The value of Unified Communications


    Business Positioning

               Riccardo Rolfo
       Business Development ...
Company Overview


    Stonevoice - The Value of Unified Communications - Confidential   2
Company background


     Born in 2001
     European
     Multinational
     Cisco TDP for Unified
    Communications
...
Target Market



                                       SMB



                              Mid
                         ...
Business priorities and needs


                        Productivity



        Collaboration                  Resources

...
Customer relationship management


 Offer the enterprise
 the ability to reach its
 customers…

                          ...
Globalisation: geographical coverage


 The Company can give access
 to its customers using new
 services:
    •   Skype-i...
Mobility and collaboration

   Using the Skype
   integration to contact
     •   Office
     •   Mobile phones
Business “as usual”


  Existing customer needs for
  past decades…
Solutions Overview


     Stonevoice - The Value of Unified Communications - Confidential   10
Overall Value of Unified Comms

          Integrated Messaging




2001
            Music on Hold

             Phone dire...
Stonevoice: smoothly connected to UC
     The Stonevoice solution is based on a single
 
     PC/server connected to the ...
IP Fax Services


   Stonevoice - The Value of Unified Communications - Confidential   13
Fax - overview

     Fax is a concrete need for the company today
 
     • Administrative tasks
     • Legal issues
     ...
Fax to the desktop
      With Stonefax, fax becomes a service
  
      • As simple as an email
      • Accessible anytime...
Employee efficiency guaranteed
 Stonefax                                                 Traditional fax
     Send the fax...
Stonefax vs Traditional fax comparison
     Stonefax                                                    Traditional Fax
 1...
Simplicity of deployment (I)
     Integration with existing IT systems
 
     • Email server
        Stonefax supports A...
Simplicity of deployment (II)
     Integration with the phone system
 
     • Stonefax is IP Native
        No specific ...
Stonefax standard architecture

                   SMTP/POP3



                                               SMTP/POP3
 ...
Stonefax: features
     Receiving a fax
 
     •   Fax 2 web
     •   Fax 2 email
     •   Unique company or employee fax...
Architecture: Send Fax (email)




  Email client: New message
  To: stonefax@abc.com (mailbox associated to Stonefax)
  S...
Send Fax (email)
Architecture: Recv Fax (email)




 Email client: New message arrived
 From: stonefax@abc.com (mailbox associated to Stone...
Recv Fax (email)
Architecture: Recv Fax (email)




 If DID is enabled on the PSTN
 Then all users can have a personal fax number
Print to Fax




      Fax Broadcast
Stonefax – IVR Manager: fax detect
                                                                   New!
               ...
Direct UCM integration with H.323

                   SMTP/POP3



                                        SMTP/POP3
Any E...
What’s new in Stonefax
     Vertical scalability: 30 channels
 
     Clustering and redundancy
 
     MGCP support (with...
Direct UCM integration with MGCP

                                                                                 Support...
With Billy Blues: fax billing/reporting

                                                                                 ...
Licensing
   Free 15 day evaluation (extendible) – try&buy
 
  Licensed on the number of ports
     • Simultaneous incom...
Practice quote configuration

    Customer needs an IP Fax Server + maintenance for
•
    2 years. Its IPT network:
      ...
Stonefax: quote configuration - Practice

    Product license:
•
     • SV-SFAX-IPC-20-M StoneFax for Cisco IP
       Comm...
The value of Stonefax

     Stonefax: unique IP Fax server solution on the market
 •
      • legacy fax machines don’t rep...
Show it!!!
   Don’t only talk about it... show it!
 
  Stonevoice offers specific tools:
     •   Flash demos
     •   W...
Skype integration


    Stonevoice - The Value of Unified Communications - Confidential   38
Skype integration: Market trend

    SMB and Consumer
  
    markets: consumer tools
    are directly inherited to
    bu...
Before Skystone
                      Skype, market leader
                  
                      for internet
        ...
With Skystone: Convergence
                                                                   Skystone bridges the
       ...
Inheriting the Skype services
                                                                     The click to call me
  ...
Skystone applicable scenarios
  Improving communication (internal
 and external)
   • mobile workers
   • tele-workers
 ...
Features
     Outbound
 
     • Skype corporate directory (Speedy)
     • Single number reach (call can be transfered to ...
Licensing
   Free 15 day evaluation (extendible) – try&buy
 
  Licensed on the number of channels
     • Simultaneous in...
Background: visual interaction
     People remember...
 




