Unified Communications
                         Business Case




Irwin Lazar
Vice President,
Communications Research
Neme...
Agenda

    Unified Communications and the Virtual Workplace
    Key UC Challenges
    The UC Business Case
    Recommenda...
Unified Communications

    Integration of any or all
    communications, collaborative,
    and business applications.
  ...
Technology Architecture & Evolution

                                                                                     ...
UC: State of Deployment




5   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
Why Unified Communications?

    Key drivers:
      Workforce
      virtualization
      Cost reduction
      Increasingly...
Unconventional Workplaces




       86% of organizations increasing telecommuters
        89% consider themselves “virtua...
What are the Drivers for Increasing Telecommuters?




8    © Nemertes Research 2010   www.nemertes.com   1-888-241-2685 D...
Cost Reduction

    Leverage UC opportunities to:
       Reduce operating costs of disparate,
       disjointed systems
  ...
Increasingly Available Tools




10   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
Business Process Integration

     Communications Enabled Business Processes (CEBP)
      Integrating communications servi...
Key UC Challenges

     Organizational
     challenges
       What’s the right organization?
       Where do we begin?
   ...
Who Makes Decisions Regarding UC?




13   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
Which Group Owns the UC Budget?




14   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
Organizational Challenges

     Building the right organization
        You need a UC “Czar”
     Determining demand
     ...
UC Demand


                                                                     End Users
                               ...
The UC Business Case

     The problem: business
       justification for
       collaboration
       technologies comes
 ...
How Do You Measure UC Success?




18   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
Quantified UC Benefits?




19   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
How Important is ROI in UC Decisions?




20   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
Example: Web Conferencing

     Enterprise client reported on average saving five
     minutes per meeting after implement...
Video Conferencing Adoption, 2009




22   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
Enterprise Views: Video

     Room & Telepresence Are
     Most Valued
       Our executives love telepresence and
       ...
Telepresence Challenges

     Bandwidth (typically 6 –
     18 Mbps per room)
     Costs
        Typically around $200,000...
Reducing Travel Costs




25   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
How To Build A Business Case

     Identify transactions & processes that could
     potentially be improved by making the...
Best Practices for Creating ROI Models

     Look for transactions that have measurable value that
     you’re already tra...
Just-In-Time, Fetch-The-Expert

     Challenge: Obtaining real-
     time subject matter expertise
     Solution: Integrat...
Step 1: The Transaction

     Every human interaction can be modeled
       as a transaction during which a
       human:
...
Step 2: The Transaction


                       Result

                                    Request

      Result        ...
Step 2: Improving the Transaction

Collaboration technologies fundamentally deliver two main
   benefits:
1. Faster transa...
Step 3: Measuring The Impact


     Time                                                       Success
                   ...
Case Study: Unified Messaging
                                                             Financial Services
            ...
Case Study: Video Conferencing
                                                            Manufacturing Firm
            ...
Case Study: Videoconferencing
                                               Government
                                  ...
Case Study: Presence
      Healthcare
         Doctors can save 45 – 60
         minutes per day dealing
         with pat...
Case Study: Conferencing

                                                          Financial Services
                   ...
Mobility & UC
                                            Mobility & Unified Communications
                              ...
What Is Lacking In The UC Market?




39   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
Org & Ops: Outsourcing

                                                                        60% of
                   ...
Directory

     Lack of common directory
     presents UC challenges
        How to correlate presence
        information...
Management

     Why is Management Becoming So
       Important?
          Network Complexity
          New Application Pl...
Optimizing The Network

     Key issues
       Reliability
       Latency
       Jitter
       Bandwidth
     MPLS emerges...
Compliance Concerns Affect UC Deployments?

      Limiting:
         We don’t want our voicemail
         messages stored!...
Do you have a Mobility Strategy?

