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The Power of 2; AT&T for Nortel Customers

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AT&T Holistic, Consultative approach to customer business initiatives; in this sample - Nortel customers

AT&T Holistic, Consultative approach to customer business initiatives; in this sample - Nortel customers

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  • 1. The Nortel and AT&T Advantage The Power of 2 … for You Sunrise, FL March 10, 2009
  • 2. Agenda
    • Welcome!
    • Nortel’s Business Re-structuring
      • Larry Hice – Nortel Channel Manager – AT&T Channel
    • AT&T and Nortel – The Partnership
      • Peter Keiley – AT&T Application/Equipment Specialist
    • Delivering Together – The Value of Your Nortel Investment
      • Larry Hice – Nortel Channel Manager – AT&T Channel
      • Lonnie Maier – Nortel Florida Sales Manager
    • Questions & Answers
  • 3. What was announced … January 14 th
    • Nortel filed for creditor protection to undertake a business and financial restructuring
    • Process will put Nortel on sound financial footing once and for all
    • Fastest and most effective means to do this
    • Sufficient liquidity to run our operations and restructure our business while continuing to deliver innovation to customers
    • Nortel plans to emerge more focused, financially sound and competitive
    Nortel Business and Financial Restructuring
  • 4. What this means for AT&T Customers?
    • Normal daily operations to continue without interruption
    • Continues:
    • Nortel focused on value for: Customers and Partners
    • Industry recognized high quality service and support
    • Nortel Dedicated Support team remains for AT&T
    • R&D investments and support of our product portfolio
    Focus, Standard Operations, Customer Satisfaction All Focus on YOU our Valued Customers
  • 5. Recent Developments
    • Workforce Reductions
        • Approximate 3,200 worldwide,
          • Plus Approximate 1,800 previously announced in 2008
      • Canadian Courts approving procedural requests
        • US and UK, our stay is in place for duration of process
      • Secured Extension of EDC $30M support facility
      • Project Management Office to maintain day to day operations
      • Announced sale of Layer 4-7 portfolio for $17M
      • Announced shift and re-focus in Carrier Ethernet strategy
      • Announced Q4 2008 and FY 2008 Financial Results
          • Cash Balance $2.4B as of 12/31/2008
    http://www2.nortel.com/go/news_detail.jsp?cat_id=-8055&oid=100252808&locale=en-US
  • 6. Recent Developments "We remain deeply committed to our customers and are staffed to meet their needs as we take the necessary actions to strengthen the Company. Throughout the process, we are committed to maintaining current high service levels and appropriate innovation investment levels to ensure best in class technology continues to be available to Nortel's global customer base." Source: Mike Zafirovski, Nortel President and Chief Executive Officer. Feb 24, 2009 http://www2.nortel.com/go/news_detail.jsp?cat_id=-8055&oid=100252808&locale=en-US
  • 7. Reshaping Nortel: New Business Structure Corporate Finance / Legal / HR / Strategy/CIO Organization Enterprise Services & Solutions Sales Marketing R&D Operations Creating a more customer-centric business culture and a more competitive cost structure Service Providers Sales & Operations MEN Services & Solutions Marketing R&D CN Services & Solutions Marketing R&D A Solutions and Services Driven Business Model
  • 8. Industry Perspectives
    • Analysis:
    • Nortel should emerge from the business re-structuring as a viable company , but could look different than it does today.
    • Could also be a target for acquisition due to a strong technology portfolio .
    • Recommendations:
    • While being aware of risk, Nortel Customers should continue to use and purchase Nortel products .