                                                            ...
Video challenges

     Legacy video terminals have been
 
     available for years... BUT




     And... What about busi...
Crossing the boundaries B2C
Video Unified Communications                                 Skype video user




            ...
Skystone and Meetnow Combination
     Meetnow is a video conference bridge (software)
 
     able to interface with any s...
Video call centers
                                                                     The click to call me
             ...
The future is now
   High quality video enriches
 
   distant interaction and
   collaboration
  Existing technologies
 ...
Accounting and
    Billing

   Stonevoice - The Value of Unified Communications - Confidential   52
Accounting & Billing for the Enterprise
  Billy Blue’s is an advisor for the company in order to monitor
 and reduce the ...
Professional advisor for the Enterprise

 Features:
   • Reporting on incoming & outgoing calls
       Company efficienc...
Auto Attendant


   Stonevoice - The Value of Unified Communications - Confidential   55
Distributed Auto-Attendant
     Addressing:
 
     • Centralised management
     • Distributed deployments (different wel...
Extra features
     Local web administration page
 
     XML application for enabling a specific prompt
 
     from the ...
Caller ID


Stonevoice - The Value of Unified Communications - Confidential   58
Speedy – caller ID
   Easily manage the
 
   personal, department
   and corporate contacts
  See the name of the
   per...
Wrapping up


  Stonevoice - The Value of Unified Communications - Confidential   60
Seeing is Believing
Don’t just talk about it, SHOW IT!
   Flash demos: user feeling
 
  Animations: concept and principl...
Advantages of the solution



    Reliable         Web                                                            Cross
  ...
Partner enablement:

 Interacting with Stonevoice…
  Pre-sales support
   • Flash demos
   • Real demos: NFR bundle and C...
Cisco Ecosystem for Unified Comms


                                                               Core




              ...
Picking the low hanging fruits

                                                               Easy sales:
               ...
Be proactive

                    STONEVOICE
                                 Include it in all quotes
                   ...
They all run Stonevoice!
The value of Unified Communications



Keep it Simple!
          Stonevoice - The Value of Unified Communications - Confid...
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Stonevoice Business Positioning

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Stonevoice Business Positioning

