Cisco vs. Microsoft - Strategic Decisions for a Unified Communications Deployment

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Many organizations have Cisco networking equipment as well as Cisco voice communications solutions. These same organizations also have Microsoft desktop software and MIcrosoft Lync, which is used by many enterprises for presence and instant messaging.

Both vendors are pushing very hard to have organizations adopt their entire unified communications offering. For Cisco, this means deploying the Jabber client along with WebEx for conferencing and Cisco video solutions. For Microsoft, this means deploying more capabilities in Microsoft Lync, including conferencing and collaboration as well as Enterprise Voice.

In many companies, there are articulate and impassioned people who are sincerely trying to do their best who argue for one vendor's unified communications offering over the other. This often ends up in a "Cisco versus Microsoft" discussion, which may become a heated argument.

What to do?

This presentation looks at many of the issues involved with a Cisco vs. Microsoft unified communications debate. It provides individuals and companies with strategies for eliminating one vendor as well as ways the two solutions may co-exist in the organization.

Published in: Technology, Business

Cisco vs. Microsoft - Strategic Decisions for a Unified Communications Deployment

  1. 1. Cisco Vs. Microsoft Strategic Decisions for a Unified Communications Deployment 1© KelCor, Inc. 2014 Brent Kelly, Principal Analyst KelCor, Inc. bkelly@kelcor.com 435-563-2532
  2. 2. Agenda 2© KelCor, Inc. 2014 1 Introduction-Product Comparison 2 Licensing and TCO 3 Roadmap/Future Considerations 4 Decision Making Aids
  3. 3. About The Presenter… 3 Dr. E. Brent Kelly Dr. Brent Kelly is Principal Analyst at KelCor, Inc. where he focuses on the intersection of unified communications, social media, video, cloud services and mobility. Dr. Kelly provides strategy and counsel to Chief Information Officers, Chief Technology Officers, investment analysts, VCs, technology policy executives, sell side firms and technology buyers. Previously, Dr. Kelly served for two years as Vice President and Principal Analyst at Constellation Research, Inc., and for ten years as a partner at Wainhouse Research where he was the primary author of most of the firm’s unified communications reports and forecasts. Brent has a Ph.D. in engineering and serves as an elected official in his community.
  4. 4. The Market Reality 4© KelCor, Inc. 2014 Cisco Data Network 75% Cisco Voice Network 25% - 35% Microsoft Lync IM/Presence 60% Sources: Nemertes, Infonetics, MZA, PKE Estimates
  5. 5. The Challenge 5© KelCor, Inc. 2014 ~21% have both Cisco voice and Microsoft Lync Cisco Microsoft Sources: Nemertes, Infonetics, MZA, PKE Estimates
  6. 6. The Challenge 6© KelCor, Inc. 2014 ~45% of Cisco data Deployments could be considering Microsoft Lync for voice Cisco Microsoft This is why the Cisco vs Microsoft debate has become so important! Sources: Nemertes, Infonetics, MZA, PKE Estimates
  7. 7. Cisco vs Microsoft: The Collaboration Challenge 7© KelCor, Inc. 2014
  8. 8. End User Organizations Switching Toward a Particular Communications Provider 8© KelCor, Inc. 2014 Source: Nemertes Research at Enterprise Connect 2014 Cisco, 22.6% Microsoft, 12.9% Mitel, 3.2% Unity (Siemens), 3.2% ShoreTel, 3.2% Cloud/Hosted, 3.2%Other/Multiple, 6.5% Unsure/Evaluating, 32.3% Avaya, 12.9%
  9. 9. Why Choosing is Difficult • In many organizations both vendors are strategic – Cisco Jabber for all (requires only one telephony license) – Microsoft Lync for all (often comes bundled in an Enterprise Agreement) • Political – Intelligent, articulate proponents for both solutions – Sometimes difficult to differentiate between them – Someone will likely feel disenfranchised • Approaches differ – Cisco: from the data and PBX world – Microsoft: from the enterprise software and collaboration world – Both offer a “vision” for the future – Both approaches are valid and often resonate 9© KelCor, Inc. 2014
  10. 10. The Interface is Changing 10© KelCor, Inc. 2014 From Touch-Tone Dial Single Channel
  11. 11. The Interface is Changing 11© KelCor, Inc. 2014 To Click-to-Call Click-to-Conference Multi-Modal
  12. 12. Pre-Convergence 12© KelCor, Inc. 2014 Personal Productivity Applications Voice Apps TDM Data Infrastructure Business Applications and Processes
  13. 13. Architectural Choice – Cisco Same vendor for voice and data 13© KelCor, Inc. 2014 Personal Productivity Applications Data Infrastructure Business Applications and Processes Voice Apps Communications Platform
  14. 14. Architectural Choice – Microsoft Microsoft for Productivity and Coms; Any Data Vendor 14© KelCor, Inc. 2014 Personal Productivity Applications Data Infrastructure Business Applications and Processes Voice Apps Communications Platform
  15. 15. Personal Productivity Applications Business Applications and Processes Voice Apps Communications Platform Data Infrastructure Architectures are Different 15© KelCor, Inc. 2014 Personal Productivity Applications Business Applications and Processes Voice Apps Communications Platform Data Infrastructure What do you converge: Comms and network or Comms and Personal Productivity Apps?
