This presentation discusses the current state of cloud communications. It begins with introductions and definitions of different types of cloud services. The presentation then covers drivers and inhibitors for cloud adoption such as IT simplification, mobility, and security considerations. Market trends are discussed, including the benefits of communications as a service (CaaS) models. A case study of Iowa State University's cost savings from migrating to the cloud is provided. The presentation concludes with a discussion of future directions for cloud communications such as mobile-first strategies and increased data analytics capabilities.

1. Current State of Cloud
Communications
Presentation to Dallas CVT-IEEE
Tracy Venters
Director, Technical Marketing, Cloud Communications
April 2015

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Agenda
• Introductions
• Definitions
• Obligatory slide
• Drivers/Inhibitors (with a twist!)
• What’s next for CaaS?
• Oh and…
• Let’s keep it interactive
• …..and have fun!
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This is Mitel
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OPERATING IN
COUNTRIES
100 MILLION
IN CLOUD BUSINESS
60 MILLION END-USER CUSTOMERS
OVER 1,900 PATENTS
BROADEST
PORTFOLIO IN
THE INDUSTRY
OVER
CLOUD SEATS
IN EMEA
GLOBAL LEADERSHIP
OVER $1 BILLION IN REVENUE
1,000,000
100+
2500 CHANNEL PARTNERS
#1
We specialize in Unified Communications & Collaboration

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Mitel in the cloud
33 Million
POWERING
CLOUD CONNECTIONS
PER DAY

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What kind of aaS do you have?
• IaaS - Infrastructure as a Service
• Servers, storage, networking
• PaaS – Platform as a Service
• Middleware environments, development platforms
• IaaS/PaaS lines increasingly blurred
• SaaS – Software as a Service
• Third party owns the software, customer pays for what they use
• Example app types: telecom, CRM, collaboration
• Example vendors: Google Apps, Office 365, Salesforce.com, Cisco Webex
• CaaS – Communications as a Service
• SaaS – specifically communications (e.g., telecom) software
• Example: Mitel, 8x8, RingCentral, Vonage

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Who owns it?
• Public
• Software owned hosted by third party
• Likely adopted by SMBs
• Exception: also adoption by large institutions in US (Centrex replacement)
• Private
• Software owned by single institution
• Mid-large enterprises
• Most common PBX replacement in a “cloud environment”
• Could be subscription model licensing
• Hybrid
• Mixture of on-prem and cloud
• Mid-large enterprises
• Especially attractive to businesses with mixture of location types, sizes
• Businesses in transition

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Components of a Cloud Comms Service
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Software &
Devices
Telecom Provider
(SIP, LD, DIDs)
Customers
Data Center &
Infrastructure
Management and
Integration
Third-Party Tools
(Billing and
Provisioning)
Installation and
Configuration
Customer Support
Contract and
Billing
Sales &
Marketing
Service Delivery Components
Technology Components

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Architectures
• Multi-tenant
• One software instance with partitions per enterprise customer
• Cookie cutter approach
• Upgrades usually automatic, affect all customers
• Generally cheaper
• A good option to provide a low cost service to SMB
• Examples: Mitel Telepo, Mitel Clearspan, Broadsoft, Metaswitch, 8x8
• Single instance
• Each enterprise customer has its own instance
• Customizations can be done for each
• Upgrades not automatic
• More flexibility, options per enterprise
• Usually more expensive
• Examples: Mitel MiCloud, Cisco, private cloud solutions

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What the Analysts Say
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Market Drivers and
Inhibitors
(Quiz Time)
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IT Simplification
Relatively speaking, how does moving to a public and/or managed cloud solution
simplify telecom operations for an organization?
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A: Greatly simplified : the organization only needs vendor contract /procurement
management
B: Moderately simplified : the organization needs some staff trained in telecom to
order changes such as user moves/deletes, changes to auto attendant trees, etc
C: Minimally simplified: the organization still needs a staff trained in telecom to
provision some features, deploy phones, support users and manage changes
D: Depends

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IT Simplification
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Answer: A to B
• Depending on size and expectations of
users of organization some onsite tier one
support may be needed
• Vendor tools, user sophistication and even
media such as YouTube help immensely
“We don’t want to be our
own phone company” –
CIO of major university

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Change orders in the 21st century
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Mobility, UCC
Which of the following is a benefit that can only be provided by moving to a cloud
environment for communications:
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A: Provide the EXACT same feature set for workers at fixed sites as well as home
and mobile workers
B: Provide a complete fixed-mobile-convergence (FMC) solution, including the
ability to reply to a text message revealing only the business (PBX) phone number
C: Allows users to easily designate any phone - home, work, mobile, even hotel - as
their work number and make/receive calls using that number
D: B and C
Answer: E
None of the above, all can be achieved with a more modern
prem system, however a cloud system helps you get their
faster
E: None of the Above

