Nick Goodenough - spitfire.co.uk · Spitfire are approved suppliers for all of the mentioned schemes • For the Welsh and Connect Westminster Schemes, onus is on the end user to

IntroductionNick Goodenough

Partner Service Director

Session 1 Agenda

• Keynote from BT Wholesale

• IP Connectivity

• Ethernet developments

• Choosing Ethernet access provider

• Practical Solutions for multisite connectivity

• Q&A

• Tea & coffee @ 11.15am

Session 2 Agenda

• Incite: Small Business Growth Strategies

• SIP and Telephony

• MiFID II & GDPR

• 3CX Cloud v15.5 developments

• SIP Trunk enhancements

• Mobile voice and data

• Q&A

• Industry Update by Justin Orde

• Spitfire Partner Awards

Afternoon

1.15pm Lunch

1.30pm to 4pm - Break-Out Stations covering:

• Web-ordering and customer portal

• 3CX v15 demo

• SIP Communicator demo

2.30pm Raffle & Twitter competition

Networking for rest of afternoon until 4.30pm

Essentials

• No fire alarm practice

• If alarm sounds leave immediately by the fire exits at front and rear

• Loos & cloakroom on this floor

• Please switch your mobiles to silent

Questions & feedback

• Q&A at end of each section

• Ask away or tweet:

@SpitfirePartners #SpitfireSeminar

• Your packs illustrate some of the presentations & contain feedback forms

2017 in review

• Complex opportunity success

• Network investment & enhancement

• Voice engineering and support team merged:

Support & Customer Engineering

• Systems enhancements

• Training & development

• CANN Methodology

New team members

Spitfire people

• Engineering Account Managers

• Spitfire Engineering qualifications

• Industry Qualifications

• Aim to provide you & your customers with the best advice, training and solutions

• Support Technicians

• As above plus 26 module course covering all data and voice solutions

• Answer calls quickly and efficiently

• First contact fix

• Backed up by senior voice and data engineers with vast experience

Spitfire Strategy

• Aim for best engineered solutions in the industry

• Multiple suppliers for resilience and value

• Online: enhance web-ordering and portals

• Product development: build on our strengths and your requirements:

• Depth: IP Engineering solutions: new cloud PBX; monitoring

• Breadth: expand cloud solutions and applications

• Tell us what you need?

Brand building

• Radio adverts

• Podcast sponsorship

Award winning science podcasts and radio

Brand building

• Twitter

• Linked In articles

• Google adwords

• You Tube Tech Talks

• Incite campaigns

• Case studies

& white papers

British Telecommunications plc 2017

Spitfire Partner Seminar

Alex TempestManaging Director Fixed and MVNO Sales

18th January 2018

18


Our organisation

EE ConsumerBusiness

and Public Sector

Global Services

Wholesale and

VenturesOpenreach

Wholesale Ventures

Data

Voice

Hosted

MVNO

M2M

Managed

IoT


Flexible Bandwidth

Cloud

Mobile

Increasing demand for

cloud based services

Increasing demand for

greater collaboration

The rise of consumerisation

in the workplace

The market landscape and demands are changing

Voice

Fixed Networks Minutes

More For Less

Internet of Things


Today – hardware at site….. Tomorrow virtualisation

21

Flexible bandwidth on demand

Flexible bandwidth – new services in hours not days


Cloud – a £1.5bn opportunity in hosted communications

22

£680million

2017

2021 £867million

£365million

2017

2021 £990million

2021 £975million

SIP Trunks Hosted VoiceHosted Contact Centre

600,000channels

850,000channels

3.3m seats

6.1m seats

254,000 seats

167,000 seats

Addressable market

2017

£520million

SME Mid-market SME Mid-market SME Mid-market


Enhanced Mobility

3D Video, UHD screens

Work and play in the cloud

Augmented reality

Industry automation

Mission critical application

Self driving car

Ultra-reliable and low latency communications

Massive machine typecommunications

Smart city

Voice

Smart home building

Gigabytes in a second

Enhanced mobile broadband UHD Video, Virtual/Assisted Reality, Interactive gaming, Tactile Internet, Fixed Wireless Access

Mission critical machine type communicationsSelf/assisted driving, traffic safety and control, industry automation, remote surgery

Massive machine type commsIoT, Smart Home/Building/Factory/Energy, Smart Agriculture, Logistics, Asset tracking

Future IMT

Mobile and convergence is leading the drive for new applications and market demand


The ‘Internet of Things’ is changing connectivity forever…

24


In conclusion

BT is on a journey to realise our strategy to improve connectivity.

