Esnatech google master sales engineering
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Sales engineering presentation for esnatech's Unified Communications for Google apps. For more information visit www.uc4googleapps.com

Sales engineering presentation for esnatech's Unified Communications for Google apps. For more information visit www.uc4googleapps.com

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Esnatech google master sales engineering Presentation Transcript

  • 1. Enabling Unified Messaging, Presence and Phone integration for Google apps
    Copyright 2011 Esna Technologies Inc | www.esnatech.com | 1-800-565-3762
  • 2. Esna Technologies Inc. ( esnatech)
    Unify and Simplify enterprise communications!
    www.esnatech.com
    Davide Petramala
    Vice President
    Sales & Marketing
    Esnatech
    davidep@esna.com
  • 3. Company Facts
    Head Office: Richmond Hill, Ontario Canada
    • Regional Offices: London U.K /Henderson Nevada
    • 4. Esnatech resources in Colorado /Connecticut / Oregon
    • 5. 1900 certified partners globally
    • 6. Over 300 new customers served in the past 12 months with active service to over 1000 sites annually
  • Company Facts
    • Company Size
    • 7. 75% of the workforce engineering and support
    • 8. 2011 forecasted revenue $13 million USD
    • 9. Growth specifically from Google apps Opportunities
    • 10. 500,000 plus Google apps Seats proposed with UC in 2010/11
    • 11. Average Seat sale for UM/UC $30.00 per user per year
    • 12. Active distribution and business development
    • 13. North America / EMEA / AsiaPac /and LATIN AMERICA
  • Consulting Methodology
    Products
    • Unified Communications for Google apps Applications server
    • 14. https://www.google.com/enterprise/marketplace/viewListing?productListingId=7017621+9444202156638008233&pli=1
    • 15. Application server that integrates the existing phone system and voice mail platform with Google apps as well it extends phone presence and Fixed to mobile convergence services into Google apps.
  • Unified messaging
    Presence
    Fax server
    Dialing & Mobility
  • 16. How it works
  • 17. Architecture
    Public Cloud
    1- Voice mail integration
    -sync Unity with GMAIL- Cloud or on premise
    2. Voice mail migration to UM
    -Replace existing legacy voicemail with esnatech application for GMAIL integration- On premise
    3. Unified Communications
    -Replace and add new Google apps integration to existing phone system- On Premise- OCS alternative
    IMAP/SMTP/XMPP/Oath
    Private network
    Office-LinX on Vmware( on Premise)
    PBX ( Phone system)
    SIP /IP integration
    (Cloud service)
    -Voice mail integration
    -Speech to text
    Unity Connection API
    SIP /IP integration
    Unity Connection VM
  • 18. Portfolio of applications
    UC web services
    Both desktop and web gadgets enable full dialing , presence and corporate phone search functionality from any OS or browser
    Google e-Fax servicesGoogle apps integrated fax services for fax messaging with Gmail and outbound faxing from Google docs and Gmail
    Google smartphone PBX and FMC integrationintegrated Mobile OS devices with existing phone system and PBX for station to station dialing and inbound and outbound calling of enterprise PBX- Blackberry, Android, iPhone, windows mobile 7
    Speech access to AppsNavigate Google Contacts, Calendar, and Gmail over the hone leveraging DTMF and speech commands for offline hands free access to your Google apps account
    Voice mail integrationIntegrates with any phone system to deliver integration of existing Cisco voice mail with Google Gmail- Message light support
    Speech to text for Gmail
    Convert existing voice mail to text for integration with GMAIL access leveraging Nuance speech to text services.
    Gmail Unified messagingIntegrates with any phone system to deliver voice and fax access from GMAIL and Email access over the phone.
    Knowledge Screen popsDesktop look up using Google search based on incoming caller ID and name to provide adhoc call center functionality
    Google talk Rich Phone PresenceIntegrated phone presence with Google talk to see who is on or off the phone and initiate click to dial off your phone ext.
  • 19. Key UC feature set being deployed
    Gmail Unified messagingIntegrates with any phone system to deliver voice and fax access from GMAIL and Email access over the phone.
    Google Fax servicesGoogle apps integrated fax services for fax messaging with Gmail and outbound faxing from Google docs and Gmail
    Click to dial from apps on their PBXClick to dial from anywhere in apps-contacts, email, docs, etc.
