Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
Unified Communications - Its cool, but how can you demonstrate value to the business?
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Unified Communications - Its cool, but how can you demonstrate value to the business?

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  • Agenda:
  • Founded: 1979Fortune 500 Rank: 166Revenues (2010 ): $17.0B Employees (worldwide): ≈ 48,500+Countries : > 80R&D Investment ≈ $1.9BMarket Value: > $59B
  • EMC's deep expertise in enterprise messaging and unified communications technology helps clients plan, optimize, and deploy systems. Combined with our infrastructure solutions for business continuity, backup/recovery, security, management, and compliance, this expertise uniquely qualifies us to design the complete system. We provide services to: ◦Determine primary business and technical drivers such as cost, performance, compliance, disaster planning, and backup/recovery objectives.◦Assess the readiness of the current environment.◦Create a strategic migration plan.◦Deploy customized solutions that bring together communication systems, then leverage a single identity to improve manageability and insure that the system works seamlessly with other investments.
  • The same challenges are articulated at different levels of granularity depending on the area of focus.
  • Driving the Consumerisationof IT trend are:The growing availability of low-cost, easy-to-use devicesAn increasingly ubiquitous, pervasive, and affordable communications infrastructure, which encourages new acquisition and delivery models, especially those that use the webAn explosion of content — information, entertainment, services, and applicationsThe combination of these three factors destabilizes the balance of power among enterprises, technology providers, consumers, and governments. It challenges the basic assumptions regarding technology scarcity and the uniqueness long held by enterprise IT organizations. As previously mentioned, affordable access to technology and content significantly increases the power of the individual and how he or she chooses to interact with the enterprise as a customer and employee. When combined with the growing importance of global (virtual) communities, these changes are causing significant disruption in the technology (and other) business sectors.
  • Show of hands:How many are planning a UC project?How many of those have a business case?How many have a UC project in flight?How many of those have revisted the business case?
  • Organisations seeking to implement unified communications (UC) should do so to increase business agility, not to reduce costs, said Gartner, Inc. A recent Gartner survey of 300 organisations showed that early adopters of UC cited improvements in employee collaboration, productivity and customer service are the top three benefits after deploying UC. The survey showed that although it remained important, lower total cost of ownership was the least-mentioned benefit. By contrast, lower total cost of ownership and lower equipment costs were the top two expectations of UC among companies that have yet to deploy it. “It is evident that there is a significant difference between the expectations of UC and its actual benefits. We recommend that organisations build a business case based on enabling mobility and agility rather than on reducing IT department costs,”
  • A defined business case can help you gain an understanding of the value of IT beyond a simply “technical” solution by: Helping to document your current state, often revealing hidden cost and complexityProviding hard costs and ROI, allowing IT to better communicate to finance departments and executivesAligning business value with a potential technical solutionBuilding financial metrics to prioritize projects as part of a larger IT portfolio
  • It all sounds great, but how do you make the business case for UC? Fortunately, there are clear best practices. Follow the roadmap detailed below to build your business case for Unified Communications.Develop use case scenariosIdentify and agree the business requirements for UC and develop use cases to satisfy these, identifying the business drivers early on will help with getting the business bought into the program and later when you start assigning value to these proposed benefits and functionsAssess your environmentInventory your current infrastructure and benchmark business processes' use of your communications infrastructure. How does the use of ICT affect customer satisfaction and loyalty? Your infrastructure inventory, in terms of PBX, desktop set-up, network, and more, sets out the capabilities and limits for these processes. Overall, this exercise will provide a benchmark to quantify the gap between your current reality and your ideal future state.Compare options, develop the architectureBased on the requirements of your core use case scenarios, develop a framework for comparing technology options, keeping in mind the impact that different options will have on the final solution. Developing a conceptual architecture for each of the recommended options will provide a graphical representation of the interrelation of available technology components. This can help to illustrate data flow for various activities, build network security scenarios and more.Find and document cost savingsBuild a high-level cost/benefit analysis based on options and architecture. This is where the business case will be proven. The object is to quantify the benefits over time, assigning them a dollar value. While there is no one formula for such calculations, you could determine what a modest increase in productivity, plus forecasted cost savings in bandwidth and telephone charges, are likely to net you.For example, you might calculate: The cost savings of implementing a telework model versus providing real estate/office space for resourcesThe cost savings of replacing a percentage of face-to-face meetings with video conferencing or telepresenceChurn reduction thanks to increased customer response times
  • Key Things to Focus on: Mobility does not mean a solution for only users that are highly mobile but a solution that allows work to be done efficiently from outside the office or away from the desk. This may mean on the road, in a hotel, at Starbucks, or from home.