As a BT Wholesale partner, Spitfire leverages BT’s innovation and network investment.

Being part of the Spitfire community makes it easier for you to develop better service offerings for your customers.

Together we can all use the power of communications to make a better world.

BT are investing £6bn over three years to expand our high-speed

network footprint

Ethernet DevelopmentsTom Bailey

Partner Service Acting Team Leader

Ethernet Developments

• FTTC Ethernet

• Choosing Ethernet Access Provider

• Government Voucher Schemes

• Multi-Tenanted Building Trial

FTTC Ethernet

FTTC Ethernet – What is it?

• Ethernet utilising Fibre to the Cabinet (FTTC) technology

• Uses fibre Ethernet infrastructure from the cabinet to the exchange

• Uses existing copper infrastructure from cabinet to premise

FTTC Ethernet – Spitfire’s Offering• BT Wholesale - £99/month

- Up to 20Mb down / 18Mb up

- up to 5% cos- 1Mb of guaranteed SLA backed bandwidth

- Options to increase downstream speeds for increased cost

• NEW – TalkTalk Business - £99/month

- 18Mb down / 18Mb up minimum guaranteed

bandwidth (subject to line speed)

- CoS up to minimum guaranteed bandwidth

- Burstable up to 80Mb down for no extra charge

FTTC Ethernet – Spitfire’s Offering

• TalkTalk’s offering is £99/month, whereas BT Wholesale’s offering starts at this price

• TalkTalk Business FTTC Ethernet ideal for those seeking burstable downstream speeds beyond the usual 20Mb

• BTW FTTC Ethernet ideal where higher downstream speed is required to be guaranteed

• Secondary FTTC provider means increased availability & resilience for Spitfire customers

• FTTC is an excellent choice as back-up to Fibre Ethernet

Choosing an Ethernet Access Provider

Ethernet Access Provider –Quotation Stage

Wholesale Ethernet Provider

Standard lead times likely

Long lead times and possible ECCs

BT Wholesale & TalkTalk Business

Category 1 or 2.1 Category 3

Virgin Media Business Site Connected Civils Required

COLT On-Net Near-Net

IFNL On-Net N/A

Ethernet Access Provider – How to reduce risk of a complex install

• Is there existing presence? Speak in advance to Landlord, ask other tenants, look in the comms room

• Is a wayleave required? Early engagement with the landlord is key

• Building built or refurbished prior to 2000? Asbestos register is required

Government Ethernet Grant Schemes

Access Broadband Cymru (ABC)

• Premises must be in Wales

• New connection needs to at least double download speeds compared to current service

• Use to upgrade to Fibre Broadband or Fibre Ethernet

• £400 or £800 voucher towards installation and router costs

Ultrafast Connectivity Scheme

• Premises must be in Wales

• New connection needs to have at least 100Mbps download speeds

• Use to upgrade to Fibre Ethernet

• Up to £10,000 towards installation and router hardware costs

Connect Westminster

• Premises within Westminster City Council

• Eligible for businesses with download speeds that do not exceed 30Mbps

• Scheme to assist businesses upgrade to Gigabit capable connections (but can be used for 100Mb bearer circuits)

• Grant up to £2,000 covering upfront charges

Local Full Fibre Networks (LFFN) Vouchers Scheme

• Aberdeenshire, Bristol, Bath, North East Somerset, Coventry, Warwickshire, West Yorkshire or West Sussex

• New connection must be 1Gb capable for the future (can be 100Mb bearer initially) and deliver minimum of 100Mb

• Spitfire Pre-Approved Packages on 100Mb (12 months) or 1Gb (12 or 36 months) – voucher covers £3,000 of either upfront or ongoing charges

Spitfire’s Amazon Ethernet Incentive

• Amazon Voucher available for the lead and sale of an Ethernet Circuit from a Spitfire Partner

• £25 voucher for a 10 – 90Mb Fibre Ethernet Circuit

• £50 voucher for 100Mb and over Fibre Ethernet circuit

• Running until 30th March 2018

• Terms & conditions apply

Government Ethernet Grant Schemes - Summary

• Spitfire are approved suppliers for all of the mentioned schemes

• For the Welsh and Connect Westminster Schemes, onus is on the end user to apply for the funding with the relevant authority. Spitfire can advise on this process.