     Mobility strategy
        Integrating wireless and mobile
        devices into comm...
Integration of UC and Mobility

     Examples
       Avaya, Cisco, NEC, mobile
       UC clients
          Find-me-follow-...
Mobility Strategy and Sales

     Real-world benefits from
     integration of UC with
     mobility strategy
       Mobil...
Security

     UC Security
       Consider early on in the
       planning process
     What are the threats?
       Attac...
Recommendations




49   © Nemertes Research 2010   www.nemertes.com   1-888-241-2685
General Recommendations

     Converge your staff or assemble project group; select
     one person to run project
       ...
Typical Deployment Timeline

             Web                                      Telepresence                           ...
Thank you!
                                                                    Questions?
                                ...
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Unified Communications

  1. 1. Unified Communications Business Case Irwin Lazar Vice President, Communications Research Nemertes Research Irwin.lazar@nemertes.com
  2. 2. Agenda Unified Communications and the Virtual Workplace Key UC Challenges The UC Business Case Recommendations 2 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  3. 3. Unified Communications Integration of any or all communications, collaborative, and business applications. Presence guides users to the most appropriate means of communications Mobility extends applications and integration of applications Communications-Enabled Business Processes improve productivity 3 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  4. 4. Technology Architecture & Evolution User Common Protocols (SIP, SIMPLE, XMPP) VOIP IP audio IP CC Interfaces conferencing Web portals Web Social conferencing Computing IP Video Presence Dashboard Desktop Telepresence video IM UM Office E-mail productivity apps Fixed Mobile Convergence Handsets Communications-Enabled Business Process Management, Directory, Security 4 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  5. 5. UC: State of Deployment 5 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  6. 6. Why Unified Communications? Key drivers: Workforce virtualization Cost reduction Increasingly available tools Business improvement opportunities 6 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  7. 7. Unconventional Workplaces 86% of organizations increasing telecommuters 89% consider themselves “virtual workplaces” 7 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  8. 8. What are the Drivers for Increasing Telecommuters? 8 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685 DN0964
  9. 9. Cost Reduction Leverage UC opportunities to: Reduce operating costs of disparate, disjointed systems Implement newer technologies when possible Take advantage of on-premises solutions versus hosted where there’s an advantage Leverage emerging SIP-based services Reduce telecom cost via alternative technologies Reduce travel A shift from strategic to tactical 9 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  10. 10. Increasingly Available Tools 10 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  11. 11. Business Process Integration Communications Enabled Business Processes (CEBP) Integrating communications services and business process applications UC as a “Web Service” Example scenarios: Automated inventory notification Event routing and alerting Numerous vertical solutions emerging (health care, field tracking, manufacturing 11 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  12. 12. Key UC Challenges Organizational challenges What’s the right organization? Where do we begin? How do we build the business case? Technological challenges Directory Integration Management Network Mobility Security/Compliance 12 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  13. 13. Who Makes Decisions Regarding UC? 13 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  14. 14. Which Group Owns the UC Budget? 14 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  15. 15. Organizational Challenges Building the right organization You need a UC “Czar” Determining demand Where is it coming from? Separating out “nice to have” from “must have” Define “hard” ROI” Determining the right architecture Single vendor vs. best of breed Integration challenges Hosted vs. owned Role of managed services Determining support models 15 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  16. 16. UC Demand End Users want UC! Demand is shifting from IT to management and business units. 16 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  17. 17. The UC Business Case The problem: business justification for collaboration technologies comes down to “soft dollars”: Productivity Better teamwork Better customer service How do you define “better”? What is its business value to the company? Too squishy! 17 © Nemertes Research 2010 2008 www.nemertes.com 1-888-241-2685
  18. 18. How Do You Measure UC Success? 18 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  19. 19. Quantified UC Benefits? 19 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  20. 20. How Important is ROI in UC Decisions? 20 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  21. 21. Example: Web Conferencing Enterprise client reported on average saving five minutes per meeting after implementing web conferencing Translates to potential annual savings of $3,700 per user Obvious caveat, gained time must be put to productive use 21 © Nemertes Research 2010 2008 www.nemertes.com 1-888-241-2685
