Migrating to sip trunking with audio codes

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Migrating to sip trunking with audio codes

  1. 1. Intellectual Property<br />All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.<br />* Copyright © 2010.  All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.<br />
  2. 2. Welcome<br />
  3. 3. Migrating to SIP Trunking with AudioCodes<br />Nancy Patterson<br />Manager, NA Channel Marketing<br />Nancy.patterson@audiocodes.com<br />
  4. 4. Complete your entry card<br />One chance per break-out session and one additional chance for visiting the booth<br />Drawing will be announced at the end of both sessions<br />Your Chance to Win an iPad2!<br />
  5. 5. Overview:<br />Manufacturer of Media Gateways, Enterprise Session Border Controllers, Media Servers, IP Phones, Mobility Technologies<br />17 years of Operations, Public (NasdaqGS since 1999)<br />Deployed in over 100 countries in broadband, mobile & enterprise<br />Strong brand for quality & performance <br />Worldwide offices:<br />Headquarters: Israel<br />North America: NJ, TX, NC<br />APAC: Singapore, Korea, China, India, Australia<br />EMEA: UK, France, Germany, Russia<br />LATAM: Miami, Mexico, Brazil, Argentina, Columbia<br />625 Employees<br />R&D (250), Sales & Marketing (210), Operations (90), G&A (5)<br />Israel (395), US (140), Europe (30), APAC (25), LATAM (10)<br />AudioCodes: A Brief Introduction<br />
  6. 6. What AudioCodes Does…<br />Applications<br />Cloud<br />Mobile<br />UC<br /><ul><li>Communications - world is shifting towards an all IP infrastructure
  7. 7. Growth driven by desire for unified communications, cloud computing and mobility
  8. 8. Incumbent vendors struggle to adapt to demands of newly emerging software applications</li></ul>The Communications World:<br />Residential Gateways<br />AudioCodes<br />Mediant Gateways<br />IP Phones<br />SBC<br />AudioCodes innovative, interoperable and diverse portfolio of solutions are uniquely positioned to enable this transition<br />MSBG<br />TDM<br />All IP<br />All IP World<br />2030<br />
  9. 9. What is SIP Trunking?<br />SIP trunking is a Voice over Internet Protocol (VoIP) service based on the Session Initiation Protocol (SIP) by which Internet telephony service providers (ITSPs) deliver telephone services and unified communication to customers ...<br />
  10. 10. Service Provider Certifications <br />
  11. 11. How Businesses Connect Voice Today<br />Source: Infonetics Research, SIP Trunking Deployment Strategies: North American Enterprise Survey, April 2011 <br />
  12. 12. The Case for SIP<br />$4<br />6<br />SIP Trunking- one of <br />the fastest<br />growing services<br />to Enterprises <br />SIP Trunking brings <br />cost savings and <br />operational efficiencies<br />North America <br />leads adoption<br />$3<br />5<br />$3<br />Revenue (US $B)<br />4<br />Trunks (M)<br />$2<br />3<br />$2<br />2<br />$1<br />1<br />$1<br />$0<br />0<br />CY09<br />CY10<br />CY11<br />CY12<br />CY13<br />CY08<br />Revenue<br />Source: Infonetics Research, Inc. <br />Trunks<br />
  13. 13. “SIP Trunking returns an average savings of 25% vs. a traditional separate voice and data infrastructure”<br />Global Crossings, 2011<br />“Fortune 1000-size organizations can save anywhere from 25-60% on their telecom expenses.”<br />Sorell Slaymaker, Unified IT Systems<br />How SIP Trunking Achieves Cost Savings<br />“SIP Trunking can deliver savings of 30-50% for branch environments in mid-size and large enterprises”<br />Gartner, Inc., 2009 <br />“SIP Trunking Infrastructure cost reductions will allow Triton to realize ROI in as little as 3 months”<br />Cameron Symonds, Director IT/TS, Triton Technologies<br />Eliminates dual last mile facilities<br />Mixed voice, video, data on same infrastructure<br />More competitive market<br />Greater geographic reach<br />Improved flexibility<br />
  14. 14. SIP Trunking Looks Good; Upgrading PBX environment …“Not So Good”<br /><ul><li>Continuing pressure to reduce operational costs
  15. 15. Postponing/avoiding major capital expenditures