• With LFFN, the application process is done through Spitfire using Pre-Approved voucher

• Amazon Voucher incentive for Partners

• Handout in Partner Seminar Booklet with more details

• Contact your Account Manager

Multi-Tenanted Building Trial

Multi-Tenanted Building Trial -Overview

• Exciting new scheme aiming to launch in Spring 2018

• Designed to maximise potential of Ethernet infrastructure for Spitfire and Partners in multi-tenanted buildings

• Where Spitfire has a new circuit installed in one of these buildings, opportunity to offer large discounts & easier installs for additional customers

• Direct response to Partner feedback from last year

Multi-Tenanted Building Trial –Details (part 1)

• 1Gb circuit installed into building with 8 port NTE

• Spitfire or Spitfire Partner installs cable in building and connects each customer up

• No additional cost for 1st circuit as long as potential for multiple circuits demonstrated

Multi-Tenanted Building Trial –Details (part 2)• Additional circuits would have significant cost

reductions

• Additional circuits would also have a shorter lead time (approx. 2 weeks)

• 10Gb and 24 port NTE could be provided for larger buildings (additional cost)

• Circuit exclusive to Spitfire/Spitfire Partners

Multi-Tenanted Building Trial –The Opportunity

• Spitfire and Partners able to reach out to new clients

• Upsell voice and IT services

• Long term retention - effectively lockdown buildings to Spitfire Ethernet connectivity

Practical Solutions for Interconnecting Sites, Data Centres and Cloud Services

Andy Duncan

IT Interface Manager, Spitfire

Introduction

As Application complexity increases how do we provide cohesive, easy to manage, effective connectivity to support the application and business requirements.

Business and Technological Trends

• Adoption of Hosted & Cloud Services

• Colocation

• Hybrid Cloud

• Virtualisation & Hyper-convergence

• Increased Compliance and Legislation

• Home working

• Mobilisation

Demands on Infrastructure

• Dependency on Internet connectivity

• LAN and WAN security

• High speed, high performance WAN

• Low cost£

IT Partner Challenges

• Delivering applications with high performance requirements over internet circuits

• Interconnecting sites reliably and securely

• Managing security across multiple sites

• Avoiding high cost specialist hardware and licenses

• Connecting to Cloud Service Providers with consistent performance and effective security

Option 1: IPsec VPN

• IPsec VPNs provide a routed and encrypted connection between two points

• Internet circuits are used so:• No performance guarantee

• Overhead of the VPN degrades performance

• Not scalable

• Ongoing support/management requirement

• Specific hardware and license required

• VPN mesh solutions are available that address scalability

REMOTE SITEREMOTE SITE

HOME WORKER

BRANCH OFFICE

MOBILE WORKER

HEAD OFFICE

HOME WORKER

PublicInternet

REMOTE SITEREMOTE SITE

HOME WORKER

BRANCH OFFICE

MOBILE WORKER

HEAD OFFICE

HOME WORKER

PublicInternet

Option 2: Point to Point circuits

• Provide a layer 2 connection between 2 sites

• Dedicated Ethernet P2P circuit provides:• Consistent high performance • Secure private circuit• No VPN performance overhead• No specialist hardware requirement

• However:• Expensive in comparison to internet circuits (especially where

distance exceeds 35km)• In-flexible (what if you close/move an office?)• Offers no scalability if you add sites• Additional circuit required for Internet access

Option 3: SD-WAN

• Provides a centrally managed, application focussed connected WAN

• SD-WAN provides:• Simplified management of complex WAN

• Ability to utilise all connectivity methods

• Scalability

•However:• Any performance is only as good as the underlying network

infrastructure

• Adds a costly overhead in terms of hardware/license

• New technology, very high M&As in the industry

Option 4: MPLS Virtual Private Network

• It’s just for large corporates

• It’s expensive

• It’s complex

MPLS – your thoughts

• A customer replaces standalone internet circuits with an MPLS Virtual Private Network. Their monthly service charges will typically…

A: Be reduced or up to 10% higher,

B: Be between 10% and 25% higher, or

C: Be more than 25% higher?

