What is TD Azlan (IF) Europe’s largest VAD specialising in Converged Infrastructure solutions
Azlan is founded on a world class organisation <ul><li>World class logistics </li></ul><ul><li>Best in class credit manage...
Converged Infrastructure Server Server Network Unified Comms Enterprise Software Storage
IP everywhere <ul><li>Enterprise Software </li></ul><ul><li>Virtualised Data Centre </li></ul><ul><li>Storage & Data Manag...
Our vendor partners
HP Networking Distributor of the Year 2001-09 Cisco European Channel Partner of the Year
Changing the Azlan Game Proposition High-touch Sales Delivery Unique Model The Capability Layer: Technical Business Develo...
What’s next <ul><li>Virtualisation everywhere </li></ul><ul><li>Hosted Services  </li></ul><ul><li>Physical services </li>...
Joel Chimoindes Director of Azlan UC IP Expo
UC: From standalone to seamless integrated ecosystem Remove the complexity -  OCS, CCM,Sametime Mobile Email Networking In...
The UC Strategy <ul><li>Taken from Gartner’s “Magic Quadrant for UC”, Sept 2008 </li></ul><ul><ul><li>Although there is a ...
The holy grail of a UC landscape <ul><li>Traditionally disparate complex technology solution areas are converging to offer...
Partner Development Timeline
TD Azlan  Value Proposition  Value Added Distribution Broadline Distribution Logistics, Credit, Operations Sales Support S...
Joe Breen Sales Director, TD Azlan
Why work with TD Azlan (JB) <ul><li>So Why work with us? (the reseller and the vendor) </li></ul><ul><li>Have moved into t...
Join us over the road….. <ul><li>Blah blah </li></ul>
The  Difference  In Distribution
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Cisco Collaboration & Unified Communications

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An end-to-end tour of a fully collaborated communications environment from Cisco - from voice to video - all over IP.

This presentation will cover Cisco’s Collaboration philosophy, and you will Learn how next-generation enterprise collaboration strategies will create significant business impact on productivity, cost savings, and innovation.

Published in: Technology, Business
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  • Intro slide - Very important this slide looks good as it will set the tone for the rest of the presentation.
  • UC: A brief check with the audience that everyone agrees on what we mean by UC. Quote the example of the different methods of contacting you which is shown here. It’s highly time consuming, difficult to manage. Remove the complexity – by adding a layer here, the user experience is greatly enhanced. Efficiency is improved, productivity is increased. Note: SN stands for Social Networking. IM use alone has declined by about 20% on the internet. It is now an integral part of Social Networks (Facebook, twitter, etc)
  • Important: Key part of the presentation Diagram highlights the four different areas of competency needed to deliver a true UC solution for an end user. Terms highlight the language that’s used which is a good representation of skill set and they clearly show they’re very very different. Azlan UC. Have skilled up in all areas (both technically and commercially) to be able to deliver all parts of the UC solution. Also means we can talk the language of the different partners. Ie – when we go and see a PBX partner we can talk to him about UC but in his language. Example 1- huge benefit for telephony partners to sell video as an extension to the PBX, increasing the sale and being able to right down over five years (and not 3) because it’s telephony. Great for Cisco partners with TANDBERG and Avaya with Lifesize Example 2 - Talking to Microsoft partners about the benefits of complimenting OCS deployments with business quality video which OCS does not do. OCS cannot talk to another video client unless it is part of an OCS network which is “Federated”. By deploying a VCS solution from TANDBERG, this can be overcome and an OCS client could talk to any video endpoint on the public internet. Talking the partners language here is absolutely key. One size definitely does not fit all and we must communicate in the language of the partner and not necessarily our own.
  • Slide is used to illustrate the timeline of partner development. Build: This bit is simple. It’s easy to onboard partners into vendors and distributors programs as long as the value prop is right, a business opportunity and the start of a relationship Develop: This is where most distributor/vendor relationships fail. All start with good intention but comparatively few blossom. We recognise this and concentrate efforts on making these stage a joint success. Grow: Once the first order has been received we have a joint business. Now we can focus on how we grow the business.
  • Logistics, Credit, Operations - Basic part of distribution. C2000 are the leaders in this field. 86k orders processed on a monthly basis, 7500 customers, 110m of stock, one single SAP system across Europe. This is a well oiled highly efficient machine and we do it better than anyone else. Sales Support – Internal sales team. Who do the customers call when they’ve got a problem. Develop strong relationships with partners. BDM’s – Commercially rounded UC guys. Can articulate our UC strategy and understand how that benefits a partner or their end users Solution Architects – Very unusual for distribution to invest in. Highly skilled customer (and end user) facing. Will be aligned to strategic partners for design &amp; specification, customer visits, training programs. Lab work and proof of concept also important. They work very closely with BDM’s. We have specialists in each of the different areas of UC. Post Sales – At it’s most basic form, installations (on site and remote) and white label maintenance services, 24x7x365. Live in Aug 2010 Demand Creation – Traditionally done very badly in distribution and vendors. Leads are generally treated with no value because of their poor quality. We will have a second to none end user demand creation engine. Campaigns will be run as generic campaigns where we pass leads out to partners (and vendors) and/or as part of a business plan with a strategic partner.
  • Cisco Collaboration & Unified Communications

