3,195.00

7100 with NetVanta UC (30 User) 4200796G1#UCVSMB $ 3,695.00


ACES

Suite of services for successful initial deployment and ongoing support– Installation services (Gold, Silver, Bronze)

Project communication and management Pre-installation visit Stage and configure equipment On-site deployment with test and turn-up support Training

– Software Assurance Access to software updates Technical support assistance

– Professional Service Vouchers Design changes and new feature implementations

Business integration services– Database integration– IVR systems– Notification Systems


Need Additional Support?

Quote Assistance– Applications Engineering– Price List/Quote Tool

ACES Business Office– +1 (888) 87-4-ACES [+1 (888) 874-2237]– General questions and order status

[email protected]– Installation questions and order status

[email protected]


Question and Answers


Sales Strategies – 7000 Series

SP Value– All-in-one business communications solution:

PBX with auto attendant and voicemail, PoE Switch, Firewall, Router

– Single device to install, configure and manage– One solution that scales from 10 to 100 users– No hidden costs or per user fees– Free software upgrades– ACES Service offerings

Customer Value– Reliability: Solid state, no moving pieces – Small footprint– Flexible service options: Analog, T1, PRI and/or SIP trunks– Simple upgrade path to Unified Communications with NetVanta UC – Flexible and easy to use– Five-year warranty


Sales Strategies - BCS

SP Value– Offer a competitive offering against other competitors in their space– Attractive margins– Sell a complete end-to-end solution– ACES Service offerings

Customer Value– True Unified Messaging– Visual voicemail and automated attendants– Integrated fax support– Flexible and easy to use

Competitive Highlights– ShoreTel – Doesn’t have true Unified Messaging, doesn’t have visual auto-

attendants or IVR; no integrated fax; no integrated switching, routing, PoE, VPN

– Cisco – changes Active Directory to integrate with Exchange; doesn’t have visual auto-attendants IVR; no integrated fax


Documents

NetVanta Unified Communications. 2 ® ADTRAN, Inc. 2010 All rights reserved Evolution of Unified Communications Infrastructure Data, voice and video convergence