  16. 16. Legacy (TDM, IP-PBX) infrastructures still work
  17. 17. Effort to upgrade is slow and a distraction
  18. 18. Carrying over certain existing functionality may not be supported</li></li></ul><li>Where are the costs and inefficiencies?<br />Lack of Integration<br />Cost of two facilities<br />Firewall<br />Router<br />Step 1 – Assess the Situation<br />PC Users<br />Maintenance Costs<br />Internet<br />Trunking,<br />Local and<br />Long Dist.<br />PSTN<br />Moves, adds and changes<br />LAN<br />SIP or<br />Digital <br />Phones<br />T1/E1 or Analog Trunks<br />Fax<br />Costs from Conferencing Services<br />Analog Phones<br />PBX<br />IP<br />TDM<br />
  19. 19. Upgrade PBX?<br />Replace PBX?<br />Expansion?<br />Consolidation?<br />Eliminate PSTN<br />When and at what cost?<br />Step 2: Planning<br />SIP Trunking Trial<br />Eliminate PSTN<br />Trunking<br />Implement IP-PBX<br />Or Unified Communications<br />With SIP Trunking<br />Goal<br />
  20. 20. Step 3: SIP Trunking Trial<br />Firewall<br />Router<br />PC Users<br />Internet<br />Gateway Makes<br />Call Routing<br />Decisions<br />SIP Trunks<br />PSTN<br />LAN<br />SIP or<br />Digital <br />Phones<br />SIP Trunk <br />T1/E1 or Analog Trunks<br />Fax<br />Gateway<br />“Drop and Insert” Architecture<br /><ul><li>Eliminates PBX expansion/changes
  21. 21. Makes IP-PBX/UC Upgrade easier</li></ul>Analog Phones<br />PBX<br />IP<br />TDM<br />
  22. 22. Command/Control/Config.<br />TDM Interface<br />DSPs<br />(Codecs)<br />SIP Stack<br />TDM T1/E1/J1/BRI/Analog<br />PRI/CAS/MFC R2<br />Loop Start/Ground Start<br />DID/DTMF…<br />SIP Ethernet<br />How does a Media Gateway Work?<br />
  23. 23. Step 4: Reducing/Disconnecting the PSTN<br />Firewall<br />Router<br />PC Users<br />Internet<br />Change Routing<br />Rules to move<br />more traffic<br />to SIP Trunks<br />SIP Trunks<br />PSTN<br />LAN<br />SIP or<br />Digital <br />Phones<br />T1/E1 or Analog Trunks<br />Fax<br />Gateway<br />Analog Phones<br />PBX<br />IP<br />TDM<br />
  24. 24. Leading provider of Business Process andInformation Technology Outsourcing<br />Headquartered in Los Angeles, CA with offices in 14 locations around the globe<br />New client required 1,000 new agents in new offices<br />Wanted to utilize existing Avaya Predictive Dialer (TDM) with SIP Trunks to reduce costs<br />Selected Intelepeer CloudWorx™ for SIP Trunking<br />Integrated with an AudioCodes Mediant 3000 Media Gateway<br />Currently active, making thousands of calls a day<br />Case Study: VXI with Intelepeer <br />
  25. 25. PSTN<br />Firewall<br />Router<br />Analog Phones<br />T1/E1 or Analog Trunks<br />Fax<br />IP<br />TDM<br />Step 5: Migrating to Unified Communication<br />Upgrade to<br />Enterprise Session Border Controller<br />(E-SBC)<br />SIP Trunks<br />Unified<br />Communications<br />Clients<br />Internet<br />LAN<br />SIP<br />Phones<br />
  26. 26. SIP to SIP Connectivity?<br />Enterprise Session Border Controller<br />(E-SBC)<br />IP Phones<br />?<br />SIP Trunks<br />IP-PBX <br />SIP<br />SIP<br />SIP Variant 1<br />
  27. 27. SIP Interoperability<br />This is supposed <br />to work!<br />SIP<br />RFC 3261<br />SIP interworking and normalization<br />Signaling mediation<br />Media mediation<br />Transcoding <br />
  28. 28. PSTN<br />Security<br />Internet<br />SIP Trunks<br />SBC<br />S<br />I<br />P<br />Call Admission Control (CAC)<br />Encryption & Authentication<br />Topology hiding<br />Protection against DOS attack<br />Survivability<br />Bad<br />Stuff<br />E-SBC<br />Enterprise LAN <br />
  29. 29. How Does an E-SBC Work?<br />Command/Control/Config.<br />Security Policy Management<br />SIP<br />Stack<br />DSPs<br />(Codecs)<br />SIP<br />Stack<br />Signaling (SIP)<br />Media (RTP)<br />SIP Ethernet LAN<br />SIP EthernetWAN<br />
  30. 30. Case Study: Georgia Military College<br />Liberal Arts Junior College<br />Main campus in Milledgeville, GA<br />6 campuses across Georgia<br />500 Full-time employees<br />5000 Students<br />1800 computers<br />Centrex from National SP<br />
