A UCaaS/Hybrid RFP: What Can Cloud Providers Deliver?

Enterprise Communications Platform
A UCaaS/Hybrid RFP:
What Can Cloud Providers Deliver?
March 7, 2016
David Stein
Stein Technology Consulting Group
dave@steintechconsult.com
www.steintechconsult.com

My Background
• Independent Consultant for >23 years
– Member of Society of Communications Technology Consultants (SCTC) and BC
Strategies
– Contributor to nojitter.com and UC Strategies
• IT Infrastructure
– Business Communications (Voice, UC), Physical Plant, Wireless, Data Center,
Networking
• End-User Orientation
• Technology Lifecycle:
Stein Technology Consulting 2

New for This Year?
• New Vendors and Solutions
• Eliminated Premises-only solutions
• Cloud and Hybrid
• Expanded Panel session

Session Agenda
• Introduction
– Session Objectives
– Quick Overview of RFP
– Observations and Findings
• Break ~ 2:45 - 3:15
• Vendor review
• Panel Q&A

Q & A
No question cards this year…
We will take questions from the floor, so jot
them down as they come to you and we’ll get to
them later!

Session Objectives
• Enhance understanding of leading Hybrid and Cloud IP Telephony System/UC
offerings through a review and analysis of RFP responses
• Discuss highlights, new offerings, and differentiators of vendor offerings:
– IP telephony systems, UC, Management, Mobility
• Provide guidance for system pricing, TCO
• Rankings
• Panel Discussion + Q&A

Premises/Private Cloud
• Classic Capex model
• Frequently Lowest Cost
– Stable
– Operationally Competent
• PBX Replacement
– Familiar to staff
– Control

Cloud Characteristics
• Opex Model
• Flexibility
• SMB
• Operation is not core competence or strategic
– ‘Outsource model’

Hybrid Defined
‘a thing made by combining two
different elements; a mixture’

Hybrid Use Cases
– Geographic/Distribution Models
• Large Offices – Premises Based
• Small or Remote Offices – Cloud Based
– Increased Reliability
– Enhanced Feature Delivery

Hybrid
Remote Office #1
(200 users)
HQ – 1680 users
Remote Office #2
(50 users)
Private Cloud
Internet
PSTN
Remote
Office #3-10
(10 users ea)

Additional Information
• Model:
• 100% Users: Voice + UC
• Still have Phones
• Emphasis on Management, Mobility and Conferencing
• Summary analysis will likely be published on nojitter.com
dave@steintechconsult.com

Collaboration

Useful Definition
Collaboration software enables the sharing, processing and
management of files, documents and other data types among
several users and/or systems.
Collaboration software is primarily designed to enhance
productivity within a group of individuals and, more specifically,
within organizations.

Why do an RFP?
• Changing environment
– The growth of cloud and hybrid-based solutions
– The importance of channel partners
– Industry consolidation
– Potential lack of in-house knowledge
– Vendor pricing models
• The RFP remains the most effective way for enterprises
to evaluate the appropriate solutions against their
stated requirements.

Why do an RFP?
• No one knows it all (Enterprise, Consultant,
Vendor)

Project Statistics
• Issued RFP 58 pages + pricing sheets
• Average Vendor Response 118 pages (ranging
from 75 pages to 211 pages)
& 17.9 Mbytes (ranging from 6.1 MB to 45.6
MB)
• Totaling 825 pages and 153 MB

Current Enterprise Connect Network
Remote Office #1
(200 users)
Current EC 2016 Network Configuration
HQ – 1680 users
Remote Office #2
(50 users)
Private Cloud
Internet
PSTN
Remote
Office #3-10
(10 users ea)

RFP Requirements (1)
• Single system image for software feature operations, systems
management admin
• Emphasis on redundant/resilient architecture
– No single point of failure via Cloud and/or hybrid

• Desktop telephone instrument models: Basic (Public); Standard, Advanced,
Softphone, conference and Operator Console
• Unified Messaging (Exchange 2010 Integration)
• Systems Management: full function, including provisioning, basic
analytics, VoIP monitoring and measurements