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Customization
In general, can cloud communications (CaaS) solutions be customized per
enterprise?
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A: CaaS supports only limited customizations at a company level such as a
company level Auto Attendant
B: CaaS supports company level (e.g. Auto Attendant and Corporate Directory
integration) as well as individual (e.g., speed dial and white/black list) customizations
C: With CaaS, customizations are allowed similar to what would be allowed with an
onsite PBX
D: D it is vendor and architecture dependent
Answer: D
A single instance public cloud, or a private cloud architecture can
support the same customizations as a privately owned on-premise
PBX.

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Security
Which of the following statements best describes security considerations when it
comes to cloud communications?
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A: Cloud communications are generally less secure than onsite solutions and
security is often cited as a reason why some businesses stay with an onsite solution
B: In reality, service providers are often better equipped to provide the necessary
compliances than enterprises may be able to achieve on their own
C: Privacy and data sovereignty are serious issues facing the roll out of global cloud
communications solutions today
D: All of the above
Answer: D
Security is a complex subject, however one should not assume that an onsite
solution is always more secure

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Business Continuity
What is the best option to assure your business communications stay up in case of
network or system disruption?
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A: An onsite system is actually most reliable; it does not depend on connection to a
broader IP network
B: A cloud solution is best; it is the only way to cost-effectively provide geographic
redundancy
C: It doesn't matter, we all have cell phones
D: I want it all; just protect my aaS
Answer: D
There are many options available, failover could be onsite survivability, 4G, failover
to cell phones or maybe it doesn’t matter

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But sometimes it does
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IT Focus
CIOs/IT directors are reluctant to move to cloud communications because it
threatens their budgets/staff
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TRUE
FALSE
Answer: FALSE
IT struggles to show value…is keeping dial tone on that well recognized?
Let the cool kids work on something else!

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TCO
The single most important driver for enterprises moving to cloud communications is
that it lowers their TCO
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TRUE
FALSE
Answer: idk

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Case Study: Iowa State University
• Situation:
Aging on premise system, lacked newer UC features, high annual
maintenance costs
• Estimated cost savings by moving to cloud:
$600,000 per year
• Savings comes from
• Eliminating PBX maintenance contract
• Eliminating dedicated PBX engineer
• Less expensive handsets (now SIP standard)
• SIP trunking

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On-Prem vs Cloud Solutions
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Cost considerations
• Software appications
• Telephony, UM, mobility, contact center, other apps
• Hardware
• Servers, media cards, gateways, phones
• Trunking and telecom
• SIP
• LD
• Local/PSTN
• Infrastructure
• Floor/rack space, power, cooling, insurance, etc
• Maintenance contracts
• Staff
• Support: onsite, tier 1/2/3
• MACDs
• Vendor management
• Professional services

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OPEX vs CAPEX
• Why does it matter?
• Only pay for what you need without having to overprovision
• Don't tie up large amount of funds up front/cash flow
• Ride the falling price downward
• Reductions due to Moore’s law, falling prices with AWS, CaaS, etc.
• There may always be some CAPEX involved
• Although vendors happy to rent to you – why?
• Buy vs Lease considerations

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Changing Business Models
Is "changing business models" a Driver or Inhibitor for adoption of a
communications in the cloud?
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A: Driver
B: Inhibitor
C: Blank so we can have an option D
D: It depends on whether you are the end
customer or the vendor/channel
Answer: D

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Who benefits from cloud based models
• Customers
• Lots of benefits
• Model they are comfortable: Outsourcing email, storage, CRM, marketing
automation, etc…why not telecom
• Dealers (vendor channel partners)
• Trading in a dollar today for $2 over 3 years not so appealing
• New breed of partners required?
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“With the advent of the
cloud, I can see 2/3 of
my staff becoming
irrelevant in the next 4
years. This is what
keeps me up at night.”
– VAR exec

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Risk
Which of the following is the most important benefit of a cloud based
communications solution:
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A: Lower TCO
B: Faster time to market for new features
C: Shifts the burden of risk
D: Isn’t it obvious by the slide title
Answer: D
This is the biggest factor in my opinion
Cloud is “forever upgrade” model
As cloud vendors we have to earn your business every day!

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What’s Next?
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Now and Upcoming
• Mobile First
• Nordics lead
• Technology and commercial issues
• More sophisticated customer portals/self service
• Continued integrations/cloud mash ups
• Globalization
• Data sovereignty issues
• Business Analytics
• The Netflix of telecom!!

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www.linkedin.com/in/tracyventers
THANK YOU!

31. #Mitel