  31. 31. Challenges<br />Costs<br />Like many public institutions, college is very sensitive to operating costs<br />Centrex costs were very unpredictable<br />Moves, adds and changes were $<br />Need for Collaboration<br />Staff spread across six different campuses<br />Delays/costs incurred while commuting between campuses<br />Retention of Existing Telephone Numbers<br />Local presence is important<br />Reliability<br />Campus Autonomy - no outage should effect other campuses<br />
  32. 32. Solution Architecture<br />Valdosta, GA<br />Mediant 1000 E-SBC<br />SIP Trunking<br />Mediant 800 E-SBC<br />Mediant 800 E-SBC<br />Mediant 800 E-SBC<br />Mediant 800 E-SBC<br />Mediant 800 E-SBC<br />Main Campus<br />Mileldgeville, GA<br />Warner Robins, GA<br />Columbus, GA<br />Atlanta, GA<br />Augusta, GA<br />
  33. 33. Results<br />All six campuses are now on Microsoft Lync<br />Vastly improved collaboration environment<br />Campuses are functionally autonomous<br />One Minute Provisioning – “hand them a phone”<br />Retained local DID numbers<br />Network security is maintained<br />30% reduction in travel costs <br />Realized an 80% savings in monthly reoccurring charges<br />“By migrating to Unified<br />Communications with Microsoft<br />Lync, AudioCodes and Broadvox,<br />Georgia Military College was able<br />to reduce monthly reoccurring costs<br />by 80%, allowing the college to<br />invest in other important student<br />education programs”, said Drago<br />Totev, Associate Vice President -<br />Telecommunications & Networking,<br />Georgia Military College.<br />
  34. 34. Benefits of Working With AudioCodes<br />Interoperability and Compatibility<br />Leveraging the investment in our experience and interoperability lab<br />Architecture Flexibility and Scaling<br />Range of solutions that fit your particular implementation<br />Migration Strategy<br />Start today, upgrade later<br />Security<br />JTIC-validated device and network security<br />Superior Voice Quality<br />First vendor to pass all 12 ETSI Speech Quality Tests<br />Quick Time-to-Savings (ROI)<br />
  35. 35. The Financials for VARs are More than Good<br />Consider:<br />The volume of customers unlikely to upgrade the PBX; yet still want SIP<br />Typical gross margins Gold VARs earn for products, sold at MSRP, are 28-34%<br />The customer who today needs a gateway and wants to migrate gradually. <br />***A gateway today with E-SBC licenses installed for future plans is a smart investment - and only AudioCodes has it!***<br />
  36. 36. Upgrade Rate vs. Attrition Rate<br />
  37. 37. The Win for AudioCodes VARs <br /><ul><li>Arms Salespeople with an “EitherOr” Proposition
  38. 38. Doesn’t force them to leave the majority of their sales calls empty handed
  39. 39. Retains the customer who is not upgrading
  40. 40. Lowers customer attrition rate
  41. 41. Delivers more value in a consultative process</li></li></ul><li>Customer Value Proposition<br />Enable UCC and CC customer to migrate from TDM trunks to SIP trunks at their own pace and their own path<br />Both SIP trunk and PSTN supported concurrently<br />E-SBC is a SW only upgrade!<br />PSTN as backup and lifeline support<br />Carrier class scalability and reliability<br />Reduces UCC and CC customers’ TCO and network complexity<br />More capabilities out of same platform<br />Same Management tools<br />Maintains existing dial plan, mailboxes and phone numbers<br />Fully interoperable with numerous PBX and IP-PBX vendors, allowing graceful and seamless connectivity and control of existing IP and/or legacy installations.<br />
  42. 42. PBX<br />SP PSTN<br />SP IP WAN<br />AudioCodes products/Solutions for UC<br />Secured SIP Trunking<br />PSTN Networks<br />Fixed Mobile Convergence<br />Media Gateway<br />Enterprise SBC<br />TDM Trunks<br />SIP Trunks<br />….<br />Legacy TDM PBX<br />SIP<br />….<br />Media Gateway<br />Enterprise SBC<br />E1/T1/BRI/FXO<br />Unified Communications<br />Non certified IP PBX<br />Legacy Fax & other Analog devices<br />IP-PBX<br />Media Gateway<br />SIP<br />Media Gateway<br />MGW & Enterprise SBC<br />IP Phones<br />CS recordingsolution<br />3rd party Analog and SIP <br />based Phone Support <br />SmartTAP Call Recorder<br />