  • Key Things to Focus on: We see that mobile communications are critical to the success and advancement of organizations in a global marketplace. With the rising costs of travel and fuel and the demands of a distributed workforce and global economy, business must find new ways to address these challenges by investing in secure, reliable, effective solutions. We have put together three scenarios that will offer some insight into how anywhere access solutions solve real business problems and address the pains and challenges you face daily. The scenarios are based on some of the most common job functions in today’s organizations. Anywhere Access Scenarios are designed to walk the customer through a situation that they can relate to and allow them to “see the benefits” of UC. Here we have listed 4 scenarios and given some background. Read through these backgrounds with the customer so they have an idea of what’s to come.Why these scenarios were chosen.Mobile Sales Force: Today’s Sales force is more involved than ever before. The average salesman spends most of his/her time in the field chasing leads, interfacing with customers, and working with project teams. With all of the communication required to realize revenue the sales force often feels disconnected when they are "out of the office". Access to critical business data and communications abilities is limited if not completely unavailable. This scenario explores how leveraging UC Anywhere Access technologies can overcome those obstacles and enable your sales force.Mobile Executive: Today’s Executives spend more and more time away from the office building partnerships and relationships and working on strategic initiatives. This often leaves them out of the loop when key decisions need to be made. Access to e-mail and business data to enable informed decisions and critical feedback are limited by the lack of communication capabilities a company provides. Executives need the ability to delegate on the go and insure they are always in the loop when business critical decisions have to be made. This scenario shows how UC Anywhere Access can help you provide this executive lifeline, ensuring your executives can respond when they need to.Occasionally Mobile Engineering, Marketing, Finance: Just because you are not mobile 50% of the time not do you work from home does not mean you will not benefit from Microsoft’s UC Anywhere Access. Engineers may need to work from an alternate location on a project in the field. Marketing or Finance may simply need to go to a conference room or hotel for a meeting. Teleworker: In today’s dynamic work environments, the focus has shifted to reduced costs and higher utilization of real estate investments. Employee recruitment and retention are also key drivers. Over the last few years we have noticed a growing trend in the work environment. Companies want to allow workers to efficiently work from home or alternative locations without compromising productivity. This scenario explores how companies can leverage UC Anywhere Access to accomplish these goals.
  • Common UC scenarios are:Unified Communications All-up Platform MessagingConferencingVoice The All-Up Platform is meant to provide “a little bit of everything” in the UC platform. This is usually appropriate for customers who are early in the their UC adoption or have several different areas where they may get value from UC.Next is Messaging, which is usually used with customers who have legacy messaging systems, such as IBM Lotus Notes. This scenario is also used with customers looking to upgrade their current Exchange environment.Conferencing is appropriate for customers who have high travel costs, such as companies with large field sales organizations and companies with green initiatives to reduce carbon emissions.The Voice scenario works best with customers who need to upgrade their PBX or voice mail systems, as well as customers with large numbers of branch offices.
  • Naturally, with a Unified Communications deployment, there are annualised IT support cost savings to be made by migrating away from old communications technologies and replacing them with more supportable consolidated technologies. These will of course help in building the business case and cannot be ignored. However, in our experience with clients who have successfully harnessed Unified Communications, we have identified five key areas that come together to form the most compelling case:Unified Communications also gives your business the kind of transformational shift that can enable businesses to survive and thrive through difficult economic times.There are 2 main areas for the business case to focus on, namely:significantly decrease costs associated with travel, IT administration, and communications – this is the easy one to quantify!In addition, Unified Communications can help you to improve your business outcomes by maximizing productivity and fostering collaboration – this is much harder to put a value on!
  • This slide is about the cost savings EMC realized with UC:Exchange UM for VMEMC is heavy on field offices from acquisitions. Standardizing on a centralized UM platform allows us to remove various high cost systems at each location that are each administered differently and separately, often by 3rd parties. EMC is very centralized with email and centralizing UM is adding to that savingsVoice calls over IPWe can take advantage of EMC’s extensive IP network for callingLower costs from foreign locations by sending the call over IP to WestboroBetter rates on LD and international because of High volume all from the same locationDirect OC to OC calls across the Atlantic with conchango acquisitionInternal Live MeetingSaves live meeting Service costsSaves travel costsDecreased travel raises employee moral Easier, more frequent use when integrated with OCSCost avoidanceEasier contact between consultants and sales forceIncreased ability to telecommute
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