Description Wall/Public (Basic)
IP Phone
Conference Phone Standard IP
Phone
Advanced
IP Phone
PC Attendant
Console
Analog (Re-use
Existing phones
provided by
EC)
HQ Quantity (1750
users)
25 25 1,450 173 2 25
RO # 1 Quantity
(200 users)
5 5 124 35 1 10
RO #2 Quantity (50
users)
0 3 40 2 0 5
RO #3-10 (10 users
each)
0 1 8 0 0 1

(Many UC users) Unified Communications Client, including User
Profile,
Presence, Instant Messaging, Social Network
functions, and
Click-to-Communicate
2000 (All employees) • Ability for all employees to participate in peer-to-peer secure instant
messaging.
• Ability to expand to group instant messaging from peer-to-peer session.
• Ability to add or close media types from IM session or UC Client session
interface.
• Ability to see presence within defined groups and also across all
employees, and launch communications from that presence indication:
IM, voice, video, and/or sharing.
• Ability to search based on range of terms and criteria to find qualified,
available (presence) employees for consultation.
• Ability for these functions to be available from e-mail client.
Conferencing
Busy Hour sessions:
200 voice
133 voice/app sharing
67 video/app sharing
Proportional for each location:
(HQ/RO#1/RO#2)
500 hosts
2,000 (all) participants
• Ability to join a multi-party (up to 25 participants)
conference session using an IP software-based client with
any combination of voice, video, desk/apps sharing, and
IM.
• Ability to initiate conference both via a scheduled
conference and through ad-hoc addition of other parties
to an in-progress peer-to-peer UC session or an
established conference.
• Room video systems are excluded from this RFP although proof of the
ability to add them or integrate with them for consistent call control should
be available
• Users able to join voice conference via IP client (softphone – wired or
wireless) or telephone
• Users able to join voice/document sharing conference by telephone (PSTN,
Cellular, on-system) in parallel with doc sharing.
• Ability to invite external (non-user, non-employee) participants into any
conference; appropriate client will be downloadable as part of meeting
invitation.
• Support for both scheduled and ad-hoc conferences.

Mobile Communications Smartphone Client
and Softphone
Client:
1125 users
• Management and others (525 users) will use mobile devices (smart phones and/or tablets
(user brand preference)) for presence, IM, voice (preferably VoIP; cell voice OK as option).
Optionally, these users may use mobile devices for doc sharing and video calls. Presence
should be location aware depending on device functionality.
• Sales and Service (600 users) will not have desk phones; will use mobile phone for all
communications.
• Mobile clients should have Wi-Fi option if device supports Wi-Fi
• Signaling and media must be encrypted (i.e. no VPN should be required)
UC Function User Quantity Use Case Examples
Communication-Enabled Business Processes and/or
Comm-enabled Portals
600 users Staff for logistics, back office, administration, etc... will use communications embedded into their
business application software (assume Windows PC desktop) with wired headset for private
audio. Embedded communication client will include presence (for relevant co-workers or
federated suppliers/partners), IM, voice, screen sharing or video, with click-to-communicate
from application data fields. (Cannot assume the application will be a web browser with tagged
fields).
Communication-Enabled Workspaces 500 users • Management, Research (roles), and Sales (roles) will be able to communicate via click-to-
communicate to any workspace participant from within project and client workspace
software products, such as Microsoft SharePoint or IBM Quickr.
• All employees must be able to utilize presence and UC click-to-communicate functions from
within the leading enterprise social networking products.
Federation 2000 users • UC solution must be able to federate with enterprise UC solutions of other brands and with
public UC solutions (as specified below).