  1. 1. The value of Unified Communications Business Positioning Riccardo Rolfo Business Development Manager rr@stonevoice.com
  2. 2. Company Overview Stonevoice - The Value of Unified Communications - Confidential 2
  3. 3. Company background  Born in 2001  European  Multinational  Cisco TDP for Unified Communications  Indirect Business model: • Distribution is covered on 4 continents • More than 100 partners and 500 resellers world wide
  4. 4. Target Market SMB Mid Market Enterprise Horizontal Solutions
  5. 5. Business priorities and needs Productivity Collaboration Resources Decision Makers Mobility Savings Customer Satisfaction
  6. 6. Customer relationship management Offer the enterprise the ability to reach its customers… Skype integration Reach the consumers with their tools Distributed IVR Managed centrally, local flexibility Video Prepare for new services
  7. 7. Globalisation: geographical coverage The Company can give access to its customers using new services: • Skype-in numbers • Skype click to call button
  8. 8. Mobility and collaboration Using the Skype integration to contact • Office • Mobile phones
  9. 9. Business “as usual” Existing customer needs for past decades…
  10. 10. Solutions Overview Stonevoice - The Value of Unified Communications - Confidential 10
  11. 11. Overall Value of Unified Comms Integrated Messaging 2001 Music on Hold Phone directories and caller ID Value proposition IVR systems Queuing systems IP Fax Services Billing & Accounting Software MCU Skype Gateway 2010 VIDEO...
  12. 12. Stonevoice: smoothly connected to UC The Stonevoice solution is based on a single  PC/server connected to the IP network. Completely software based: • No additional cards are required on the PC or on the UC • No costly appliance, just hw requirements • It is simple to install and configure. There is an embedded evaluation for Try&Buy
  13. 13. IP Fax Services Stonevoice - The Value of Unified Communications - Confidential 13
  14. 14. Fax - overview Fax is a concrete need for the company today  • Administrative tasks • Legal issues Available solutions  • Standard fax machine • Fax Server • Stonefax, the ultimate IP Fax Services Stonevoice - The Value of Unified Communications - Confidential 14
  15. 15. Fax to the desktop With Stonefax, fax becomes a service  • As simple as an email • Accessible anytime anywhere • With less management costs  Toner replacement  Paper usage  Receipt archiving Productivity Savings Mobility Productivity Company Customer Collaboration Resources Satisfaction Stonevoice - The Value of Unified Communications - Confidential 15
  16. 16. Employee efficiency guaranteed Stonefax Traditional fax Send the fax like an email Stop working   or email attachment Print the document (waste of  The receipt is automatically paper)  sent to your email address, Walk to the printer  while you work on sth else. Get the fax number  TIME line... Walk to the fax machine  Send the fax, provided that  • It is working • There is enough toner and paper Wait for the fax to be sent  Wait for the receipt (waste of  paper) Walk to the desk  Resume working  Stonevoice - The Value of Unified Communications - Confidential 16
  17. 17. Stonefax vs Traditional fax comparison Stonefax Traditional Fax 1. Sending and receiving fax directly 1. Employees have to go to the fax from the desktop, receiving the machine to send a fax, take the receipt via email: Increase employee phone number, wait for the fax to go productivity - optimise company through and for the receipt (waste of resources; time); 2. Virtualised service, accessible 2. Physical machine, if you are working anytime, anywhere; from home or travelling, you can’t 3. Fully integrated in the Cisco IPT and send faxes; with the Office tools (any mail, word 3. No integration with IPT and with processing). Simplicity; Office tools; 4. Virtually one fax per employee; 5. Just one network connection; 4. Fax service limited on the number 6. No toner, no paper, no maintenance; of fax machines; 7. Fax can be sent to a distribution list 5. One switch port per ATA-Fax; (multiple receiver) and it possible to 6. The traditional fax needs toner, paper schedule the sending; and maintenance; 8. It can be evaluated for 15days for free; 7. You can send only one fax at one time 9. Fax cover page is automatically (no multiple receiver, no scheduling) included and personalised by the 8. ATA: no evaluation; sender; 9. Fax cover page needs to be 10. For resellers and distributors, more manually included by the sender revenue and more margin. 10. For resellers and distributors, less revenue and less margin. Stonevoice - The Value of Unified Communications - Confidential