  16. 16. Short Diversion for a Personal Opinion 16© KelCor, Inc. 2014 Personal Productivity Applications Business Applications and Processes Many innovations in the communication space over the next 10 years will integrate personal productivity, mobility, and multi-modal engagement with business applications. Example Best in Show
  17. 17. Comparing Portfolio Capabilities 17© KelCor, Inc. 2014 With Partner Eco-System Basic Telephony Services Desktop Phones PC Clients Mobile Clients Audio Conferencing Contact Center IM/Presence Web Conferencing Federation Services Outlook Integration Peer-to-Peer Video Multipoint Video Room System Integration Source: PKE Consulting
  18. 18. A Closer Look: Giving the Nod 18© KelCor, Inc. 2014 • Telephony Capabilities – Basic Features – Advanced Telephony Features • Audio/Web Conferencing • Video Portfolio • Single Vendor versus Eco-System • Desktop Applications Integration – Exchange/Outlook – Office Apps – SharePoint • Federation • Line of Business App Integration • Contact Center Microsoft Lync Cisco UC/Jabber Source: Adapted from PKE Consulting
  19. 19. The Partner Ecosystem – Disadvantage or Advantage? 19© KelCor, Inc. 2014 Item UC Software Microsoft Cisco Servers Partner Cisco SBCs Partner Cisco Phones Partner Cisco Video Units Partner Cisco Contact Center Partner Cisco Cloud Microsoft* Partner Installation Partner Partner Operations Other Other Note: Even if Microsoft is chosen, it may be through a VAR; thus you may still have a single vendor doing the integration.
  20. 20. Where Does the Money Go? Contact Center and Video Were Added in this On-Premises Example 20© KelCor, Inc. 2014 Microsoft Cisco To Vendor* 8.4% 39.9% To Partners Only 17.8% 4.4% To Others 73.8% 55.8% Big opportunity for hosted/managed services
  21. 21. Four Strategic Options 21© KelCor, Inc. 2014 All Cisco • One Vendor • Full PBX • Guaranteed • Integration Both Elemental • Cisco for PBX • Microsoft for IM & presence • Little integration Both in Parallel • Location or departmental • Support full UC stack for both All Microsoft • Single Vendor (sort of) • Eliminate PBX (if possible)
  22. 22. If Lync Gets in the Door… It is kind of insidious! 22© KelCor, Inc. 2014 Lync for IM and Presence Web/Audio Conferencing through Lync Lync Peer to Peer Audio and Video Lync Mobile Clients Lync Federation Lync Enterprise Voice Add an SBC and Voice Trunks
  23. 23. The Licensing Conversation 23© KelCor, Inc. 2014 Cisco
  24. 24. Microsoft Lync 2013 Different License Types • Lync Server Licenses – Front End Server role – Plus each Survivable Branch Appliance • Client Access Licenses (CALs) • User Subscription Licenses (USLs) – Office 365 and Lync Online • Client License • Windows Server Licenses • SQL Server Licenses • Exchange Server Licenses 24© KelCor, Inc. 2014 Lync Licenses {Don’t Forget These Other Licenses
  25. 25. Lync CALs 25© KelCor, Inc. 2014 Standard CAL (IM/Presence) Enterprise CAL Plus CAL Enterprise CAL Plus CAL Adds Conferencing Adds Enterprise Voice Adds Conferencing and Enterprise Voice • The Lync 2013 Client license is often included with other products (Office Professional Plus, Office 365). • Lync Mobile clients are free
  26. 26. Lync CALs (Per User) 26© KelCor, Inc. 2014 Enterprise CAL - $123 Plus CAL - $123 Standard CAL - $36 List Price for Full Stack = $282
  27. 27. Lync Server CALs • 40+ Pages of Licensing Guide • Core CAL Suite (CCAL) • Enterprise CAL (ECAL) • Enterprise Agreement Subscription (EAS) 27© KelCor, Inc. 2014
  28. 28. Cisco Licensing 28© KelCor, Inc. 2014 Cisco + + + +  Personal Multiparty + + + +  WebEx Conferencing + + +   Unity Connection N/A N/A    Expressway N/A N/A    Jabber UC      Jabber IM/P      Prime Collaboration One One One/Two Multiple Multiple # of Devices Supported UCL Essential (Analog) UCL Basic UCL Enhanced/ Enhanced Plus CUWL Standard CUWL Professional $40 $125 $210/ $295 $325 $500 List Price CPE & Hosted CPE & Hosted