    Google talk Rich Phone PresenceIntegrated phone presence with Google talk to see who is on or off the phone and initiate click to dial off your phone ext.
    Calendar/Contacts integrated mobilityPersonal, shared, and public calendars integrated with your phone voice mail greetings, and mobility settings for find me follow me functionality
    Smartphone PBX integration-FMC fixed to mobile convergenceintegrated Android, iPhone,blackberry,OS devices with existing phone system and PBX for station to station dialing and inbound and outbound calling of enterprise PBX
  • 20. Licensing
  • 21. Executive Overview
    Key value of Esnatech’s Office-LinX Unified Communicationapplications to the Google apps team….
    • Helps Accelerate the Sales of Google apps
    • 22. Removes the objection of losing unified messaging when migrating to apps
    • 23. Remove the objection of losing Fax and Dialing from contacts
    • 24. Provides Google apps Key differentiation against Microsoft exchange/OCS/Lync platform
    • 25. Eliminates Microsoft’s competitive advantage of unified messaging with existing phone system
    • 26. 95% of M1-DSO customers have a PBX
    • 27. 30-50% of those customers already have unified messaging today
  • Executive Overview
    Key value of esnatech’sOffice-LinX Unified Communication applicationsto the Google apps team….
    • Esnatech has been providing Unified Communication solutions for Google apps for the past 2 years and are already a listed vendor in the Google Market place.
    • 28. Proven solution with large reference able customers in all market segments and key vertical markets
    • 29. SEIU, City of Westerville, University of Maine, GSA (General Services Administration), Lemar Advertising, Anys, Park University, Menlo College, Mead West Vasco, and IHG
    • 30. Have been involved and proposed in close to 500K Google app seats as opportunities in less then 12 months!
  • Sales
    What keywords and customer pains indicate you might be helpful?
    • Unified messaging
    • 31. Cisco,Cisco Unity
    • 32. Avaya
    • 33. Unified Communications,
    • 34. PBX integration, Fax.
    • 35. Voice messaging
    • 36. Message light support
    Resources to educate customer….
    • Webinars
    • 37. Case studies
    • 38. References
    • 39. Proof of concept
    • 40. Trials
    • 41. Sandbox for evaluation
  • How to Purchase
  • 42. Building a system
  • 43. Proof of concept Options
  • 44. Google apps eco system
    Top Google apps resellers Globally Resell or refer the esnatech solution for voice integration
    “SADA sees Esnatech as a key strategic partner in helping organizations adopt Google Apps. Many organizations wish to make the switch to Google Apps but want to preserve or enhance their unified messaging experience. Esnatech provides the best-in-breed integration solution, backed by 20+ years of multi-platform phone system experience.” —Tony Safoian, President and CEO, SADA Systems
  • 45. Strategic Voice partnerships
    Top Voice providers Globally rely on esnatech for both Cloud and Google apps integration
  • 46. Key Differentiators
    • Depth of expertise
    • 47. Management has over 20 years experience in the voice industry building unified communication solutions for major PBX vendors world wide
    • 48. http://www.esnatech.com/company/exec_profile.htm
    • 49. Breadth of expertise:
    • 50. Voice and Telephony, Unified Messaging, Cisco/Avaya/Nortel/Siemens integrations
    • 51. Enterprise Presence, Fixed to mobile convergence,
    • 52. Vertical Markets: Real Estate, Government, Educations, Finance, Hospitality
    • 53. Best Choice of Unified Communications
    • 54. Proven technology with over 20 years of success
    • 55. Reference-able customers with Google apps
    • 56. Validates solution with all major voice vendors- Provides Safe, trusted, & tested solution for Unified Communications
    • 57. Active Google Marketplace partner for past two years
    • 58. https://www.google.com/enterprise/marketplace/viewListing?productListingId=7017621+9444202156638008233&pli=1
  • Key Differentiators
    • Depth of expertise
    • 59. Sales
    • 60. Global partner network-20 Countries worldwide
    • 61. http://www.esnatech.com/partners/testimonials.htm
    • 62. https://sites.google.com/a/esnatech.ca/video-demo-center/Home/uc-sales-training
    • 63. https://sites.google.com/a/esna.com/partner-launch-program/
    • 64. Training
    • 65. Both Online and in class technical certifications
    • 66. Instructor led Sales engineering Certifications
    • 67. Online Sales certification
    • 68. http://www.esnatech.com/services/education/eLearning/el_Logon.aspx
    • 69. Certifications
  • Sales
    Objections esnatech helps overcome
    • Lack of unified messaging with existing corporate voice mail
    • 70. Lack of dialing off my phone system from Contacts on my PC
    • 71. Lack of Faxing from my email which I have today
    • 72. Missing features they have with Microsoft- Unified Messaging with Exchange, and Dialing and presence From existing phone system, ( MS OCS replacement)
    Key qualifiers
    • Do they have a PBX or phone system?