  43. 43. Get Started with SIP Trunking from AudioCodes<br />Special Offer Valid<br />: <br />August 15, 2011<br />–<br />December 31, <br />2011<br />“<br />How will<br />SIP<br />Trunking <br />work<br />in my <br />current <br />environment<br />?”<br />How can I get there from where I am today?<br />What if<br />...<br />·<br />B<br />ringing <br />SIP<br />Trunking<br />in<br />to<br />your<br />customer<br />’<br />s <br />current PBX <br />environment<br />could be<br />virtually risk<br />-<br />free<br />?<br />·<br />G<br />ains in operational efficiencies<br />and <br />cost reduction<br />s <br />approach <br />25<br />-<br />35%<br />or more<br />?<br />·<br />There’s an easy way to source<br />a <br />complete<br />solution <br />because the guesswork <br />is<br />removed?<br />·<br />I<br />mplementation took less<br />than a month?<br />·<br />And ROI was under 12 months<br />You Can <br />-<br />with AudioCodes!<br />AudioCodes <br />deliver<br />s<br />a bundle of equipment and <br />services that let<br />you<br />r<br />customers <br />easily <br />evaluate SIP Trunking <br />in <br />the <br />current<br />PBX <br />environment. <br />Avoid the <br />extra work of finding each <br />piece of the solution <br />separately<br />and <br />paying more <br />when purchasing ala carte pr<br />oducts and services<br />. <br />With<br />SIP Trunking services<br />certified SIP Trunking Service Providers<br />, training, <br />and <br />AudioCodes<br />Media Gateways <br />& Session Border Controllers<br />,<br />everything needed to <br />“<br />get started<br />”<br />is <br />ready to order now! <br />“<br />G<br />et Started<br />”<br />with SIP Trunking Promotional Offer<br />1 AudioCodes <br />Mediant <br />Gateway or ESBC at 5<br />0<br />% off MSRP <br />to AudioCodes VARs<br />•<br />Choose from <br />Media Pack<br />s, Mediant 1000MSBG or <br />Mediant 1000ESBC<br />•<br />Includes 1 year standard 9x5 <br />ACTS<br />Support Contract<br />at <br />3<br />5% off MSRP<br />to AC VARs<br />•<br />Includes FREE <br />-<br />1 year<br />Advanced Hardware Replacement<br />•<br />Read more about it at <br />www.audiocodes.com<br />/sip<br />-<br />trunking<br />•<br />The SIP School SIP Training and Industry<br />-<br />s<br />upported SSCA <br />Certification<br />•<br />Coupon for <br />10% off List Price<br />of any course<br />(for your end<br />-<br />customer)<br />•<br />Read more about it at <br />http://audiocodes.thesipschool.com<br />•<br />There’s no need to change anything in <br />the <br />current PBX environment.<br />Get Started with SIP Trunking from AudioCodes<br />
  44. 44. “Get Started” with SIP Trunking from AudioCodes <br />Time Period: August 15, 2011- December 31, 2011 <br />AudioCodes Promoting to Enterprise Customers<br />1 AudioCodes Mediant 1000 Gateway or ESBC at 25% off MSRP (50% off MSRP to VARs) <br />Includes 1 year standard 9x5 ACTS at 25% off MSRP (35% off MSRP to VARs)<br />Includes FREE -1 year -Advanced Hardware Replacement<br />SSCA SIP Training and Certification<br />10% off List Price <br />Plus SIP Trunking Service Providers Offer End Customers <br />Broadvox Go! SIP Trunking – 50% off Activation Fee<br />SkypeConnect– Discounts of SIP Channel Bundles and monthly service fees<br />Paetec and more<br />
  45. 45. Information on AudioCodes and migrating to SIP Trunking:www.audiocodes.com/sip-trunking<br />Mediant 1000 Media Gateway:www.audiocodes.com/mediant-1000<br />Enterprise Session Border Controllers:www.audiocodes.com/e-sbc<br />http://www.tmcnet.com/channels/enterprise-sbc<br />Datasheets, videos, case studies, whitepapers, testimonials <br />www.audiocodes.com<br />News and buzz via Social Media<br />Follow us on Twitter, LinkedIn or Facebook<br />Additional Resources<br />
  46. 46. Questions<br />
  47. 47. Thank You<br />from<br />AudioCodes<br />

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