  29. 29. Cisco CUWL Pro (Per User) 29© KelCor, Inc. 2014 List Price for Full Stack = $500 Cisco
  30. 30. Cisco Enterprise Agreement • Software and service rights for entire organization in a single multi-year agreement • Requires at least 2,000 knowledge workers • Includes software, upgrade subscriptions (UCSS) and technical support (ESW) • Considers previous investments in Cisco collaboration and support products • Fixed cost for length of contract • Unlimited organic growth and up to 20% of inorganic growth before true-up 30© KelCor, Inc. 2014 Cisco
  31. 31. Cisco Enterprise Agreement Offers 31© KelCor, Inc. 2014 Cisco
  32. 32. Unified or Universal Communications? Vendor licensing forces us to think in terms of point solutions 32© KelCor, Inc. 2014 Video: Lync Enterprise UCL Enhanced CUWL Standard Conferencing: CUWL Pro Lync Enterprise Voice: UCL Basic/Enhanced Lync Plus
  33. 33. Modeling TCO 33© KelCor, Inc. 2014
  34. 34. A User Profile Should Drive Any Solution 34© KelCor, Inc. 2014 Workload/Capability Profile Type: Manufacturing Executive Highly Mobile Collaborative Worker Support Worker Task Worker Percent by Category 3% 20% 30% 17% 30% IM/Presence 100% 100% 100% 100% 100% Federation 100% 100% 100% 100% 0% Deskphone 100% 15% 50% 70% 15% Softphone 100% 100% 100% 50% 30% Executive Video Unit 50% 0% 0% 0% 0% Mobile Smartphone Client 100% 100% 100% 50% 30% Mobile Tablet Client 100% 100% 100% 50% 30% Conferencing Hosts 50% 100% 100% 10% 10% Phone Type Multi-Line, Speaker, Touch Multi-Line, Speaker Multi-Line, Speaker 2-Line or Multi-Line Single-Line Busy Hour Conferencing 50% 20% 20% 2% 1%
  35. 35. A Look at the Licenses Required – 5000 Users 35© KelCor, Inc. 2014 User Licenses and CALs Total Microsoft Lync Standard CAL 5438 Lync Enterprise CAL 2848 Lync Plus CAL 4600 Cisco UCL-Essential 200 UCL-Basic 200 UCL-Enhanced 1352 CUWL-Standard 851 CUWL-Professional 2835 Executive Highly Mobile Collab. Worker Support Worker Task Worker Attendant Consoles Public Space Phones Analog Lines Video Rooms Lync Standard CAL 150 1000 1500 850 1500 25 200 200 13 Lync Enterprise CAL 75 1000 1500 85 150 25 13 Lync Plus CAL 150 1000 1500 850 675 25 200 200 UCL-Essential 200 UCL-Basic 200 UCL-Enhanced 0 0 0 344 995 13 CUWL-Standard 75 0 0 421 355 CUWL-Professional 75 1000 1500 85 150 25 Note that there are more than 5000 licenses required
  36. 36. One time costs Total server software Total software CALs Total hardware Total contact center Total videoconferencing hardware Total implementation costs Grand total one time costs 5-year total of annual support costs Server software maintenance / support Total CAL maintenance / support Total hardware support Total videoconferencing maintenance / support Total contact center annual support Grand total support costs Subtotal before support costs One time costs Total server software Total software CALs Total hardware Total contact center Total videoconferencing hardware Total implementation costs Grand total one time costs 5-year total of annual support costs Server software maintenance / support Total CAL/License maintenance / support Total hardware support Total videoconferencing maintenance / support Total contact center annual support Grand total support costs Subtotal before operating costs Operating costs Total rack space costs Total personnel costs Total power costs Total annual bandwidth cost Total SIP trunking cost Total operating costs TCO Components 36© KelCor, Inc. 2014 One time costs Total server software Total software CALs/Licenses Total hardware Total contact center Total videoconferencing hardware Total implementation costs Grand total one time costs Essential for Comparison of Premises vs. Hosted!