• Robust Unified Communications
– Presence, IM, Mobility, Conferencing
• Functional Call Flow Scenarios
• Turnkey Installation
• Trunking moved to Cloud

One-Time Costs
– Hardware, Licenses, Professional Services (Install, Training, PM, Shipping,
Tax, etc...)
– Maintenance on equipment
• Recurring Costs
- MRC
- Support

in the RFP
• Contact Center
• Multiple UC scenarios
– Softphone/Mobile only
– Partial UC for user base
• Room-based Video
• Internal WAN (Vendor circuit to premise is included)
• Long-Distance Charges
Not

Key Observations (I)
The ‘Obvious’ for 2016:
• Vendor attention and resources on the Cloud
• Continued dominance of Android and iOS platforms for mobility offerings (A little
bit of Windows)
• Everyone has a the ability to provide a highly reliable and secure system (with
some variances!)
• Significant positive activity in the development of UC offerings – Live in Outlook or
Vendor Client. (This RFP didn’t require Team Collaboration – see my session Tuesday at 8 a.m.)
• Voice differentiators are narrower
• Prices decreased 2016 vs. 2015

Key Observations (2)
The ‘Not so Obvious’ for 2016:
• Not every vendor has every feature you may want (Still!)
• Gap in UC capabilities among the respondents still notable in
areas
• Management/Analytics offerings have significant differences

Speaking of Management

• Significant differences still exist in vendor solutions (Architecture,
E911, UC, Operator, Management, $)
• Notable variances in Professional Services Approach and Costs
• Incremental Changes in responses as compared to other years
(Innovation stall?)

Comments on Comparisons (1)
• Generic RFP informs evaluation results – Your actual results will vary
• Product Life Cycle Impact!
• Pricing Normalized (as best as possible)
• Professional Services are typically provided by partner

Bundling

Includes UC Standard & Basic
UC Desktop
 IM/Chat
 Presence
 Call Control
 User Profiles
 Device Mgmt
 UC Mobile Client
Mobility
 UC Basic Mobility
Video Conferencing
 Softphone or
 Video Phone
Device License
 Hard Phone or
 Softphone
UC Premium
UC Standard
Includes UC Basic
Unified Messaging
 Web-based & TUI
control
 E-mail integration
Device License
 Hard Phone
Basic
Standard with over 200
features including:
 Device License
- Hard Phone
 911 Service
 Call Waiting
 Caller ID
 Call Transfer
 Call Forward
 Tech Support 24x7
 Call Accounting
 SIP Trunks
Licensing
Package Add-Ons
• Basic Voicemail (TUI Only)
• UC Desktop / Mobile Client
• UC Basic Mobility
• UM Only User
• UC Fax
• Audio Conferencing
• Video Calling Conferencing
• Desktop Collaboration Moderator
• Video Collaboration Moderator
• Mass Notification
• Additional End Point
Account Add-Ons
• Queue Announce
• Call Recording
• Auto Attendant
• Trunk Licenses
• Analog Station Licenses
• E911 Emergency
Response Location (ERL)
Carrier Service Add-Ons
• MPLS
• Packaged Long Distance
• New DID Numbers
• New Toll Free Numbers
• Ported DID Numbers
• Ported Toll Free Numbers
• Directory Listing
• 411 Information
Other Fees
• Activation Fees
• Cancellation Fees

Stein Technology Consulting
Category Weight
Functional/Technical 50%
Architecture 25%
Pricing 25%
TOTAL 100%
37

– 5-Year TCO Discount Price
– Overall (Functional, Architecture, Price)
– Functional + Architectural (without price)

Key Elements of Each Proposed
Solution
• Architecture
- Soft Switch - E911
- Multi-Tenant vs. Multi-Instance - Gateways
- Reliability/Failover - Business Continuity
• Security
• Mobility
• Unified Communications
• Management and Provisioning
• Phones
• Product Differentiation
• What’s New
39

BREAK!!!
Back at 3:15 (Please)

NEC Panelist
JP Najar
JP currently works as a Systems Architect for NEC Corporation of
America in the Cloud Division. JP comes with close to 30 years
combined experience in the design of complex telecommunications
and IT solutions. He has specializations in Voice Systems,
Networking Architecture, and Software Integration, with an early
history of Systems Engineering. JP has taken these skills and
combined them to support successful efforts in taking NEC to the
cloud. With a strong background in design, sales, and engineering,
JP concentrates on bringing sophisticated VoIP applications, IVR
development solutions, and Call Centers to Unified Cloud
Communications for NEC.
42