    • Prospective Customers should consider Nortel and be aware of risk around long term service and support
    Sources: Gartner and Forrester Research
  • 9. Industry Perspective; Gartner Magic Quadrant Nortel offers a strong portfolio of telephony systems, including the Communication Server (CS) 1000 and CS 2100 for global deployments, where strong technology and a broad range of product offerings are required for telephony (corporate, branch office and small office), messaging , contact centers , UC , wireless and mobility . Source: Gartner Magic Quadrant Corporate Telephony Aug 2008
      • Unified Communications; 2008 published September 12, 2008, by Bern Elliot
      • Contact Center Infrastructure; 2008 published: November 18, 2008, by Drew Kraus, Steve Blood and Geoff Johnson
      • Corporate Telephony, Worldwide; 2008 published: August 8, 2008, by Steve Blood, Geoff Johnson, Jay Lassman, Rich Costello
      • IVR Systems & Voice Portals; 2008 published: February 18, 2008, by Steve Cramoysan, Rich Costello
  • 10. Industry Perspective; Gartner Magic Quadrant
      • Unified Communications; 2008 published September 12, 2008, by Bern Elliot
      • Contact Center Infrastructure; 2008 published: November 18, 2008, by Drew Kraus, Steve Blood and Geoff Johnson
      • Corporate Telephony, Worldwide; 2008 published: August 8, 2008, by Steve Blood, Geoff Johnson, Jay Lassman, Rich Costello
      • IVR Systems & Voice Portals; 2008 published: February 18, 2008, by Steve Cramoysan, Rich Costello
  • 11. AT&T Peter V. Keiley IP Applications Specialist
  • 12.
    • Why Unified Communications?
  • 13. Everyday Challenges Customers Are Facing . 1 Organizational Efficiencies - How do we get the most out of our people assets? How do we increase customer satisfaction? How do we respond to competitive threats and changing market conditions quickly ? 1 2 Budget Pressures – How do we drive costs out of our business? How do we grow revenue with less resources? How do increase execution given the current economic conditions? 2 3 Collaboration – How do we spur innovation? How do we enhance information sharing between internal and external partners How do we increase our speed to market? 3
    • City of _____ facing same challenges
    • moving the City more and more to a performance-based organization, holding ourselves accountable to serve you better
    • changes in the way the City does business
    • close look at all our operations from a process and financial efficiency standpoint
  • 14. Building the Foundation for Velocity AT&T a Leader In U.S. Enterprise Telecommunications Services Market “ Numerous characteristics place AT&T in a leading position in the IDC MarketScape. Among them are its breadth of services, its array of complementary offerings that deepen customer relationships, its investment in its online portal and back-end systems, and its extensive global network.” IDC, U.S. Enterprise Telecommunications 2008 Vendor Analysis: IDC's MarketScape Model, IDC #214572, October 2008
    • AT&T’s holistic approach to achieving greater velocity can result in…
      • increased agility
      • enhanced performance
      • stronger security
      • broader control
      • faster innovation
    June 9, 2009
  • 15. AT&T and Nortel The Power of “2” for You
    • AT&T and Nortel have a twenty-five year Alliance – AT&T is one of a very few Nortel Elite Partners
    • Together we provide a broad range of business solutions fulfilling your end-to-end telecommunications needs
    • Business Focus providing a holistic, consultative, single source to support corporate network, equipment and “day 2” support needs
    • Combined development and testing offering consistent features and a seamless communications experience
    • AT&T Holistic, Consultative Focus for You – our customers
    • Full Service, Best-of-Breed Best Total Cost of Ownership (TCO)
    Internet Wireless Office Video Anytime Anyplace Any device
  • 16. Why AT&T and Nortel? Changing Workplace
    • Mobile workforce expected to grow
    Why Mobility / IP-PBX The worldwide mobile worker population is set to increase to 878.2 million in 2009, accounting for 27.3% of the workforce. Over 57% of organizations are supporting mobile devices and growing. 82 out of the “100 Best Companies to Work For” provide telecommuting opportunities today, compared with only 18 in 1998. FORTUNE’s “100 Best Companies to Work For” ®, 2007 Strategy Analytics, “Mobile Business Application Outlook,” January 2006 IDC, “Worldwide Mobile Worker Population 2007-2011 forecast”, 2007
  • 17. Why AT&T and Nortel? Changing Workplace
    • Mobile workforce expected to grow
    Why Mobility / IP-PBX The worldwide mobile worker population is set to increase to 878.2 million in 2009, accounting for 27.3% of the workforce. Over 57% of organizations are supporting mobile devices and growing. 82 out of the “100 Best Companies to Work For” provide telecommuting opportunities today, compared with only 18 in 1998. FORTUNE’s “100 Best Companies to Work For” ®, 2007 Strategy Analytics, “Mobile Business Application Outlook,” January 2006 IDC, “Worldwide Mobile Worker Population 2007-2011 forecast”, 2007
  • 18. AT&T and Nortel Customer Base to Support
    • Installed Base Includes:
    • 16,000 + PBXs including IP and hybrid systems
    • 95,000+ Norstar key systems
    • 13,000+ BCM converged small office and branch systems
    • 30,000+ Ethernet Switches and Ethernet Routing Switches
    • Many of AT&T’s office phone systems delivered by Nortel
    • Significant portions of AT&T’s carrier network are built on Nortel DMS 100 and DWDM technology.