  18. 18. Simplicity of deployment (I) Integration with existing IT systems  • Email server  Stonefax supports ANY email server (POP3, SMTP) • Email client  Stonefax supports ANY email client • Web Browser  Stonefax supports IE and Firefox • Document formats  Stonefax recognises ANY format (word, pdf, excel, etc.) • Printing options  Stonefax is seen as a network printer 18
  19. 19. Simplicity of deployment (II) Integration with the phone system  • Stonefax is IP Native  No specific voice boards to be purchased • Stonefax integrates with all Cisco Telephony Devices  Voice gateways (can be used also with 3rd party phone systems)  Unified Communication Manager (any version)  Unified Communication Manager Express  Unified Communication 500 • Stonefax integrates with 3rd party media gateways  Innovaphone, Audiocodes, Vegastream, etc. 19
  20. 20. Stonefax standard architecture SMTP/POP3 SMTP/POP3 Any Email Client StoneFax Any Mail Server HTTP Any Web Browser T.38: Fax-relay over IP Print PST N Cisco Voice Gateway Any Document Stonevoice - The Value of Unified Communications - Confidential 20
  21. 21. Stonefax: features Receiving a fax  • Fax 2 web • Fax 2 email • Unique company or employee fax number (DID) • Single user DDI for voice and fax (through IVR Manager) Sending a fax  • Web2fax, email2fax, print2fax • Fax cover • Transmission report • Outgoing queue • FoIP – toll bypass • Fax call billing (through Billy Blues) Stonevoice - The Value of Unified Communications - Confidential 21
  22. 22. Architecture: Send Fax (email) Email client: New message To: stonefax@abc.com (mailbox associated to Stonefax) Subject: Recipient’s Fax number Attachment: Document to send via fax
  23. 23. Send Fax (email)
  24. 24. Architecture: Recv Fax (email) Email client: New message arrived From: stonefax@abc.com (mailbox associated to Stonefax) Subject: New fax from ((<fax number>)) Attachment: Fax document received Body: Details: timestamp, number of pages, file dimension
  25. 25. Recv Fax (email)
  26. 26. Architecture: Recv Fax (email) If DID is enabled on the PSTN Then all users can have a personal fax number
  27. 27. Print to Fax Fax Broadcast
  28. 28. Stonefax – IVR Manager: fax detect New! Same DDI for SMTP/POP3 voice and fax IVR Manager: pushes TCL SMTP/POP3 Any Email scripts on the Client Voice Gateway Any Mail Server StoneFax IVR Manager HTTP T.38: Fax-relay over IP Any Web Browser Over H.323 Print “For voice call PSTN Any please press 1, for Document fax call press 2!” Cisco Voice Gateway
  29. 29. Direct UCM integration with H.323 SMTP/POP3 SMTP/POP3 Any Email Client StoneFax Any Mail Server HTTP Cisco UCM (4, 5 and 6) Any Web Browser T.38: Fax-relay over IP Over H.323 Print PSTN Any Document Cisco Voice Gateway Stonevoice - The Value of Unified Communications - Confidential 29
  30. 30. What’s new in Stonefax Vertical scalability: 30 channels  Clustering and redundancy  MGCP support (with CCM4.2.3, 6.x)  SIP support (with CCM6.x)  Stonefax API – customer apps integration  Today, Stonefax can embrace enterprise level customers adding value with the market lowest TCO 30
  31. 31. Direct UCM integration with MGCP Supported CCM SMTP/POP3 versions 4 (as of 4.2.3) and 6. SMTP/POP3 Any Email Client StoneFax Any Mail Server H.323 HTTP Cisco UCM Any Web Browser T.38: Fax-relay over IP Over MGCP MGCP Print PSTN Any Document Cisco Voice Gateway Stonevoice - The Value of Unified Communications - Confidential 31
  32. 32. With Billy Blues: fax billing/reporting Get reports on SMTP/POP3 fax calls and leverage your invoice. SMTP/POP3 Any Email Client Billy Blues for StoneFax Any Mail Server billing & Billy Blues accounting HTTP Cisco UCM Any Web Browser T.38: Fax-relay over IP Print PSTN Any Document Cisco Voice Gateway Stonevoice - The Value of Unified Communications - Confidential 32
  33. 33. Licensing Free 15 day evaluation (extendible) – try&buy   Licensed on the number of ports • Simultaneous incoming-outgoing fax calls • Cost effective – it depends on the fax usage • Independent of the number of users Rule of thumb: 1 port every 20 users   Up to 30 ports per server Stonevoice - The Value of Unified Communications - Confidential 33
  34. 34. Practice quote configuration Customer needs an IP Fax Server + maintenance for • 2 years. Its IPT network: • Has 500 users (running CCM) • Sending/receiving 1800 faxes total per day during business hours Using the rule of thumb: • • Stonefax with 12 – 25 ports • Hint: you can start with 12 and then upgrade if needed (it’s just a license upgrade) Using the more accurate information: • • A fax takes on average 3-5 minutes to be sent • 1800 faxes / 8 hours / (60/5)min = 20 ports