  22. 22. Video Conferencing Adoption, 2009 22 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  23. 23. Enterprise Views: Video Room & Telepresence Are Most Valued Our executives love telepresence and use it whenever possible We’re using video to reduce travel, save time, and make better decisions Less interest in desktop video Desktop video conferencing is “too expensive from a bandwidth perspective” 23 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  24. 24. Telepresence Challenges Bandwidth (typically 6 – 18 Mbps per room) Costs Typically around $200,000 per room (varies by vendor, system) Scalability Limits on number of participants Extensibility to non- telepresence systems Location Rooms aren’t easy to move 24 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  25. 25. Reducing Travel Costs 25 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  26. 26. How To Build A Business Case Identify transactions & processes that could potentially be improved by making them faster or richer. “What if”… We didn’t need to schedule a follow-up call to answer that question? We didn’t have to search for that information? We had the benefit of X’s insight when we needed it on this project? Confer with business process owners to validate improvement & gain buy-in Test-drive a prototype to uncover problems Measure “before” and “after” results! 26 © Nemertes Research 2010 2008 www.nemertes.com 1-888-241-2685
  27. 27. Best Practices for Creating ROI Models Look for transactions that have measurable value that you’re already tracking (project times) Break down components of transactions into time spent: Locating resources Providing context Communicating information Determine value of Enriching transactions (better context, more resources) Expediting transactions (getting closure faster) Select appropriate technologies for Locating resources (presence, knowledge management) Providing context (messaging, backchannel communications) Communicating information (conferencing) 27 © Nemertes Research 2010 2008 www.nemertes.com 1-888-241-2685
  28. 28. Just-In-Time, Fetch-The-Expert Challenge: Obtaining real- time subject matter expertise Solution: Integrating data devices with presence Outcome: Measurable increase in close rates and decrease in sales cycles 28 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  29. 29. Step 1: The Transaction Every human interaction can be modeled as a transaction during which a human: Recognizes or accepts a request from a colleague, third party, or system To fulfill that request, makes additional (iterative) requests for supporting services from colleagues, third parties, and systems Delivers response to initial request Examples: Support for field researchers Improving communications for distributed research teams 29 © Nemertes Research 2010 2008 www.nemertes.com 1-888-241-2685
  30. 30. Step 2: The Transaction Result Request Result Request Result Request Request Result 30 © Nemertes Research 2010 2008 www.nemertes.com 1-888-241-2685
  31. 31. Step 2: Improving the Transaction Collaboration technologies fundamentally deliver two main benefits: 1. Faster transaction speed (lower human-to-human latency) 2. Richer transaction value (more effectively leveraging brainpower & resources of multiple individuals). “Faster” and “richer” DO have quantifiable business benefits: Faster = greater likelihood of success (improved course of treatment; more likely to recommend product) Faster also = more transactions per time (greater volume of transactions, and therefore greater volume of successful transactions) Richer = greater likelihood of success, however defined 31 © Nemertes Research 2010 2008 www.nemertes.com 1-888-241-2685
  32. 32. Step 3: Measuring The Impact Time Success Rate } Benefit of } Benefit of Before Collaboration After Collaboration Collaboration Collaboration After Collaboration Before Collaboration 32 © Nemertes Research 2010 2008 www.nemertes.com 1-888-241-2685
  33. 33. Case Study: Unified Messaging Financial Services Unified messaging on PCs and PDAs saves traders 25 to 30 minutes/day retrieving voice mails and responding to peers and clients. Benefits At $125/hour, return is $10,000 to $18,000 in 1 year. Hurdle: Complexity of FS companies: Growth by M&A leads to complexity in phone central switching, desk sets, desktop computing, and back-end email systems. “Trader-in-a-box.” Includes choice of mobile devices, integrated UM, real-time feeds from Reuters, Bloomberg, etc., mobile & desktop video, presence status, IM, ability to switch from WiFi to cellular (evaluate Divitas application) 33 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  34. 34. Case Study: Video Conferencing Manufacturing Firm Extensive travel, regional, national and international Need to cut travel budgets due to recession Implemented telepresence and room-based video system using HD end-points Benefits Results: 30% reduction in travel with 7 sites, another 18% reduction in travel with 6 more sites. “Our executives are fairly demanding and they love telepresence, our product teams are finding value in HD conferencing to speed product development and improve collaboration” – Sr. Telecom Architect 34 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  35. 35. Case Study: Videoconferencing Government State & local government offices span many miles Regular meetings are important, but time spent commuting to them is unproductive IP video is cost-effective way to bring teams together Benefits Average savings: 2 hours per week for about 25% of employees 12-36-month payback “We’re physically distributed and a crowded county in terms of traffic. Video is something we did early on. It didn’t make sense to have someone drive 1 hour for a 30-minute meeting. We have weekly emergency management meetings. Everybody has got things to do, so we do them via videoconferencing.” --CIO, large county government 35 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  36. 