    • AT&T Ultravailable ® and Managed Optical services utilize Nortel DWDM technology
    • A large number of Centrex customers are served by Nortel DMS carrier PBX switches
    * Carrier Relationship Enterprise Relationship June 9, 2009 Industry Recognized Carrier and Enterprise Customer Relationships
  • 19. AT&T and Nortel Strategic partners for you
    • Bringing it all together for customers with global reach and consistency
    • Leading network management platform
    • Envisioning, designing , building and investing in networking assets and capabilities
    • Delivering hardware and software solutions focusing on enterprises core business
    • Driving innovation and efficiencies improving the way businesses communicate
    • Powering service providers, wireless providers and customer networks globally
    Collaboration Building on a foundation of direct relationships and common understanding of your requirements Innovation Solving problems and creating opportunities for your business by leveraging innovative technology Proven Alliance Trust ing us with your business for over two decades Integrated Solutions Delivering network and equipment, wireless and business applications Global industry leader for delivering highest performing networks Recognized leader for next generation technologies Collaboration • Innovation • Proven Alliance • Integrated Solutions Combined Intellectual Capital, Vision, Innovation and Delivery
  • 20. Communications “Equipment” Solutions
    • Mobility Solutions Wireless Products Including Mesh and Backup and Mobile Edge
    • Professional Project Management
    Voice Solutions Communications Servers, VOIP and Voice Equipment, Overhead, Paging, Terminals, UPS Data Solutions Routers, Switches, XML, Ancillary Products Video Solutions Video Streaming, Video and HD Conferencing, IP-surveillance, and Telepresence Security Solutions Network and End-user Storage Solutions Virtualization, Standalone Storage and Integration Solutions Implementation Solutions Maintenance Solutions Phone, email and web support Software updates and upgrades Hardware and firmware updates and maintenance Operate Business Case Development Solution Definition Compatibility Analysis Readiness & Capacity Study Roadmap & Project Planning Application Implementation & Configuration Technical Design Multi-Vendor Application Integration System & Data Migration Custom Application Development Test Plan Development End to End System Test System & Role-based User Training Operational Readiness Planning Simulation and Load Testing Go Live Support Support Test, Train & Deploy Develop & Integrate Plan & Design Optimize Single Source Proactive Monitoring Enhanced Management options for UC and CC Environments Custom Capabilities Available “Day 2” Support Full Life Cycle of Solutions
  • 21. Delivering Together … Meeting Customer Needs
    • Account Management, Technical Sales & Support
      • Dedicated and aligned account teams
      • Optimized joint network and equipment solutions
      • Certifications: AT&T maintains highest levels of Nortel and other advanced certifications ; more than 1,000 individual product and technical pre and post sales
      • Project Management. Design, Implementation
    • AT&T Service Management
      • Dependable solutions built upon pre-certified network elements, interoperability testing in AT&T labs
      • Proactive management
      • 7X24 Global Customer Support Centers
      • Excellence in multi-vendor integration & servicing
    • Collaborative Thought Leadership
      • Collaborating with you on our integrated capabilities
      • Translating to effective use of technology to support your business initiatives
      • All through a consolidated customer experience
  • 22. Reducing Costs and Enabling the “Knowledge Worker”
    • What is your integration strategy for your voice, conferencing, messaging and mobility infrastructure?
    • How will you balance existing and new technology introduction?
    • Does your business case include options for hosted and managed solution alternatives?
    • AT&T Consulting Services:
    • Network Assessments
    • ROI / TCO tools
    • Business Continuity / Disaster Recovery
        • The Costs of NOT integrating
    Do you have a 3-5 year comprehensive Unified Communications roadmap? We have no budget! New technology costs to much Do more with less Cut costs What is the Risk / Cost of No Action Maximize Your Investments
  • 23. Reducing Costs and Enabling the “Knowledge Worker”
    • What is your integration strategy for your voice, conferencing, messaging and mobility infrastructure?