    1. 2. What is TD Azlan (IF) Europe’s largest VAD specialising in Converged Infrastructure solutions
    2. 3. Azlan is founded on a world class organisation <ul><li>World class logistics </li></ul><ul><li>Best in class credit management </li></ul><ul><li>Leading ERP </li></ul><ul><li>Leading online tools </li></ul><ul><li>Robust to meet the demands of a highly transactional volume style business </li></ul>
    3. 4. Converged Infrastructure Server Server Network Unified Comms Enterprise Software Storage
    4. 5. IP everywhere <ul><li>Enterprise Software </li></ul><ul><li>Virtualised Data Centre </li></ul><ul><li>Storage & Data Management </li></ul><ul><li>Unified Communications </li></ul><ul><li>Network Infrastructure </li></ul>Server Networking Storage Application level - software Application level – solutions e.g. UC
    5. 6. Our vendor partners
    6. 7. HP Networking Distributor of the Year 2001-09 Cisco European Channel Partner of the Year
    7. 8. Changing the Azlan Game Proposition High-touch Sales Delivery Unique Model The Capability Layer: Technical Business Development Focus AND Breadth Converged Infrastructure Solutions Customer Intimacy PLUS Business Development expertise Solutions AND products Intelligent VAD
    8. 9. What’s next <ul><li>Virtualisation everywhere </li></ul><ul><li>Hosted Services </li></ul><ul><li>Physical services </li></ul><ul><li>XaaS </li></ul><ul><li>The new model for channels </li></ul>
    9. 10. Joel Chimoindes Director of Azlan UC IP Expo
    10. 11. UC: From standalone to seamless integrated ecosystem Remove the complexity - OCS, CCM,Sametime Mobile Email Networking Infrastructure User Telephone IM/SN Video
    11. 12. The UC Strategy <ul><li>Taken from Gartner’s “Magic Quadrant for UC”, Sept 2008 </li></ul><ul><ul><li>Although there is a significant interest in UC from many enterprises, it remains a daunting and confusing topic </li></ul></ul><ul><ul><li>No single vendor product addresses all an enterprise's UC needs. </li></ul></ul><ul><ul><li>As a result, planners should not expect their UC requirements to be met by one vendor’s products </li></ul></ul>
    12. 13. The holy grail of a UC landscape <ul><li>Traditionally disparate complex technology solution areas are converging to offer users a truly unified communications landscape. </li></ul><ul><li>Resellers need the capability to bring all elements together to maximise business benefit and optimal deployment </li></ul>
    13. 14. Partner Development Timeline
    14. 15. TD Azlan Value Proposition Value Added Distribution Broadline Distribution Logistics, Credit, Operations Sales Support Solution Architects Post Sales Services BDM’s Demand Creation Channel Creation & Development TD Azlan
    15. 16. Joe Breen Sales Director, TD Azlan
    16. 17. Why work with TD Azlan (JB) <ul><li>So Why work with us? (the reseller and the vendor) </li></ul><ul><li>Have moved into the solution stack </li></ul><ul><li>Invested in credible resource and experience </li></ul><ul><li>Enables us to deliver scalable support solutions to partners </li></ul><ul><li>Business development enables us to support you to open up new opportunities in your existing client base….. </li></ul><ul><li>Call to action </li></ul><ul><li>Partner with us </li></ul>
    17. 18. Join us over the road….. <ul><li>Blah blah </li></ul>
    18. 19. The Difference In Distribution

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