    • 73. Do they currently have unified messaging with their existing email
    • 74. Do they still use fax technology, fax mail and fax server
    • 75. Are they using Microsoft OCS currently
    • 76. Do they use desktop voice applications from their current phone system. ( Most already work with MS exchange)
  • Success Stories
    Issue:
    Moved to Google apps and were looking for new phone system that would provide the city full Unified communications services within Google apps, in particular Unified messaging
    Solution
    They selected a Mitel phone system that was SIP integrated to the esnatech Communication and collaboration application server. The esnatech application server extended Mitel dialing, Presence and messaging services directly into GMAIL and Google apps. They were able to access voice and fax messages from Gmail and initiate phone calls off their Mitel phone system directly from Google apps.
    ROI
    Consolidated voice, fax and mobility investments into the esnatech application server and were able to invest in smaller capacity based on the direct integration with GMAIL and enabling users to access voice and fax messages right from Gmail. Eliminated costs in managing and maintaining legacy voice mail, fax server in single service. Also enabled them to use and leverage Google voice behind their City wide Phone system
  • 77. UC for Google Apps : Identify a need…
    1
    Do they currently have Unified Messaging with Microsoft Exchange?
    2
    Do they have a mobile workforce? Home workers, People in transit, Field sales and service resources?
    3
    Do they have a phone system or enterprise PBX?
    4
    Do they use CRM or Sales force automation tools?
    5
    IS fax still part of their EDI process?
  • 78. UC for Google Apps : Scoping their requirements
    1
    How many phone extensions do they have across their organization?
    2
    What is the make and model or their existing phone system?
    3
    What are they using for voice mail today? DO they already have unified messaging with their existing email? If so How many users use Unified messaging today
    4
    How many Mobile workers do they have in the field?
    5
    How many fax machines do they have today and do they want to integrate faxing to their email?
  • 79. UC for Google Apps : Scoping their requirements
    6
    What CRM or SFA software do you use today?
    7
    Do you use Computer Telephony integration with any of your existing business applications
    8
    Are you planning to change your existing Phone system? If yes to what Make and Model?
    Do you use auto attendant today? If so does it support Speech recognition? If not would you be interested to automate your auto attendant or Company IVR with speech recognition
    9
    10
    How many Phone lines do you have coming into your business?
  • 80. Dedicated Google Team
    Canada
    • Sales (Excluding Quebec) : David Burwash davidbur@esna.com 905 707 4624
    • 81. Sales (Quebec) : Andres Venegas andresv@esna.com 905 707 4623
    • 82. Sales Engineering: Gerald Okimura geraldo@esna.com 905 707 4640
    United States
    • M1/M2/M3 customers:
    • 83. Sales: Susan Fernand suef@esna.com, 905 707 9700 say “Susan”
    • 84. DSO customers:
    • 85. Sales: Davide Petramala Davidep@esna.com, 905 707 4614
    • 86. Sales engineering:
    • 87. West Coast / Latin America/ Asia Pac : Adam Kling adamk@esna.com 905-707-9700 say “ Adam
    • 88. East Central United states/Federal: John Biancucci: Johnb@esna.com 905 707 9700 say”John”
    Latin America
    • Sales :Andres Venegas andresv@esna.com 905 707 4623
    • 89. Sales Engineering: Adam Kling adamk@esna.com 905-707-9700 say “ Adam
    EMEA
    • Sales :Nick St. John Nicks@esna.com 905 707 4646
    • 90. Sales Engineering: Gerald Okimura geraldo@esna.com 905 707 4640
    AsiaPac
    • Sales: Davide Petramala Davidep@esna.com, 905 707 4614
    • 91. Sales Engineering: Adam Kling adamk@esna.com 905-707-9700 say “ Adam
  • Marketing information
    • Website- www.uc4googleapps.com
    • 92. Whitepaper-Google doc
    • 93. Datasheets-UC4googleapps piece
    • 94. Videos- UC4 Google apps Playlist:
    • 95. http://www.youtube.com/user/Ucommunicate#grid/user/1BF62277260B
    • 96. Webinars- on demand ( Contact esnatech resource)
    • 97. Google UC Folder
    • 98. Esnatech/Google Playbook:
  • Contact information
    Esnatech Sales Department
    Sales@esna.com
    905-707-9700 say “Sales” / 800 565 3762 say “Sales”
    Website-www.uc4googleapps.com
    Where to get a demo account?