  37. 37. Where The Money Goes 37© KelCor, Inc. 2014 One Time Costs Microsoft Percent Total Server Software 109,595$ 0.9% Total Software CALs 1,558,526$ 12.9% Total Hardware 511,579$ 4.2% Total Contact Center -$ 0.0% Total Video Conferencing Hardware -$ 0.0% Total Implementation Costs 326,955$ 2.7% Grand Total One Time Costs 2,506,654$ 20.8% 5-Year Support and Maintenance Costs Annual Server Software Maintenance -$ 0.0% Total Annual Software CALs Maintenance -$ 0.0% Annual Server Software Support 147,648$ 1.2% Total Annual Software CALs Support 2,099,680$ 17.4% Total Hardware Support 109,957$ 0.9% Total VideoConferencing Support/Maintenance -$ 0.0% Total Contact Center Annual Support -$ 0.0% Grand Total Support and Maintenance Costs 2,357,286$ 19.5% Operating Costs Total Rack Space Costs 28,125$ 0.2% Total Personnel Costs 6,600,000$ 54.7% Total Power Costs 21,771$ 0.2% Total Annual Bandwidth Cost 164,707$ 1.4% Total SIP Trunking Cost 388,125$ 3.2% Grand Total Operating Costs 7,202,728$ 59.7% Grand Total 12,066,668$ 100% One Time Costs Cisco Percent Total Server Software -$ 0.0% Total CUCMSoftware Licenses 895,822$ 8.0% Total CUBE SBC Licenses 20,687$ 0.2% Total Unity Connections Licenses 44,348$ 0.4% Total Hardware 888,362$ 8.0% Total Contact Center Express -$ 0.0% Total Video Conferencing Hardware -$ 0.0% Total Implementation Costs 369,844$ 3.3% Total One Time Costs 2,219,061$ 19.9% Support and Maintenance Costs Annual Server Software Maintenance -$ 0.0% Total CUCMSoftware License Maintenance 665,289$ 6.0% Total CUCMSoftware License Support 520,033$ 4.7% Total Hardware Support 25,098$ 0.2% Total Contact Center Annual Support -$ 0.0% Total Unity Connections Support and Maintenance 88,248$ 0.8% Total VideoConferencing Support/Maintenance -$ 0.0% Total Support and Maintenance Costs 1,298,667$ 11.7% Operating Costs Total Rack Spack 30,000$ 0.3% Total Personnel Costs 6,912,500$ 62.0% Total Power 37,630$ 0.3% Total Annual Bandwidth Cost 190,045$ 1.7% Total SIP Trunking Cost 458,831$ 4.1% Total Operating Costs 7,629,007$ 68.4% Total 11,146,735$ 100.0% Case: 5,000 users. No Group Video. No Contact Center. EA Licensing
  38. 38. License Type Matters Case: Contact Center: No; Room Video: No; On-Premises 38© KelCor, Inc. 2014 Microsoft Enterprise Agreement with Maintenance (EA/SA Licensing) Microsoft Enterprise Agreement Subscription (EAS Licensing) Microsoft total: $12,066,668 Microsoft total: $9,272,159 EAS gives 23% Discount Microsoft EA/SA vs EAS Licensing EAS = Enterprise Agreement Subscription • Monthly or annual cost • You don’t own the software license
  39. 39. What About Conferencing Only? 39© KelCor, Inc. 2014 Microsoft On-Prem Microsoft O365 Cisco On-Prem WebEx Cloud Note: box heights do not represent cost comparison between the vendors; only comparison between same vendor solutions. Cloud solutions are universally less expensive for conferencing only workloads
  40. 40. Roadmap and Futures 40© KelCor, Inc. 2014 1 What current Cisco UC users can expect 2 What current Microsoft UC users can expect 3 Suggestions for those who are undecided
  41. 41. Both Cisco and Microsoft Seek Differentiated Value Over Time 41© KelCor, Inc. 2014 𝑑(𝑉𝑎𝑙𝑢𝑒) 𝑑𝑡 = 𝑓(𝑣, 𝑎𝑐, 𝑣𝑐, 𝑤𝑐, 𝑐𝑐, 𝑆, 𝐶, 𝐸) 𝑣 𝑣𝑜𝑖𝑐𝑒 𝑎𝑐 𝑎𝑢𝑑𝑖𝑜 conferencing 𝑣𝑐 𝑣𝑖𝑑𝑒𝑜 conferencing 𝑤𝑐 𝑤𝑒𝑏 conferencing 𝑐𝑐 𝑐𝑜𝑛𝑡𝑎𝑐𝑡 center 𝑆 𝑀𝑎𝑛𝑎𝑔𝑒𝑑 𝑆𝑒𝑟𝑣𝑖𝑐𝑒𝑠 𝐶 𝐶𝑙𝑜𝑢𝑑 services 𝐸 𝐸𝑐𝑜𝑠𝑦𝑠𝑡𝑒𝑚 effects 𝑑(𝑉𝑎𝑙𝑢𝑒) 𝑑𝑡 =?
  42. 42. Cisco 42© KelCor, Inc. 2014