CORE

NETWORK

W W W

MPLS

MPLS

NETWORK

W W W

PSTN

SIP Trunks

Hosted Telephony

On-Net Datacentres

VPN to Remote offices and home workers

CloudConnect to Cloud Service Provider

MPLS

Cloud Connect

Cloud Connect

Cloud Connect

MPLS Benefits• All voice, data centre and Cloud services are now privately connected

to your customer’s LAN

• Consistent bandwidth, low latency, packet loss and jitter between sites

• Centralised internet breakout – only one egress point to secure

• No IPsec VPNs to license and manage

• Minimal support requirement

• SLA driven service

• Inherent network resilience

• Can connect broadband or Ethernet circuits from multiple access providers

MPLS Myths

• It’s just for large corporates

• MPLS can be a cost effective solution, even for SMEs with one or two sites

• It’s expensive

• By taking advantage of UK national wholesale access, most MPLS services are comparable monthly rental charges to the equivalent standalone internet circuits

• It’s complex• It’s as simple as defining LAN subnets. Spitfire does all the configuration

for you and manages any future changes

So what?

• MPLS provides practical, cost effective connectivity between sites, data centres and cloud services to meet the growing demands of your organisation

Session 1 Questions

Spitfire Branding

Refreshments

PARTNER SEMINAR 2018

Session 2

Small Business Growth Strategies

Alex Kirkpatrick

Incite, Managing Partner

ABOUT US

• Business to business growth marketing & sales specialist

• 15 years experience helping SME’s to grow in competitive markets

• Technology marketing experts

• We’ve seen a complete change in behaviour in this time, yet many SME’s employ the same sales and marketing strategies and tactics as they did 5, 10 or even 15 years ago

WHAT’S CHANGED?

• 9 out of 10 business buyers say when they are ready to buy, they will find you

• 81% of them start the process with a web search

• Many are 50-60% of the way into the buying cycle before they will even make contact with a vendor

• 78% are looking for information around their business challenge

WHAT’S CHANGED?

• 84% said Word of Mouth recommendations influence their purchase decisions

• 58% engage with peers, 48% follow industry conversations, and 41% read research papers and postings from thought leaders. If the order value is more than £10k – 70% of buyers say they review four or more pieces of content prior to purchase

• The white paper is still the most read piece of content – but 60% of buyers say they don’t have the time for reading – so the shorter, the better

WHAT WORKS NOW

• Understand your buyers and their context – what their personality, problems and wants are based on where they are in the sales cycle

• For instance, don’t talk about product until they are in the sales cycle

• Don’t give them whitepapers when they are looking for a new vendor!

• Buyer personas and sales funnel mapping are great ways to do this

• Have a website that is content rich and regularly updated

WHAT WORKS NOW

• Make sure you appear in search results for top of funnel and middle funnel keywords

• Offer things of value to your buyers. Educate them with content or events when they need it and use it build your database

• Follow-up. Person to person sales is still vital just make sure its aligned with your marketing

• Ensure your sales collateral is benefit driven, snappy & looks great. In a competitive market small things make a big difference

GDPR and MiFID IIPeter Oosthuizen

London Partner Sales Manager

Contents

1. GDPR - General Data Protection Regulation

• GDPR Overview

• Where GDPR is relevant to telecoms

2.MiFID II - Markets in Financial Instruments Directive (v2)

• MiFID II Overview

• Where MiFID II is relevant to telecoms

• Spitfire MiFID II approved solutions

• Financial penalties of up to £20million Euros or 4% of global turnover

GDPR Overview• Launches on 25th May 2018 and is an extension of the Data

Protection Act

• Relates to the storing and processing of data on an individual

• To ensure appropriate use and access to this data

• Specific to personal data and not business data

[email protected]@spitfire.co.uk

GDPR OverviewRelevant GDPR points for discussion are as follows:

1. Storage of the data - Is the data secure?

2. Access and control over the data - Where is it stored and can it be accessed?

3. Ownership of the data - Who owns the data and who is responsible for the data?

4. Usage of data – What is the data used for?

5. It is now an implied opt out rather than implied opt in policy

GDPR OverviewExamples of recent financial penalties issued by the ICO

Business Fine Reason

Money Supermarket.com £80,000.00 Incorrect use of data (implied opt out)