36. Case Study: Presence Healthcare Doctors can save 45 – 60 minutes per day dealing with patient & nurse inquiries, lab and pharmacy questions. For a primary care physician, at $93/hour, the savings can run from $35,000 to $50,000 in a year (significantly more for specialists and surgeons) Healthcare companies also face M&A-born integration issues. “Medical Messaging.” Includes unified messaging capabilities at any hospital/physician office phone or computer, as well as mobile device. Presence status of immediate medical team at minimum, with IM capabilities, to address urgent issues. Logging/tracking capabilities to trace when orders happened. 36 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  37. 37. Case Study: Conferencing Financial Services Extensive costs for hosted audio and web conferencing. Desire to reduce costs due to budget cuts. Implemented SIP-based on- premise audio and web conferencing Reduced conference spend by 90%, even after adding additional lines for external participants “We saved hundreds of thousands of dollars a year by eliminating a hosted service, plus we got better integration into both our phone and desktop applications and implemented meet-me conferencing” --CIO, Global Financial Services Organization 37 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  38. 38. Mobility & UC Mobility & Unified Communications Wireless VOIP phones for mobile administrators ‘Broadcast’ voicemail messages to groups of teachers, students, classrooms. Teachers in classroom can look up, click-to- dial parent contact info from IP phone. Parents of students who are late/absent can automatically be notified via email/phone recording when attendance info entered in IP phone. “Location transparency is the main thing. We're trying to establish ourselves as a distributed university in the area. Supports teleworking in a big way. Mobility is a big thing. Presence and conferencing are big, too. --CIO, large university 38 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  39. 39. What Is Lacking In The UC Market? 39 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  40. 40. Org & Ops: Outsourcing 60% of organizations have increased their use of outsourcing Organizations will use 4 different outsourced services on average 40 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  41. 41. Directory Lack of common directory presents UC challenges How to correlate presence information for users from multiple directory systems? Integrated directory becomes a pre-requisite Federation services emerging for external connectivity. 41 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  42. 42. Management Why is Management Becoming So Important? Network Complexity New Application Plans Mobility Fewer IT resources internally End user demands Globalization More remote workers & branch offices UC adds more complexity Presence management Integrated rich media Application integration 42 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  43. 43. Optimizing The Network Key issues Reliability Latency Jitter Bandwidth MPLS emerges as a pre-requisite Correlation between companies with no bandwidth increase or flat bandwidth, and those using optimization. 43 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  44. 44. Compliance Concerns Affect UC Deployments? Limiting: We don’t want our voicemail messages stored! Promoting We need to store our voicemail messages! Check with your legal department, or your lawyers FRCP – Federal Rules of Civil Procedure for Electronically Stored Information 44 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  45. 45. Do you have a Mobility Strategy? Mobility strategy Integrating wireless and mobile devices into communication and collaboration planning Benefits Able to strategically rather than reactively plan for and exploit opportunities to leverage mobile services 75% of companies now have a mobility plan 45 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  46. 46. Integration of UC and Mobility Examples Avaya, Cisco, NEC, mobile UC clients Find-me-follow-me Presence status updates Instant messaging Application mash-ups Geo-presence tracking Where are my people? Where are my trucks? 46 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  47. 47. Mobility Strategy and Sales Real-world benefits from integration of UC with mobility strategy Mobile sales personnel better able to respond to messages Better able to find subject- matter experts Result: More sales (40% “Yes” for those with a mobility strategy) 47 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  48. 48. Security UC Security Consider early on in the planning process What are the threats? Attacks on underlying network (availability) Mis-use of services ID theft Consider policies Who can see my presence status? What details can they see? 48 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  49. 49. Recommendations 49 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  50. 50. General Recommendations Converge your staff or assemble project group; select one person to run project You need a “UC Director” Cast a wide net for vendor/carrier selection Develop ROI that is all-encompassing Budget for IP telephony management tools Don’t overlook savings for MACs, conferencing, RTC Dashboards, circuits, personnel Consider mobility early in planning process Look to integration partners 50 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685
  51. 51. Typical Deployment Timeline Web Telepresence CEBP Conf. IP Unified Messaging Social Video Computing Presence/Unified Dashboards IP Audio IP Contact Center Conf VOIP Pilot VOIP Production 12 months 24 months 36 months 48 months 60+ months Planning Upgrade WAN infrastructure Mobile Extensions Corporate Validate Business Case Upgrades Buy-in Pre-deployment Training, Management, Reporting, Security benchmarking 51 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685 DN0964
  52. 52. Thank you! Questions? @nemertes 52 © Nemertes Research 2010 www.nemertes.com 1-888-241-2685

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