    Request from Esnatech Regional Manager-
    • add to our hosted Amazon platform (Google Sandbox). Sales@esna.com
  • Where to Buy
    • Certified Esnatech resellers- include most major Google resellers or any one of our 1900 partners world wide.
    • 99. http://www.esnatech.com/partners/channel.htm
  • UC for Google Apps : What sets it apart
    1
    Dramatic cost savings
    2
    Integrates with any mobile phone or device
    3
    Better reliability and security
    4
    Best Unified messaging/communication experience for business
    5
    Leverages your existing Phone system investment
  • 100. Google Apps/Google UC : Learn More
    1
    www.esnatech.com
    2
    www.uc4googleapps.com
    3
    www.youtube.com/uc4Gapps
    4
    www.youtube.com/ucommunicate
    5
    Contact us at: sales@esna.com
  • 101. Follow us Online
    • Twitter.com/poweredbyesnauc
    • 102. www.facebook.com/unifiedcommunications
    • 103. http://unified-comm.blogspot.com
    • 104. http://ucsupport.blogspot.com
    • 105. www.youtube.ca/ucommunicate
    • 106. https://plus.google.com/100295472340797491573/posts?hl=en
  • Homework
    • Find a customer with an Avaya/Cisco or Nortel PBX
  • Q&A
  • 107. Appendix-features
  • 108. Gmail Unified Messaging
    Single inbox to all messages- voice, fax, chat and recorded conversations…
    Access to voice mail in MP3 or wave format & Integrated transcription
  • 109. Gmail Unified Messaging
    Single inbox to all messages- voice, fax, chat and recorded conversations…
    Fax messages in Tiff or PDF format
    Faxes open directly in Google Docs for storage in the Cloud!
  • 110. UM with Web Links
    UM with Web Links
    • Synchronized
    • 111. SMTP forwarding
    • 112. Supports read and MWI
    • 113. Works in all environments
    • 114. Requires a UM license
    • 115. No email configuration
    • 116. Secure and open configuration
    • 117. See how it works...
  • Rich Presence
    Gtalk enterprise presence
    • Federated presence with
    • 118. Desk phone
    • 119. Mobile phone
    • 120. No software installation
    • 121. Supported on Gtalk for android
    • 122. Enabled Click to dial with
    • 123. Esantech UC service
    • 124. Gtalk/voice
    • 125. Provides phone status
    • 126. Provides location
    • 127. See how it works...
  • Google Calendar support
    Calendar driven Presence
    • Federated presence with
    • 128. Google Calendar
    • 129. Calendar presence with Gtalk
    • 130. Call Routing based on calendar status
    • 131. Voice mail greetings integrated with Calendar
    • 132. See how it works...
  • UC Web services
    UC Web app for Gmail
    • Web gadget works in all OS
    • 133. Active call control
    • 134. Desktop faxing
    • 135. Instant messaging
    • 136. Presence
    • 137. FMC mobility
    • 138. See how it works...
  • Smartphone PBX integration
    UC Mobile for Smartphones
    • Integrates device with existing PBX
    • 139. Active call control
    • 140. Find me follow me
    • 141. Instant messaging
    • 142. Presence
    • 143. FMC mobility
    • 144. Wifi handoff with SIP client
    • 145. See how it works...