  35. 35. Stonefax: quote configuration - Practice Product license: • • SV-SFAX-IPC-20-M StoneFax for Cisco IP Communications - 20 ports Product maintenance: • • 1 year embedded; • 2nd year depending on the level of the product: 12 • Qty 1 of SV-SUP-12-1 Support Pack - 8x5xNBD - Level 12 - 1 year
  36. 36. The value of Stonefax Stonefax: unique IP Fax server solution on the market • • legacy fax machines don’t represent a fully integrated fax solution into IPT • fax servers don’t converge into IPT • advanced features, simple to use • seamless integration with any mail server • cost effective: per-port licensing • scalable with virtual clustering* & redundancy *clustering is about increasing scalability by installing more than 1 Stonefax. Clustering is not a default feature and can implemented by SV Professional Service Team (2 days of remote activity), for more inquiries ask sales@stonevoice.com
  37. 37. Show it!!! Don’t only talk about it... show it!   Stonevoice offers specific tools: • Flash demos • Webex demos • Real demos (through the NFR kit) • Try&buy (through the free evaluation) Stonevoice - The Value of Unified Communications - Confidential 37
  38. 38. Skype integration Stonevoice - The Value of Unified Communications - Confidential 38
  39. 39. Skype integration: Market trend SMB and Consumer  markets: consumer tools are directly inherited to business  Large enterprises: deliver services to consumers with consumer tools
  40. 40. Before Skystone Skype, market leader  for internet telephony for consumers providing excellent quality at no charge. Public Switched  Telephony Network, for land lines and mobile. Business external phone calls rely on PSTN
  41. 41. With Skystone: Convergence Skystone bridges the  Accessing the business IP PBX* Skype world world with the with open skype consumer Standards world.  From their desk phone, employees can now call any PSTN or mobile phone AND all the 350 million Skype registered users!  Communication simplicity with mobile busines partners  Higher productivity Stonevoice - The Value of Unified Communications - Confidential 41
  42. 42. Inheriting the Skype services The click to call me  button can be used on any web site.  By clicking on it, the Skype client pops up and places a call.  Other skype services: • Skype-in numbers (for geographical coverage) • Skype-out (for placing long distance calls at very low cost) All these services  are now inherited by the companies deploying Skystone Stonevoice - The Value of Unified Communications - Confidential 42
  43. 43. Skystone applicable scenarios  Improving communication (internal and external) • mobile workers • tele-workers  Verticals: • Call centers (use Skype-in – Skype-me button) • Contractors company (use Skype to call the office for free and vice versa) • Multi site, SMB companies: international multi-site calls for free; international calls at low cost (Skype- out) Stonevoice - The Value of Unified Communications - Confidential 43
  44. 44. Features Outbound  • Skype corporate directory (Speedy) • Single number reach (call can be transfered to the employee skype account out of the office) • Channel selection (for leveraging skype-out credit) Inbound  • Click-2-call or Skype call -> ordinary call  Interactive Voice Response  Queuing  Unified Messaging • DID, with SkystoneACD Clustering and redundancy  Stonevoice - The Value of Unified Communications - Confidential 44
  45. 45. Licensing Free 15 day evaluation (extendible) – try&buy   Licensed on the number of channels • Simultaneous incoming-outgoing calls • Cost effective – it depends on the Skype usage • Independent of the number of users Rule of thumb: 1 channel every 20 users   Up to 16 channel per server or VM  1st year of maintenance included Stonevoice - The Value of Unified Communications - Confidential 45
  46. 46. Background: visual interaction People remember...  70% 20% 30% of What They of What They Hear of What They See See and Hear More than 60% of communication is non-verbal  Stonevoice - The Value of Unified Communications - Confidential 46
  47. 47. Video challenges Legacy video terminals have been  available for years... BUT And... What about business video  communications with the external world??? Stonevoice - The Value of Unified Communications - Confidential 47
  48. 48. Crossing the boundaries B2C Video Unified Communications Skype video user ANYWHERE OFFICE Video Video Conferencing Terminal / Room Stonevoice - The Value of Unified Communications - Confidential 48
  49. 49. Skystone and Meetnow Combination Meetnow is a video conference bridge (software)  able to interface with any standard video terminal Video Meetnow The full solution offers a video conferencing  service to ANY video Terminal (Skype, Cisco, Tandberg, Polycom, Sony, etc.) Stonevoice - The Value of Unified Communications - Confidential 49