    • How will you balance existing and new technology introduction?
    • Does your business case include options for hosted and managed solution alternatives?
    • AT&T Consulting Services:
    • Network Assessments
    • ROI / TCO tools
    • Business Continuity / Disaster Recovery
        • The Costs of NOT integrating
    Do you have a 3-5 year comprehensive Unified Communications roadmap?
  • 24. AT&T Industry Recognition AT&T Positioned in the Leaders Quadrant for 2008 U.S. Wireless Services Provider Magic Quadrant. (August 2008) AT&T is listed in the "Leaders Quadrant" for US, Global, Asia/Pacific and Pan-European Gartner Magic Quadrants for Network Service Providers . (1H08) Network Product Portfolio “ Leader” in all four of Gartner’s regional Network Service Provider “Magic Quadrants” – 08/2007 “ Visionaries Quadrant” for Magic Quadrant for U.S. Managed Remote-Access and Mobility Services, 2007 Frost & Sullivan 2008 North America Company of the Year Award for technological leadership, commitment to customers, strategic direction, and overall financial performance as the largest North America telecommunications service provider in North America. (July 2008) MPLS Best Value Customer Experience Best Technical Service Best Technology Innovation Favorite Provider – Large Business Customers Network Product Portfolio Fortune magazine has named AT&T as America's Most Admired Telecommunications Company. AT&T has topped the America's Most Admired list for its industry in 11 of the past 14 years. AT&T joins an elite group of other corporate leaders ranked No. 1 in their industries, including General Electric, Genentech, UPS, Procter & Gamble, and Berkshire Hathaway. (March 2009)
  • 25. Summary: You Are Our Priority
    • Nortel continues to support Normal Business Operations
    • AT&T continues offering Nortel solutions and Support
    • AT&T Holistic, Consultative Focus for You – our customers
        • Full Service, Best-of-Breed
        • Best Total Cost of Ownership (TCO)
    • 99% of Maintenance, Support addressed ‘in-house’
    • AT&T continues to Develop and Enhance Contingency Plans
        • Maintain Consistent SLA
  • 26. Summary: You Are Our Priority
    • Nortel continues to support Normal Business Operations
    • AT&T continues offering Nortel solutions and Support
    • AT&T Holistic, Consultative Focus for You – our customers
        • Full Service, Best-of-Breed
        • Best Total Cost of Ownership (TCO)
    • 99% of Maintenance, Support addressed ‘in-house’
    • AT&T continues to Develop and Enhance Contingency Plans
        • Maintain Consistent SLA
  • 27. VoIP, Unified Communications Service Convergence Bundling of multiple services and support Service Convergence Bundling of multiple services and support User Experience Convergence Seamless handover between networks Source: IDC Device Convergence Single device across multiple networks and applications Product Convergence Single number, Single mailbox Service Convergence Bundling of multiple services and support It’s an evolutionary process towards Seamless, Transparent Mobility Anywhere, any device, any access to business information Enables Collaboration Towards Full Seamless Mobility
  • 28. VoIP, Unified Communications Service Convergence Bundling of multiple services and support Service Convergence Bundling of multiple services and support User Experience Convergence Seamless handover between networks Source: IDC Device Convergence Single device across multiple networks and applications Product Convergence Single number, Single mailbox Service Convergence Bundling of multiple services and support It’s an evolutionary process towards Seamless, Transparent Mobility Anywhere, any device, any access to business information Enables Collaboration Towards Full Seamless Mobility
  • 29. Leveraging your Nortel Investment Larry Hice
  • 30. Business Trends Business Needs The Speed of Business is Accelerating June 9, 2009 Connect with your employees RIGHT NOW irrespective of where they were Time to Decision Access to Experts ANYTIME you need to respond to customer inquires Time to Service Eliminate human delay, SIMPLIFY COMMUNICATIONS and STREAMLINE BUSINESS PROCESS Time to $$$ Increased Velocity Required To Succeed
  • 31. Transformation of Communications Response Time 24 hours 8 hours 4 hours Real Time Competition Local Regional National Global Workplace Desk Desktop PC Workspace Desk and PC Virtual 1980’s 1970’s 1990’s 2000’s