  43. 43. Cisco: The Formal Position – 1 • Making video easy – Back to the future: video should be as easy as a phone call – Mobile device proximity coupled with mobile app to launch video 43© KelCor, Inc. 2014 Continued emphasis on video. New MX and SX series. First to market with H.265 video!
  44. 44. Cisco: The Formal Position – 2 • Making voice easy – Quicker rollout – All virtual images included 44© KelCor, Inc. 2014 • Turnkey small and mid market call control • Supports video • Some apps included (VM/IM/P) • 25 CWUL Pro licenses comp’ed
  45. 45. Cisco: The Formal Position – 3 • Most V10 functionality will be available to service providers at the end of Q1 2014 – Provider must then roll it out 45© KelCor, Inc. 2014 • Making cloud (a la HCS) more compelling • Multitenant voice messaging • Multitenant contact center • Service providers can target SMB market (50 – 100 users) • VPN not required for remote workers
  46. 46. Cisco: My Take – 1 46© KelCor, Inc. 2014 From a September 2006 Cisco briefing  Companies and markets evolve, and Cisco is striving to meet demand for video at all levels
  47. 47. Cisco: My Take – 2 47© KelCor, Inc. 2014 Cisco HCS (cloud) results have been mixed • Roughly 800,000 seats in use and 1.3 million sold to service providers (over capacity of 65%) HCS has been expensive in our RFPs • Both in 2012 and 2013 Move to lower operator costs is good if it translates to lower end user costs • Lower hardware costs (some multitenancy) • Simplifying on-boarding and continued operations • Could make HCS more competitive with other offerings in the SMB market No Surprises
  48. 48. Microsoft 48© KelCor, Inc. 2014
  49. 49. Microsoft: The Formal Position – 1 49© KelCor, Inc. 2014 Windows Phone Android Tablet Apple iPad Apple iPhone Windows 8.1 PC Similar Lync or Skype Experience across devices All devices are running Lync
  50. 50. Microsoft: The Formal Position – 2 50© KelCor, Inc. 2014 1 Video bridge w/legacy systems 2 Lync Room Systems SmartCrestron SIP H.264 3 Video between Lync & Skype
  51. 51. Microsoft: The Formal Position – 3 51© KelCor, Inc. 2014 1 PSTN calling from Lync Online 2 Larger Lync Online Meetings ⇒ 3 JLync – Java wrapper for Lync API
  52. 52. Microsoft: The Formal Position - 4 52© KelCor, Inc. 2014 Why Microsoft might succeed.. My guess is that context aware search will be built into the search mechanism that comes as part of the operating system Others have tried to provide context… and failed
  53. 53. Microsoft: My Take – 1 53© KelCor, Inc. 2014 Microsoft is gaining some momentum in voice • Reminds me of where Cisco was 10 years ago Adding voice to Office 365/Lync Online is great for the SMB market • Had a false start a few years ago, but it would be welcome to the O365 user Integrating legacy video investments is a good move for Microsoft • The could have been done by partners (i.e. Polycom), but it is not hard for Lync Server to be the video bridge either
  54. 54. Microsoft: My Take - 2 54© KelCor, Inc. 2014 The Lync-Skype Video Integration • This is a good move • I hate the fact that you must get a new Microsoft user identity (kind of kills the “universal communications” paradigm B2C w/Skype (businesses pay the PSTN toll) • May help enable more immediate rich interaction for SMBs Too much focus on consumer solutions may dilute momentum • I really want to see my mom and kiddos on video all the time; I really *don’t* want to see my business associates on video all the time
  55. 55. For the Undecided… Some Strategic Approaches 55© KelCor, Inc. 2014 Do you ever feel like both solutions are good but missing just a little something?
