Unified Communications SWOT for Nortel Networksmedia.gswi.westcon.com/cpoint_us_av/static_cp/... · Unified Communications SWOT for Nortel Networks ... Market share Professional and

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Unified Communications SWOT for Nortel NetworksUnified Communications SWOT for Nortel Networks

This is NOT to be used as a customer presentation.This is NOT to be used as a customer presentation.


Avaya Inc. obtained the information contained in this

presentation from industry consultants, customers,

published research, trade journals, and internal

research. To the best of our knowledge, this report is

based on the most current information available.

Although every effort has been made to ensure

freedom from errors, Avaya is not responsible for the

accuracy of all the information contained in this

presentation.


Defining Unified Communications

There is no industry standard definition for Unified Communications whether coming from a vendor or the analyst community.

The base for any UC definition must include:

– all communications applications: v-mail, email, IM, etc.

– available from any communication device: handset, mobile device,PDA, personal computer, etc.

– Accessible from anywhere on the globe.

Avaya Web site: Think of UC as the solution that bridges all types of access endpointsseamlessly between stand alone communications applications (e.g. Voice Mail , Email, Instant Messaging etc.), and does it through a communication portal optimized by an Intelligent Communications architecture.


Perspective

This slide deck looks at the strengths, weaknesses, opportunities and threats from a Nortel Networks perspective.

The deck provides information on how to effectively move Nortel from a predator to a competitor.

Avaya wins regularly against Nortel, one case study is highlighted in this deck. Many more case studies are available through the Customer Gallery.


Nortel UC Strengths

Established voice company

Large customer base

Complete portfolio of solutions

–Market segments

– Valid migration story

Innovative Communications Alliance (ICA) with Microsoft

IBM Alliance

Recognized as a leader in Gartner MQ for Unified Comm, 2006


Nortel Weaknesses

CallPilot supports “integrated messaging” not “unified messaging”

Different: platforms, OS, features, licensing and management

Mobility solution is weak

Mixed commitment to Linux

IPT 1-2-3 Program very complex

Migration path for customers is architecturally challenging, large number of servers, different OSs

Market share

Professional and maintenance services strategy under MS Innovative Communications Alliance could offend channel partners and service partners

Management tool complexity

Numerous business challenges (cash flow, revenue, gross margins,market share)


Nortel Opportunities

Reorganization and refocus w/support of MS and Innovative Communications Alliance (ICA)

Partnership with IBM focuses on building an open IMS and SOA delivery platform that enables ISVs to deliver advanced telecom services

MS ICA opens the door to get out of the hardware business

Emphasis on Carriers and SP

Customer base


Nortel Threats

Avaya – Voice expertise, software applications, award winning Services organization

MS may consume all NT intellectual property

MS may abandon NT relationship once UM market matures

MS already talking about migration strategies that eliminate need for NT telephony products

IBM relationship may be diluted by the IBM-Cisco UC(2) initiative aimed at the same market

NT not accepted in the market as a professional services provider

MS & IBM Channels dominate NT services and maintenance offerings

Google – social networking – free biz apps

Oracle, SAP – SaaS model


Avaya Defensible Differentiators over Nortel

#1 WW market share in IPT, Unified Messaging and Conferencing

Award winning products for Mobility and Speech Access

Industry recognized Professional, Maintenance and Managed Services teams

The Avaya DevConnect program provides innovative, integrated applications that meet market demands

The Avaya-Microsoft relationship supports path, pace and choice over forklift upgrades

Avaya offers a clear roadmap for customers to migrate at their own pace and budget from basic voice to converged communications to unified communications to CEBP and intelligent communications

TCO and ROI

Reduced complexity


Winning Against Nortel

Local municipality selects Avaya over Nortel– Consistent, branded customer experience with Direct Inward Dial (DID) lines and the use of Avaya Modular Messaging which allows county employees to provide citizens with faster and more efficient access to services and administration representatives.

– • Intelligent, personalized interactions have given county criminal justice officials the ability to conduct witness interviews and medical screening via video conferencingrather than physically transporting inmates from one location to another.

– • More productive internal collaboration with current tenants (University, the state run county court system and Community Action Team) which is seen as a potential revenue stream with significant growth prospects.

– • Faster linkage of people, processes and resources has saved the County an estimated $15,000 annually due to reduced phone bills within agencies coupled with the ability to replace long trips to and from their town to county jails with videoconferencing for court arraignments.

– • More agile, secure and reliable operations during a crisis with failover ability and accessibility since implementation of the Avaya S8300 Media Server in Local Survivable Processor mode.

– • The cost of the project will pay for itself with 65 to 75 percent savings expected in one year on communications costs. For example, the rest home reduced its monthly bills by $900 per month, which includes the cost for Internet access and equipment leasing fees.

– Bid, installed and supported using a local business partner.


Additional Competitive Resources

Competitive Resource Centre

[email protected]

Customer Gallery

Demonstrations

Executive Briefing Centers

Competitive List Servs


Documents

Unified Communications SWOT for Nortel Networksmedia.gswi.westcon.com/cpoint_us_av/static_cp/... · Unified Communications SWOT for Nortel Networks ... Market share Professional and