  • 32. Hyperconnectivity It’s Real and Happening … Now Europe – mobile phones outnumber people (103% penetration) 1.6 million mobile phones added every day Global mobile IM grew 33% 1H08 “ 4x” growth in Internet Commerce to 100B transactions 1-2 billion A-GPS enabled handsets iPhone: Hyperconnectivity at applications level (*) 100 million iPODs sold (market to double 2005 – 2010) In 2007, 10B embedded processors sold By 2010 – 14 billion connected devices (from computers to coffee makers) 70%+ of all 2007 cars in U.S. have iPOD connectivity Sensor pocket in Nike shoes (*1 million sold in 74 days) Person to Person Person to Machine Machine to Machine The shift in communications The Mobile Phone becomes your office phone Texting / IM continues to increase
  • 33. Nortel’s Communication Evolution for Enterprise Transformation Business Optimized Communications Communications Enabled Applications User Initiated Event Initiated Business Productivity Simplicity & Effectiveness Phase 3 Business Application Convergence Unified Communications (SIP) Consistent Experience Multimedia Applications Person/Group Productivity Anywhere Anytime Any Device Phase 2 Communications Convergence IP Telephony VoIP Network Consolidation TCO & Virtualization Phase 1 Network Convergence
  • 34. Unified Communications … just what is it? (Source: Gartner)
    • Voice and telephony : includes fixed, mobile and soft telephony , as well as the evolution of PBXs and IP-PBXs . Also includes live communications, such as video telephony.
    • Conferencing : includes separate voice, video and Web conferencing capabilities, as well as converged unified conferencing capabilities.
    • Messaging : includes e-mail , which has become an indispensable business tool, voice mail and UM in various forms.
    • Presence and IM : increasingly central role in the next generation of communications . Presence services, in particular, are expanding to enable aggregation and publication of presence and location information from and to multiple sources. This enhanced functionality sometimes is called “rich presence.”
    • Clients : Unified clients enable access to multiple communication functions from a consistent interface; different forms, including thick desktop clients, thin browser clients and mobile PDA clients
    • Communication applications : applications directly integrated communication functions. Key application areas include consolidated administration tools, collaboration applications, contact center applications and notification applications. Eventually, other applications will be communication-enabled . When business applications are integrated with communication applications, Gartner calls these CEBP.
  • 35. Why UC, VoIP, IPT, … ?
    • Organizational Efficiencies
    • Reduce Costs ( Total Costs of Ownership / TCO)
    • End-user Productivity & IT Staff Productivity
    • Improve Employee Productivity / Connectivity
    • Enhance Customer Experience
    • Eliminate risk and increase productivity with improved business continuity
    • Open Standards
    • Changing Communications / Changing Expectations / Changing Needs / Changing Technologies
    • Impacting
    • Internal (Employees) and External (Citizens, Customers)
  • 36. Why UC / VoIP?
    • VoIP is also about Business Resiliency and Continuity
    • Prepare, Prevent, Adapt
    • VoIP offers resiliency and adaptability
    • Well Designed and Managed VoIP network is required
  • 37. Are you prepared?
  • 38. Nortel Unified Communications Building Blocks Business Grade IP / SIP Mobility Survivable, Geographic Business Continuity Independent Analysts Recognize AT&T in Leaders Quadrant for BOTH Wired and Wireless Networks Integrated Applications Gateways, TUI / GUI / Presence, Video Communication Servers CS1000E CS1000M Communications Clients / Devices Pocket PC Softphone Wireless 2001 Low cost IP Digital phones Multimedia client 2007 Colour IP Screenphone IP Softphone Endpoints provide a consistent user experience and features regardless of transport mechanism. Network Wireless Wired Applications MG1000E MG1000B SRG
  • 39. Nortel Convergence Roadmap Positioned for Any Business Need Norstar Meridian 1 BCM Meridian 1 IE CS 1000 MPS 500 / 1000 Branch Office CS1000 Meridian Remotes BCM SRG Survivable branch options CS 2100 SL 100 SOHO Branch Enterprise Large Enterprise Soft Clients Mobile Clients Desktop Clients IP Enabled Collaborative Converged Traditional
  • 40. Total Costs of Ownership and Which VoIP Solution?
