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Make the Most of Hosted Unified Communications

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$377 billion will be spent on UC and VoIP services over the next five years. But while IP PBXs and classic vanilla VoIP services are beginning to slow down, UC is taking off as a strategic imperative. Tara Seals, Contributing Editor of Channel Vision Magazine, reviews how to position Hosted UC within your portfolio, outline the benefits for your clients and avoid sales pitfalls. Tara also covers the market forecast, trends and opportunities and why mobility will be an important part of the Hosted UC market.

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Make the Most of Hosted Unified Communications

  1. 1. April 24, 2014
  2. 2. Confidential and Proprietary. Subject to Non-Disclosure Agreement. •  Make the Most of Hosted UC •  Tara Seals - Contributing Editor, Channel Vision •  ANPI News •  New Plans, New Devices •  Free Polycom VVX Promotion •  New VP of Customer of Operations •  Q&A 2
  3. 3. Tara Seals Editor, ChannelVision Magazine
  4. 4. Confidential and Proprietary. Subject to Non-Disclosure Agreement. Tara Seals is contributing editor at ChannelVision magazine. She has more than 15 years of experience as a journalist and editor in the communications and technology space, including as the channel editor for PHONE+ magazine (now Channel Partners), and editor in chief at XCHANGE magazine. She is also a regular contributor to TMC, and is a contributing analyst at GigaOm Research. Primarily covering channel partner and service provider issues, her areas of expertise include: enterprise IT and technology, including cybersecurity, cloud, IP communications and networking; data centers and virtualization; and consumer technology, devices, applications and communications. she has a deep background in mobile networks and infrastructure, devices and applications; and video infrastructure, content and broadcast models. 4
  5. 5. Confidential and Proprietary. Subject to Non-Disclosure Agreement. •  What is Unified Communications? •  Market Forecast and Trends •  What’s Driving the Market? •  Evolving Customer Sets •  Application Trends: Video •  Application Trends: The Role of Mobility •  Where Does Hosted UC Fit for Channel Partners? •  Case Study •  Top Customer Concerns and Objections •  Conclusion: Are You Making the Most of Hosted UC? 5
  6. 6. Confidential and Proprietary. Subject to Non-Disclosure Agreement. Unified communications (UC) combines multiple communication applications such as instant messaging, e-mail, audio and video conferencing and IP telephony, among others, into one interface. Hosted UC removes upfront expense for companies, and provides anywhere access to those communications methods and company resources via the cloud, across devices. 6
  7. 7. Confidential and Proprietary. Subject to Non-Disclosure Agreement. For agents, VARs and other channel partners, the hosted unified communications space is an undeniable opportunity--one that will be worth $61.9 billion in 2018. Transparency Market Research predicts the market to reach $61.9 billion in 2018, growing at a CAGR of 15.7 percent from 2012 to 2018. Drivers: •  Rise of the mobile workforce •  Consumerization of IT and BYOD •  Secure cloud computing 7
  8. 8. Confidential and Proprietary. Subject to Non-Disclosure Agreement. The Right Market Forces are Coalescing •  Devices, applications, data centers, networks and access have come together to remove nearly all obstacles to cloud computing •  Via a combination of smartphones, tablets and laptops, 70 percent of Americans now have mobile devices that can access the Internet •  The ability for those devices to connect to advanced mobile broadband or LTE is 80 percent •  Meanwhile, a broadband study from the White House also shows that basic broadband availability has improved greatly over the last five years, with 93 percent of Americans now having access to some form of broadband 8
  9. 9. Confidential and Proprietary. Subject to Non-Disclosure Agreement. There will be $88 billion spent on UC and VoIP services in 2014.* But while IP PBXs and classic vanilla VoIP services are beginning to slow down, UC is taking off as a strategic imperative. 9 •  Companies are adopting unified communications to improve response times, increase employee productivity, and reduce operational costs •  Collaboration is the most common application deployed in the cloud (private or public), followed by conferencing and faxing * Source: Infonetics
  10. 10. Confidential and Proprietary. Subject to Non-Disclosure Agreement. Hosted UC and UC as-a-Service (UCaaS) is the fastest-growing portion of the VoIP market. 10 Worldwide business VoIP service revenue is forecast by Infonetics to grow at a 7% CAGR from 2012 to 2017 BUT Synergy Research Group shows that UCaaS now accounts for 8% of all managed and hosted business voice subscribers thanks to an annual growth rate of almost 30% By comparison, managed on-premise IP PBX subscriber numbers are steadily declining, while hosted business VoIP subscribers are growing, but at a rate of well below 10% per year
  11. 11. Confidential and Proprietary. Subject to Non-Disclosure Agreement. 11 With unpredictable economic conditions looming across geographies, organizations across all major sectors are looking at ways to bring down expenses while ensuring improved productivity, efficiency and effectiveness at the same time. •  Productivity enhancements via improved collaboration •  Green initiatives •  The need to support a borderless workforce •  Cost-savings: the move to a pay-as-you-go model saves CapEx
