David Wippich, CEO Ensim
What We’ll Talk About Today
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Crazy Market Dynamics
Convergence of Convergence
Unifying Unified Communications
Benefits of Complexities
Realizing and Sizing the opportunity
The Un-Confusion Conclusion
Market Dynamics
Market Dynamics
Increased
commoditization of
traditional isp/telecom
services
Decreasing ARPU and
eroding margins require
deployment of new
high-value services
Market Opportunity
Leaders will be
determined by delivering
the right product at the
right time the right way
Opportunity to be a “one
stop shop”
Winners will enjoy ongoing cash cow business
Unified Communications Benefits & Issues
• Enterprise Benefits
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Enable higher productivity and improved possibilities for interaction
between and within organizations
Insuring UC meets security and compliance requirements
Deliver greatly improved customer care and service, using different
devices – wired/unwired, location based, etc…
Gain flexibility to switch, increase, or relocate functions as staff
requirements change
Replace old/obsolete systems in stages with leading edge options
Centrally manage their network, devices and apps and cut support or
maintenance costs
• Service Providers Top Issues
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Long Sales
Cycles
Varied
Requirements
for customers
Distributed
Needs
Service Provider Challenges & Solutions
Service Provider Challenges
Solutions
Deliver Mixed service bundles
• Deliver convergent services on both
shared and managed platforms
• Keep up with new service demand
• Flexible offering based on application
popularity, not delivery method
• Simplify deployment, delivery and
management of services through
product based solution
• Pre-built application managers
• Single solution for both Managed &
Hosted
Sales cycle
• Extensive requirements
• Enterprise IT push-back
• Lack of clear differentiation between
hosted vs. on premise
• Separate applications from
infrastructure to speed roll-out of new
services
• Homogenized administrative interfaces
Cost Efficiency
• High cost of delivering next generation
in mixed environments
• Maintaining legacy equipment
• High cost of sales & support
• Automation of provisioning and service
enablement
• Enable resellers to lower your costs of
sales
• Deliver role-based delegated
administration
How to Realize the Opportunity for mid-size
enterprise
• Offer homogeneous management tools
– Lower cost of support and operations by using single management
system in mixed environments
– Identity Management, Access Control, Policy Enforcement
• Provide tools empowering IT and employees, demonstrating
YOUR value-add as solution provider
– Lower switching costs from on-premise to outsourced
• Self-Configuration of clients and devices
• Self-management of basic tasks
• Offer full suite of Unified Communications applications
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Messaging & Collaboration (email, groupware, IM,..)
VoIP, Mobile
Presence
Unified Messaging, Communications, Collaboration
What solution providers need
• New Services
– Accelerate time to market; first mover advantage, higher
margins (ARPU), extend value chain, create stickiness with
multi-service offering, increase ARPC, better ROI on CAC
• Automation
– Operational efficiency as base services commoditize, enduser and reseller control increase satisfaction and decrease
churn, lowers opex
• Support of Mixed Environments
– Lower cost of deployment and support, increase reach,
access to customer relationship owner, add additional
services to value proposition
Technology Requirements
• Platform that provides latest technologies, web-services, webparts, extensibility, IP and App hosting, Multi-tenant or
dedicated or mixed
– Service Creation tools
– Resource Management
– Common authentication and authorization
– Provisioning across multiple services & devices
– Delegated Administration & Channel Enablement
Conclusion
• The market for Mixed Environments services has never looked better and
is becoming critical to long term success of solution providers
• Leading providers are strategically positioned to capitalize on this
opportunity
• Effective engagement in the value chain requires the creation and delivery
new services rapidly and efficiently
• Flexible distribution methods must be offered
• Partnerships are a must (Tech components, Commercial Software, System
Integrators)