Carphone Warehouse £400,000.00 Failing to secure data

Cab Guru £45,000.00 Incorrect use of data

Wainwrights Estate Agents £800.00 Failure to provide access to data

Newsagent (Sole Trader) £700.00 Incorrect use of CCTV data

Linda Reeves £1,000.00 failure to secure access to data

GDPR – Relevant to Telecoms1. The storage of the data

• The data must be secured but does NOT explicitly require encryption

• Carphone Warehouse

2. Access and control over the data

• Is it searchable / secure / erasable as required

• Linda Reeves

3. Ownership of the data

• The data controller is responsible for the data however the subject owns the data

• Wainwrights Estate Agents

4. Usage of the data

• The data controller is responsible for the correct usage of data

• Cab Guru

GDPR – Relevant to TelecomsImplied opt out (used to be implied opt in) (Moneysupermarket.com)

Other examples:

1. A business recording calls - Restaurant “Can I take your name and number”. If call recorded you are then storing personal data

• Consumer must consent to the call recording if it has the potential to contain personal data

2. A business website – “Tick this box if you do not wish to receive emails on our promotions” – No longer acceptable

• Consumer must opt in to receiving marketing as it is implied opt out

What is the easiest way to ensure you are GDPR compliant…

GDPR – How to be Compliant

If you must store data (call recordings, email backups etc) then you must ensure this data is compliant with GDPR

regulations

DO NOT STORE DATA!

MiFID II Overview• On the 3rd January 2018 the Financial Conduct Authority launched the Markets

in Financial Instruments Directive (MiFID II)

• Firms in the financial sector are now held to new regulations on any conversations or electronic communication relating/leading to trading activity

• While MIFID II only relates to companies involved in trading, it is likely that the FCA will adopt these standards across the board in future

• Financial penalties of a minimum £30,000 and maximum up to £5million Euros or 10% of global turnover

MiFID II – Relevant to TelecomsPlease note MiFID II legislation covers ALL communication however the following slides are specific to telephone communication

• All calls relating to a financial trade must be recorded (includes internal calls)

• Calls must be retained for 5-7 years

• Access to call recordings must be restricted, monitored, auditable and the data must be encrypted

• Calls must be searchable by date/time, extension and outbound CLI

• It is recommended that personal mobile devices are not authorised for business use and therefore fall outside the scope of MiFID II

MiFID II – Spitfire SolutionSpitfire can deploy a phone system in a number of different environments

1. CPE: Dedicated phone system on customers site

2. Hosted: Dedicated phone system in hosted environment (MPLS)

3. Cloud: Phone system instance/license within a VM cloud environment

MiFID II – Spitfire Solution

1. CPE – Dedicated Phone System on Customer Site

• PBX options – 3CX, Avaya, Panasonic

• Spitfire deploy PBX with a 3rd party call recording solution (Retell or Oak).

• Call recording data stored on 3rd party server

• 3rd party solution requires additional server onsite

This solution would typically carry a high upfront cost to the customer and takes up more rack space. Not always suitable when only a select

number of handsets need to be recorded

MiFID II – Spitfire Solution

CPE PBX

CUSTOMER

PREMISES

IP HandsetsIP PBX

3rd Party Server

Spitfire SDSL or EthernetSIP GATEWAY

& CORE NETWORKPSTN

Remote Worker

MiFID II – Spitfire Solution2. Hosted – Dedicated Phone System in Hosted

Environment (MPLS)

• PBX options – 3CX or Avaya

• Spitfire again deploy this solution with a Retell or Oak (3rd

party) within one of Spitfire’s data nodes

• Call recordings stored on 3rd party server

This solution would again typically carry a high upfront cost to the customer as well as a higher hosting cost due to the additional 3rd

party equipment that needs to be hosted

MiFID II – Spitfire SolutionDedicated Hosted PBX

CUSTOMER

PREMISES

IP Handsets

Spitfire SDSL or Ethernet

SIP GATEWAY

& CORE NETWORK

PSTN

Remote Worker

IP PBX3rd Party Server

MiFID II – Spitfire Solution3. Cloud - Phone system in a cloud VM environment

• PBX options - 3CX Cloud only

• 3rd party call recording with Retell. Retell call recording is natively installed in the 3CX Cloud VM environment