  56. 56. 56© KelCor, Inc. 2014 Elimination Strategies
  57. 57. No Matter Which Solution You are Looking At… 57© KelCor, Inc. 2014 Profile your users Workload/Capability Profile Type: Manufacturing Executive Highly Mobile Collaborative Worker Support Worker Task Worker Percent by Category 3% 20% 30% 17% 30% IM/Presence 100% 100% 100% 100% 100% Federation 100% 100% 100% 100% 0% Deskphone 100% 15% 50% 70% 15% Softphone 100% 100% 100% 50% 30% Executive Video Unit 50% 0% 0% 0% 0% Mobile Smartphone Client 100% 100% 100% 50% 30% Mobile Tablet Client 100% 100% 100% 50% 30% Conferencing Hosts 50% 100% 100% 10% 10% Phone Type Multi-Line, Speaker, Touch Multi-Line, Speaker Multi-Line, Speaker 2-Line or Multi-Line Single-Line Busy Hour Conferencing 50% 20% 20% 2% 1%
  58. 58. No Matter Which Solution You are Looking At… 58© KelCor, Inc. 2014 Look for unique requirements or situations Special group functions? Advanced Trunking or dial plan functions? Unique assistant functions? These may point you toward the vendor you need to pursue.
  59. 59. No Matter Which Solution You are Looking At… 59© KelCor, Inc. 2014 Determine if you have “The 70% Solution” Your organization may “require” multiple communications vendors to meet its needs!
  60. 60. No Matter Which Solution You are Looking At… 60© KelCor, Inc. 2014 Consider your expertise Are you more of a Cisco shop that a Microsoft shop or vice versa? Don’t forget that OPERATIONS will likely be half of your TCO over time. If you have significant expertise with one or the other vendor, you may save time and money pursuing that vendor.
  61. 61. Investigate TCO By Looking at Alternatives 61© KelCor, Inc. 2014 TCO is only part of the picture, but it is important Do some modeling or get someone else to do it A close look at TCO may move a director or manager toward compromise.
  62. 62. Evaluate Vendors Using a Weighting Process 62© KelCor, Inc. 2014 Define Criteria Compare Vendors Crunch Data Outcome 0 10 20 30 40 50 60 70 80 90 100 Email (Including Desktop Client) Active Directory SharePoint Business Applications Desktop Productivity Apps Video Conferencing Telephony PC Desktops Open Tablets Windows 8 Tablets/Slates Open Smart Phones Windows 8 Smart Phones Inter-Business Close Held Partners Customersand Public TCO Jabber Lync Weigh Criteria 25% 5% 14% 10% 4% 25% 6% 11% Source: PKE Consulting
  63. 63. Building Block Approach 63© KelCor, Inc. 2014 User Profiles are an input to TCO modeling. TCO modeling is an input to a weighted decision analysis tool.