  50. 50. Video call centers The click to call me  button can be used on any web site.  By clicking on it, the Video Skype client pops up and places a call, video enabled by Skystone VIDEO.  The agent will use the standard IP Contact Center Video solution.  All these services were very complex and extremely costly to achieve! Stonevoice - The Value of Unified Communications - Confidential 50
  51. 51. The future is now High quality video enriches  distant interaction and collaboration  Existing technologies provide telepresence and videoconferencing  Skystone Video goes one step further enabling simple business video communications convergence to the desktop Stonevoice - The Value of Unified Communications - Confidential 51
  52. 52. Accounting and Billing Stonevoice - The Value of Unified Communications - Confidential 52
  53. 53. Accounting & Billing for the Enterprise  Billy Blue’s is an advisor for the company in order to monitor and reduce the enterprise telephony traffic/cost  Effective cost management represents today a competitive Cost analysis per extension advantage for every company.  The management needs tools able to actively control the company, give warnings in case of anomalies and providing ready-to-use information.  Even the telecommunication services, that are nowadays strongly growing, must be kept under control with the use of quot;activequot; and easy to use solutions.
  54. 54. Professional advisor for the Enterprise Features: • Reporting on incoming & outgoing calls  Company efficiency monitoring  Advanced reporting and statistics ◦ Real-time, scheduled reports Efficiency analysis – inbound calls • Alarms on specific events • Multicarrier support • Unlimited users & sites • Evaluation available for 30 days • Multicurrency Unique features: • Support for CCM, CCME and UC500 (hibrid / distributed environments) • Phone lock (on request)
  55. 55. Auto Attendant Stonevoice - The Value of Unified Communications - Confidential 55
  56. 56. Distributed Auto-Attendant Addressing:  • Centralised management • Distributed deployments (different welcome messages) • No inter site bandwidth allocation (local scripts storage) Web based Centralised config 1. 2. Script push 3. Local delivery Welcome to Stonevoice Press 1 for sales, 2... Stonevoice - The Value of Unified Communications - Confidential 56
  57. 57. Extra features Local web administration page  XML application for enabling a specific prompt  from the ip phone Scalability: hundreds of sites  Plug&play (embedded scripts)  Licensed on the number of sites  Stonevoice - The Value of Unified Communications - Confidential 57
  58. 58. Caller ID Stonevoice - The Value of Unified Communications - Confidential 58
  59. 59. Speedy – caller ID Easily manage the  personal, department and corporate contacts  See the name of the person calling you if belonging to the known contacts...  Licensed per user Better customer service Stonevoice - The Value of Unified Communications - Confidential 59
  60. 60. Wrapping up Stonevoice - The Value of Unified Communications - Confidential 60
  61. 61. Seeing is Believing Don’t just talk about it, SHOW IT! Flash demos: user feeling   Animations: concept and principles  Product embedded evaluation – supervised  Real demos • Stonevoice • Partners, through partner kit Videos on YouTube   Webex sessions & demos  Beta program for new features  Webex-like support Stonevoice - The Value of Unified Communications - Confidential 61
  62. 62. Advantages of the solution Reliable Web Cross Software solution Based Platform Based Single Get More Increase Company point of from SV Productivity Image interface Stonevoice - The Value of Unified Communications - Confidential 62
  63. 63. Partner enablement: Interacting with Stonevoice…  Pre-sales support • Flash demos • Real demos: NFR bundle and Cisco web site: www.cisco.com/go/sib • Webex sessions (live or recorded) • Videos on youtube  Post-sales support • Resellers / Partners can interact with Stonevoice support via:  Email: support@stonevoice.com  Web: http://support.stonevoice.com ◦ Support portal, with FAQ’s, articles, release notes, etc.
  64. 64. Cisco Ecosystem for Unified Comms Core Stonevoice - The Value of Unified Communications - Confidential 64
  65. 65. Picking the low hanging fruits Easy sales: Try & buy on existing UC customers UC Projects Sold STONEVOICE Stonevoice - The Value of Unified Communications - Confidential 65
  66. 66. Be proactive STONEVOICE Include it in all quotes Increase the attach rate Smooth sales... UC Projects Sold
  67. 67. They all run Stonevoice!
  68. 68. The value of Unified Communications Keep it Simple! Stonevoice - The Value of Unified Communications - Confidential 68

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