• Calls captured and encrypted on Cloud platform and then transferred to storage of customer/partner choice (not Spitfire)

• FTP Cloud storage e.g AWS

• FTP on premise server

This solution is designed as a feature add on to the 3CX Cloud and has an OPEX pricing model. Minimal upfront cost. Far more cost effective

to end user

MiFID II – Spitfire Solution3CX Cloud

CUSTOMER

PREMISES

IP Handsets

Spitfire SDSL or Ethernet

SIP GATEWAY

& CORE NETWORK

PSTN

Remote Worker

AWS / Azure /

hosting facility

Summary - GDPR• Relates to storage and usage of personal data (not business data)

• Impact any business dealing with consumer data.

• Data is not required to be encrypted but must be secure, searchable, auditable, accessible and erasable where required

• Subject to considerable financial fines and damaging business reputation

• GDPR is implied opt out rather than opt in therefore action MUST be taken

Summary – MiFID II• Impacts all financial firms with any communication that may lead to a financial

trade

• Data must be encrypted to comply with MiFID II regulations as well as searchable, auditable, monitored etc

• Subject to considerable financial fines and damaging business reputation

• Spitfire can now deploy MiFID II compliant call recording in all phone system environments

• If you provide IT support for financial firms you must speak with Spitfire about ensuring their PBX is MiFID II compliant

• See this as a sales opportunity for you!

3CX Cloud DevelopmentsAndy Duncan

IT Interface Manager

What is 3CX Cloud?

• 3CX is a well established IP PBX Application

• Stable, well developed & cost effective

• Introduced to Spitfire Partners as on-site solution (CPE) in 2010

• Spitfire’s cloud implementation of 3CX launched in 2016

• 3CX Platinum Partner

• Designed to be very fast & easy for partners to install

CUSTOMER

PREMISES

IP Handsets

CUSTOMER

HOME OR SECOND OFFICE

SIP GATEWAY

& CORE NETWORK

PREMISES

PSTN

CLOUD

Spitfire Circuit Spitfire Circuit

What were the limitations?

• Required Capital Expenditure (CAPEX)

• Need for an expensive router on low cost Voice Approved SDSL

• Complex LAN set up for CTI mode

• Limited to 32 Extensions

• No PCI or FCA compliant call recording

3CX Cloud v15.5

• New developments & additional features

• Addressed limitations of 3CX v14

• Enabled Spitfire to vastly enhance our 3CX Cloud offering

Reduced Capital Expenditure

• Formalised & reduced handset rental pricing

• Handset pricing starting at £1.82 per month

• Switch pricing starting at £1.68 per month

• Significantly reduced CAPEX for your clients

• Transparent costs for your client

No longer need an expensive router

• Spitfire provided Cisco Routers – starting at £275

• Provided DHCP option 66 for provision of handsets

• No longer need DHCP option 66 on the router

• Provisioning of handsets can be done using STUN

STUN Provisioning

Register MAC address Phone configuration

Internet

IP Phone Phone inquiry upon boot-up

Redirection to Spitfire 3CX server

RPS Server

STUN Provisioning

Internet

IP Phone

• Easy Installation

• Lower up front costs

• Central management from 3CX

• Remote extensions no longer need SBC

No longer need an expensive router

• Spitfire provided Cisco Routers – starting at £275

• Provided DHCP option 66 for provision of handsets

• No longer need DHCP option 66 on the router

• Provisioning of handsets can be done using STUN

Simpler LAN set up for CTI mode

• CTI mode has now been enhanced (now called CSTA)

• It is now possible to use CSTA mode when the PC’s are on a physically separate circuit or subnet

• Using the 3CX Web Client you can now control a Handset, Mobile App or Softphone – even when used on Mac!

• Negates the long conversations about LAN configuration

• Simple LAN infrastructure

No longer limited to 32 Extensions• Originally on Windows – up to 20 PBX’s on a

single OS

• 3CX created hard limit of 16SC

• No Server-side integrations

• Now is VM based using Linux OS on VMware

• Standalone instance without SC licence limitation

• Each PBX has individual OS on VM

CORE NETWORK

Server

Server

VMware VMware

• Provide true Cloud solution for larger clients

• Additional Flexibility being on dedicated OS

• i.e. upgrades & bespoke integrations

• Performance and cost benefits of Linux

• Suitable environment for providing optimum call quality

CORE NETWORK

Server

Server

VMware VMware

No longer limited to 32 Extensions

PCI or FCA compliant call recording cloud product

• Always offered Retell on premise to record calls – Limitations!