  12. 12. Confidential and Proprietary. Subject to Non-Disclosure Agreement. •  The sweet spot is SMBs: There are 4.5 million to 6 million SMBs across the country, looking for ways to bring down expenses while ensuring improved productivity, efficiency and effectiveness •  But it’s not just about SMBs: scores of companies in vertical markets are looking for the same benefits •  In fact, IT decision makers at large organizations are expected to spend $53 million on services to support unified communications over the next two years (Dimension Data) 12 Hosted UC Offers an Opportunity to Move Upmarket
  13. 13. Confidential and Proprietary. Subject to Non-Disclosure Agreement. 13 Uptake of smartphones, tablets and laptops means that 70 percent of Americans now have mobile devices that can access broadband BYOD and IT consumerization are important factors Overall, increasing demand for enterprise mobility impacts UC demand: •  Voicemail-to-text •  Fixed mobile convergence •  Mobile presence The growth of the mobile workforce means that workers have to communicate regardless of their location or device.
  14. 14. Confidential and Proprietary. Subject to Non-Disclosure Agreement. The increasing shift to mobile access has inspired the creation of new communication technologies, as have advances in video communications and social software tools. 87% of enterprises surveyed by Infonetics plan to add videoconferencing to their UC architecture by August 2014. 14 “The biggest change we’re seeing in unified communication deployments is the adoption of video. Businesses have been implementing more mobility into their UC architectures over the past year and now are looking toward videoconferencing to help drive further productivity.” -- Diane Myers, principal analyst for VoIP, UC and IMS Infonetics Research
  15. 15. Confidential and Proprietary. Subject to Non-Disclosure Agreement. •  UC’s impact on the existing portfolio: •  SIP Trunking, IP PBX and VoIP •  Backup and Disaster Recovery •  Managed Network Services, Ethernet •  Mobility and Video Add-Ons •  Social Integration •  Requires a consultative role in explaining the benefits adequately to clients •  Can be leveraged to expand into new customer segments and revenue streams •  UC channel partners with IT expertise have greater “value-add” opportunities in integrating, developing and supporting all forms of mobile and desktop business interaction software and services. UC-enabled online applications will require ongoing evolutionary support, especially by SMB customers, resulting in continual revenue to channel partners 15
  16. 16. Confidential and Proprietary. Subject to Non-Disclosure Agreement. The No. 1 Customer Objection to UC is Cost •  Other customer concerns include: •  Quality of service on networks that are being asked to handle multiple services •  Security remains a concern •  A lack of interoperability between vendor platforms •  IT/support concerns •  The top sales pitfall for channel partners is a lack of appropriate skill sets and market knowledge •  Understand the cloud and IT technologies that underpin it •  Be ready to implement traditional IT and telecom portfolio options •  Educate, educate, educate 16
  17. 17. Confidential and Proprietary. Subject to Non-Disclosure Agreement. •  One of the fastest-growing segments of the market •  Sales of hosted PBX and unified communication (UC) services rose 13% in 2013 over 2012, and seats grew 35% due to continued demand for enterprise cloud-based services (Infonetics) •  Mobility and video are key pieces of the hosted UC landscape •  A golden opportunity for channel partners to expand their customer bases and uncover new revenue streams •  Requires somewhat specialized knowledge, requires a consultative customer approach •  Represents the melding of IT and telecom •  Represents a true opportunity in the cloud services arena 17
  18. 18. Confidential and Proprietary. Subject to Non-Disclosure Agreement. •  New Common Area Seat – ANPI VIPrimer •  For common areas like warehouses, kitchens and lobbies •  Includes an extension number, extension-to-extension dialing, local calling and E911 services. •  Price - $9.99/user •  New Cordless Device – Yealink IP DECT W52P •  Base Station + Handset •  Additional handsets available for purchase 19
  19. 19. Confidential and Proprietary. Subject to Non-Disclosure Agreement. •  For all new ANPI customers, FREE Polycom VVX phones or FREE 90-Day Service. •  Free Phones: Top of the line Polycom VVX phones with every new order of 10+ lines and a 3-year agreement. •  VIPrecision Seat: Receive the VVX 300 •  VIProfessional Seat: Receive the VVX 400 •  VIPremier Seat: Receive the VVX 500 •  Free Service: No cost for 90-Days of service for every new order of 10+ lines and a 3-year agreement. •  Includes all seats and add-ons purchased (does not include usage fees) •  A prepayment equal to one (1) month’s MRC is required upon execution of the contract and will be applied to the Customer’s account in the fourth month of service •  All orders placed before COB on April 30, 2014. 20
  20. 20. Confidential and Proprietary. Subject to Non-Disclosure Agreement. Marc Klemp Vice President of Customer Operations •  In his role, Marc will be driving process and systems enhancements to bring greater efficiency to core functions with the goal of continually improving the overall customer experience •  Recently, Marc was at Masergy Communications, Inc. where he was the Director of Global Service Delivery, responsible for implementation of managed services to multinational customers •  Marc has a Bachelor of Science degree from Purdue University 21
  21. 21. Confidential and Proprietary. Subject to Non-Disclosure Agreement. 22 Submit your questions now!
  22. 22. Confidential and Proprietary. Subject to Non-Disclosure Agreement. Submit topic suggestions to: communications@anpi.com 23

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