  64. 64. A Quantitative Example 64© KelCor, Inc. 2014 Client Decision Solution Interfaces Knowledge Worker Information Worker Total Jabber Lync Jabber Lync Email (Including Desktop Client) 90 60 9% 7% 8% 80 100 80 100 Harder to use features for Info Workers in non-integrated Active Directory 70 80 7% 9% 8% 90 100 90 100 Slight Lync Advantage - big for Policy with Exchange SharePoint 80 30 8% 3% 6% 70 100 70 100 Big Lync Advantage with SharePoint/Exchange Business Applications 40 80 4% 9% 6% 90 100 90 100 Slight Microsoft Edge Desktop Productivity Apps 75 20 7% 2% 5% 70 100 70 100 Video Conferencing 60 30 6% 3% 5% 100 100 100 100 Has Polycom video conferencing Telephony 80 60 8% 7% 7% 100 70 100 90 CUCMfor KW, Nortel for most IW sites PC Desktops 100 80 9% 9% 9% 90 100 90 100 Other Tablets 50 50 5% 6% 5% 100 90 100 90 Windows 8 Tablets/Slates 30 30 3% 3% 3% 80 100 80 100 Other Smart Phones 90 70 9% 8% 8% 100 95 100 95 Windows 8 Smart Phones 60 80 6% 9% 7% 80 100 90 100 Inter-Business 60 10 6% 1% 4% 60 100 80 100 Minimal value for Information Workers Close Held Partners 40 50 4% 6% 5% 60 100 100 80 Lync Federation Advantage Customers and Public 30 30 3% 3% 3% 30 100 50 100 100 100 9% 12% 10% 100 100 100 100 Customer dependent 1 2 3 Solution Areas Information Worker For Vendor Comparison, Vendor with higher capability/coverage/value is given 100, the other is de-rated from there. Value of Interface Knowledge Worker Information Worker Comments Weighting Percentage of Total Assigned to each Variable Instructions Enter in the Yellow Values Below - this will populate the models and create the presentation For Values, weight the most important value as 100, then de-rate from that point. TCO Notes: Knowledge Worker Analysis Framework - Input IT Systems Integration Vendor Comparison Lync versus Jabber Yellow cells are data entry variables For Value of Interface, highest value is 100, all others are set relative to that value. Federation Devices User Services Assume that Lync will be better on Microsoft Clients and Jabber on others. Lync versus Jabber A QuantitativeDecision Tool www.pkeconsulting.com 925-264-9420
  65. 65. Model Output 65© KelCor, Inc. 2014 Scenario 1 Scenario 2 48 49 50 51 52 53 54 55 56 57 58 Knowledge Worker Information Worker Total All Workers RelativeCapabilityAverage Jabber - Lync Comparison by Worker Type - Zoom View Jabber Lync 50 52 54 56 58 60 62 64 66 Knowledge Worker Information Worker Total All Workers RelativeCapabilityAverage Jabber - Lync Comparison by Worker Type - Zoom View Jabber Lync 0 10 20 30 40 50 60 70 80 90 100 Email (Including Desktop Client) Active Directory SharePoint Business Applications Desktop Productivity Apps Video Conferencing Telephony PC Desktops Other Tablets Windows 8 Tablets/Slates Other Smart Phones Windows 8 Smart Phones Inter-Business Close Held Partners Customers and Public TCO Knowledge Worker - Jabber Knowledge Worker -Lync Information Worker - Jabber Information Worker -Lync
  66. 66. 66© KelCor, Inc. 2014 To get a *free* copy of the weighted decision analysis model, send an email to Phil Edholm at pedholm@pkeconsulting.com
  67. 67. Coexistence Strategies 67© KelCor, Inc. 2014 1 Deploy equally and maintain both You will do this “intentionally”, knowing that this is likely the most expensive option. Management does this knowing that the benefits outweigh the costs!
  68. 68. Coexistence Strategies 68© KelCor, Inc. 2014 1 Deploy equally and maintain both Session Border Controller with Active Directory Lookup Inbound call You could also do SIP trunking between them
  69. 69. Coexistence Strategies 69© KelCor, Inc. 2014 2 “Mostly eliminate one” For your “core” UC capabilities across broad job profiles, standardize on a single communications and collaboration solution. Only those with “special requirements” have the other system.” This will lower some costs; costs for the special requirements solution will likely be quite high.
  70. 70. Coexistence Strategies 70© KelCor, Inc. 2014 3 Run one in-house & one hosted Own the “main” UC solution and operate it yourself. For the special requirements solution move it to a hosted solution from a reputable service provider.
  71. 71. 71© KelCor, Inc. 2014 Coexistence Strategies 3 Run one in-house & one hosted ~70 providers EnterpriseVoice
  72. 72. Sometimes choosing between Cisco and Microsoft is like herding cats… 72© KelCor, Inc. 2014 Video Source: HP/EDS 2009 https://www.youtube.com/watch?v=P k7yqlTMvp8 But it can be done!
  73. 73. 73© KelCor, Inc. 2014 Thank you Brent Kelly +1.435.563.2532 bkelly@kelcor.com Twitter: @ebkell http://uccinsider.blogspot.com www.KelCor.com

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