• 3rd party call recording with Retell. Retell call recording is natively installed in the 3CX Cloud VM environment

• Calls captured and encrypted on Cloud platform and then transferred to storage of customer/partner choice (not Spitfire)

• FTP Cloud storage e.g AWS / Azure

• FTP on premise server

• Calls are accessed via secure client application on customer PC

• No CAPEX, purely per channel/extension rental

Windows Server 2016 VMLinux VM

CLOUD VMENVIRONMENT

VMWare

Customer siteRecordings accessed via installed Retell client

Customer Customer

CUSTOMER Recording Storage

AWS / Azure /

hosting facility

Customer

FTP enabled storage provided by customer, e.g. AWS, AzureAWS / Azure /

hosting facility

CUSTOMERRecording Storage

Customer

• Competitive & easy to understand cost model

• Ability to provide fully compliant phone system in cloud environment

• Records ALL calls on 3CX Cloud - including;

• Remote

• Softphone

• Mobile App

• Internal & External

• Partner opportunity to sell or manage storage

• Call “data” becomes part of general data security/retention policy

PCI or FCA compliant call recording cloud product

Partner 3CX v15.5 Training

• What you will learn;

• Introduction to 3CX

• Configure and install 3CX

• How to maintain a 3CX

SIP Trunks Resilience

James Davis

Partner Service Team Leader

Spitfire SIP Trunks

• Replicated SIP Network at the Printworks

• Added Inbound & Outbound Resiliency

How was this implemented?

• New voice network installed in 2017

• 3 x Next Generation Switches

• Two separate data nodes at two geographic locations

• Referred to as SIP East & SIP West

MPLSCORE NETWORK

SIP Resilience

SIPnet West SBC

Customer Premises

SIPnet East SBC

NGS West NGS East

! PBX

PSTN Network

Which Services will benefit?

• All existing SIP trunks with Spitfire

• All existing SIP Communicator Systems

• All New SIP trunk or SIP Communicator Systems

So what do I need to do?

• Those who maintain IP PBX systems using SIP trunks will need to configure 2x SIP trunk accounts on the PBX

• Systems capable include Avaya, Beronet, Asterisk, Mitel& Cisco Call Manager

• 3CX has limitations which mean that it is not currently capable of supporting resilient SIP trunks

How is this going to help me?

• As an IT provider & SIP PBX maintainer you can give your customer’s peace of mind that the Spitfire Service you recommend comes with core network level resiliency as standard.

• Use Spitfire provided Voice Approved circuits

• Even more reasons to go Spitfire for SIP

And the best part...

• Free of charge

• Most of our competitors will charge for additional trunks and resiliency

• Spitfire is providing resiliency as part of the service and a reflection of our commitment to a resilient core network & solution

Customer Controlled DivertsComing Soon

• With the aforementioned next generation switches in place you or your customers will be able to control diverts and their destinations

• Instantly divert calls elsewhere in the event of emergency or just over a holiday

• Divert operates at a Core Network Level

• Will forward original CLI unlike when forwarding via a PBX

• Initially through Spitfire’s Customer Portal

• Finally via a Spitfire App

Subscribe to our Youtube Channel and keep an eye out for our new SIP trunk video

Mobile Voice & DataPeter Goddard

Midlands Partner Manager

Agenda

• Mobile Voice

• Mobile Data

• The Future

• Spitfire’s Mobile Voice and Data Team

Mobile Voice

• Spitfire has been providing Mobile Solutions since 1999

• Vodafone and O2

• (EE)

• Porting Solutions

• Multiple Hardware and line rental tariffs

• Single bill for all telephony & connectivity

Mobile Data

• 3G and 4G

• Still providing GPRS and WAP

• Mobile Data as a Back up Solution

• Pros and Cons

The Future

5th Generation Mobile networks

5G• Coverage

• Network Providers

• Who is Driving this?