    • Hard Costs and Soft Cost Savings
    • Premise Based or Hosted
    • Managed , Service, Self-Maintain
    • Who are your resources today? Who does Moves, Adds, Changes? ( MAC )
    • Voice / Data experience of customer
    • What are the current voice solutions, applications ?
    • Ie. Nortel, Call Center, IVR, etc.
    • What is the current data infrastructure?
    • Ie. Cisco, Nortel, Adtran, Extreme Networks
  • 41. Nortel – A Strategic, Valued IP Convergence Strategy for Customers Historic and Continued Independent, Analysts Recognize Nortel for Technology Leadership Nortel has staked out a "Business Made Simple" strategy based on the observation that hyper-connectivity — powered by unified communications (UC) — is a foundation of the business world today and tomorrow
  • 42. Nortel positioned in the Leaders Quadrant for 2008 U.S. Unified Communications Provider Magic Quadrant. (September 2008) Unified Communications Contact Center Frost & Sullivan Market Leadership Award for its Interactive Voice Response (IVR) solution in the Contact Center Application category (Feb 2008) Unified Communications Excellence Award Nortel Converged Office Nortel Multimedia Communication Server 5100 (2008) Contact Center IVR Nortel has a robust UC product line that is deployed with a flexible service-oriented architecture (SOA) infrastructure such that UC can be implemented as a Web service. Nortel further drives its ability to service businesses by building deep technical and marketing relationships with enterprise collaboration software leaders, IBM and Microsoft (March 2008) Nortel Industry Recognition Nortel is listed in the Leaders Quadrant for 2008 Worldwide, Contact Center Infrastructure (November 2008) Corporate Telephony Nortel is listed in the Leaders Quadrant for 2008, Corporate Telephony (August 2008) Nortel is listed in the Leaders Quadrant for 2008 IVR and Voice Portal (February 2008) IVR and Voice Portal INTERNET TELEPHONY magazine named Interactive Communications Portal and BCM450 as recipient of its 2008 Product of the Year Award (Jan 2009)
  • 43. Questions?
  • 44. Attendees are provided Guest Passes
    • The Leading Enterprise Communications Event When: March 30-April 2 Where: Gaylord Palms – Orlando, FL Unify your Enterprise Communications with VoiceCon
    • Please register with Peter or Larry
  • 45. The Nortel and AT&T Advantage The Power of 2 … for You Sunrise, FL March 10, 2009
  • 46. White Papers, Awards, Reports Web Sites
    • Restructure :
    • http://www.nortel.com/corporate/restructuring.html
    • http://www.nortel.com/corporate/collateral/customer_faq.pdf
    • http://www2.nortel.com/go/news_detail.jsp?cat_id=-8055&oid=100252808&locale=en-US
    • Gartner and Unified Communications:
    • http://www.nortel.com/promotions/gartner/magic_quadrant/uc_2008_report/index.html?NT_promo_T_ID=but_promo_gartner_mq_uc_2008_10_09_08
    • http://www.forrester.com/Research/Document/Excerpt/0,7211,45018,00.html
    • http://www.nortel.com/promotions/uc_awareness/index.html
    • http://www2.nortel.com/go/news_detail.jsp?cat_id=-9722&oid=100251573&locale=en-US
    • http://www.nortel.com/corporate/news/publications/nortel_press/collateral/uc_solutions_preview.pdf
    • Contact Center:
    • http://www.nortel.com/promotions/gartner/magic_quadrant/contact_center2008/index.html
    • IVR & Voice Portal: http://products.nortel.com/go/product_content.jsp?segId=0&parId=0&prod_id=24660&locale=en-US
    • Corporate Telephony:
    • http://www.nortel.com/promotions/gartner/magic_quadrant/telephony_2008/
    • Frost & Sullivan: http://www2.nortel.com/go/news_detail.jsp?cat_id=-8055&locale=en-US&oid=100252408
    • http://www2.nortel.com/go/solution_awards.jsp?segId=0&parId=0&catId=0&contOid=100225389&prod_id=59040
    • http://ivr.tmcnet.com/topics/ivr-voicexml/articles/51396-nortel-picks-up-2008-frost-sullivan-market-leadership.htm
    • http://www.nortel.com/corporate/news/publications/nortel_press/collateral/uc_errata_sheet.pdf