• Date

Spitfire Services Include• International rental SIM solutions for 30+ Countries

(including Roaming Costs)

• Mobile Device Management (MDM)

• Softphone applications (VoIP)

• 4G boosters for all major UK Networks ( in addition to Vodafone SureSignal and O2 Boostbox)

• Dual SIM handsets available

• Satellite, mobile handsets and Mobile Hotspot/Dongles Rentals

Spitfire’s Mobile Voice & Data Team

• Dedicated Mobile Voice & Data Team

• Decades of industry knowledge

• Customer facing and consultative

• Cost Comparisons and tariff, hardware advice

• Proactive Roaming Management

Session 2 Questions

Industry Update2017 – Fibre comes of age!

Justin Orde

Joint Managing Director

Dark Fibre Access

1. Dark Fibre Access (DFA)

• Due to launch October 2017

• CAT ruled against OFCOM in July 2017

2. Openreach launching a 10Gb + OSA semi Dark fibre access

• Suitable for core network links

Major FTTP roll-out

• Fibre to the premises

• Primarily broadband (asymmetric / contended)

• Fibre extended from FTTC Cabinet

• Up to 1Gb

• 2m premises by 2020

• 10m premises by 2025

Ultrafast Broadband – G.fast

• Up to 330Mb

• G.fast equipment locates bolt-on cabinet beside PCP in local network

• 350 metres from premises to G.fast equipment

• Primarily suited to PCPs in urban areas

Openreach to split from BT

• Separate company:

• Openreach Limited. No. 10690039

• Independent Board

• Employs 28,000 engineers

• Exchanges, copper and fibre network – ownership retained by BT Telecommunications PLC

Utility / Civils issues

• All providers experience major issues

• Blocked ducts

• Council permission

• Traffic management

• Repeat blockages

• Notice periods

Carillion in Liquidation

• Openreach contract with Carillion Telent joint venture

• Carillion in liquidation

• Telent assumed 100% ownership control of jv from 15.01.18

• Business as usual

• Hopefully Civils performance may improve!

Universal Service Obligation (USO)

• Digital Economy Act, 2017

• 10Mb minimum

• From 2020

• Enforced investment by BT in sub-10Mb areas

• BT’s voluntary proposal rejected

Future

• 1Gb take-up

• FTTP broadband availability

• Impact of USO

• Ethernet increasingly commoditised!

You are all Spitfire heroes…

…but some are this year’s winners!

Partner Service Awards 2018

For

New Ethernet Circuits


For

Fastest Growth


For

New Business Won


For

Top Billing


ConclusionNick Goodenough

Partner Service Director

This afternoon

Demo booths covering:

• Customer portal & web-ordering demonstration @ 1.50pm

• 3CX v15.5 demonstration

• SIP Communicator demonstration

Sign up for free training:

• Partner Introductory Training

• 3CX Cloud v15.5

• SIP Communicator

• Avoiding telephony fraud

• BT Wholesale & Ventures; Incite & Internet Video Company

More prizes: 2.30pm!

Raffle for Arsenal tickets:

• 2 x tickets to see Arsenal vs Everton on 3.2.18

• Alternative dates available

Win some Champagne:

• Question will appear on our Twitter feed @SpitfirePartners(#SpitfireSeminar) at 2.30pm

• First to answer with correct answer who is present at the time will win a bottle of Champagne

Feedback

• We need your feedback to improve this event and our solutions

• Please complete your feedback forms and give to a Spitfire member of staff when you leave

• This presentation & handouts will be on the partner portal tomorrow

Thank you for joining us today!

Jobs for you to do!

Demo booths covering:

• Customer portal & web-ordering demonstration @ 1.50pm

• 3CX v15.5 demonstration

• SIP Communicator demonstration

Sign up for free training:

• Partner Introductory Training

• 3CX Cloud v15.5

• SIP Communicator

• Avoiding telephony fraud

2.30pm

• Raffle for 2 x tickets to see Arsenal vs Everton on 3.2.18

• Follow @SpitfirePartners & answer question to win Champagne

Feedback Forms:

• Please fill them out and leave them

Documents

Nick Goodenough - spitfire.co.uk · Spitfire are approved suppliers for all of the mentioned schemes • For the Welsh and Connect Westminster Schemes, onus is on the end user to