HQ
IP
Phone
Unified
Communications
HQ
Conference
Access
Router
With FXO
PSTN
Remote Office 1
IP
Phone
Unified
Communications
RO1
Conference
Remote Office 2
IP
Phone
Unified
Communications
RO2
Conference
Access
Router
With FXO
50Mb
10Mb
FXO
FXO
PSTN
MPLS Access
Link
MPLS Access Link
OTT Access Links
Proposed Hosted Enterprise Connect Configuration
50 Users – 5Mb and 3Mb MPLS
200 Users – 10Mb and 5Mb MPLS
1,680 Users – 50Mb and 20Mb MPLS
Access Router
With FXO
20Mb
5Mb
3Mb
5Mb
MPLS Access Link
MPLS
Internet
Remote Offices 3 - 10
IP
Phone
Unified
Communications
7
Remote
Offices
Conference
10 Users – 10Mb OTT
circuit
Data Center 2
UNIVERGE® BLUE
Network
Operations
Center
Carriers
Carriers
DS3
SIP
PRI
DS3
SIP
PRI
Data Center 1
UNIVERGE® BLUE
FXOPSTN
FXO
PSTN

Internet PSTN
IP Phones PC’s
Private/Public
IP Cloud
Room VideoRouter SBC/Media GW
Unified Msg.
(UM8700)
Web Collab.
(UCMC)
Mobile Device
Unified Comm
(UCM)
Distributed Software Architecture | Open and
Standards Based | Multi-media
Call / Session Management | Media Services |
Unified Messaging | Presence | Instant
Messaging | Web Collaboration | Federation
Services | Native Mobility | Management
Communications Devices:
• Fixed and Mobile
• Wired and Wireless
• Hard and Soft
Operator Cons.
(CCM)
Video Devices:
• Desktop / individual
• Room based / shared
• SIP based
• Web based
UNIVERGE Cloud Services

Internet
SIP
PSTN
Mobile
• Unified Communications Manager
• Collaboration Meeting Manager
• Unified Messaging
Phone Router PC’sVideo
UCMC
Phone
Router
UCM
Mobile PC’s
UCM UM
Phone
Router
UCM
MobilePC’s
Cellular data
Cellular data
Cellular
data
HQ
Office
Remote Office 1 Remote Office 2
Remote Offices 3 -10
SIP trunks
UNIVERGE
Cloud Services
Data Centers
UNIVERGE
Cloud Services
SBC
RouterPC’sMobile Phone

UNIVERGE BLUE Security Architecture
Certified and Deployed by the US Department of Defense for Mission-Critical
Command and Control Applications
• User Credentials: User logon is authenticated via single sign-
on principles based on the Enterprise / Active Directory profile
containing Enterprise security policies such as password
complexity and expiration.
• Session Security: all sessions including application access
and device access are authenticated and encrypted using
Transport Layer Security (HTTPs/TLS and SIP/TLS)
• Media Security: voice and video media streams are encrypted
using secure RTP (sRTP)
• Server/Server communications: all inter server
communications is encrypted using IP security (IPsec).
• Device Management: Web application access, configuration
files downloads and firmware file downloads are encrypted
using Transport Layer Security (HTTPs/TLS)
• Software Integrity: all NEC software components, including
server software, client software and device firmware includes a
digital signature validated by the platform Operating System
• System Integrity: the system has been certified for
“Information Assurance” by the US Department of Defense.
This comprehensive certification covers reliability, high
availability, information integrity and resiliency against denial of
service.
• Audit logs: system events, including configuration changes,
are securely logged to ensure that security violations such as
attempted intrusions such as failed password verification, are
captured and can be investigated.
CM
M
UC
M
• UC Clients,
• Collaboration Clients,
• Application add-ins
• UC enabled Web
Portals
• Softphones
• Etc.
UC
M
UC
M
CM
M
Enterprise /
Active Directory
Media
Gateway
IP Phone
UNIVERGE BLUE
•Unified Communications Manager
•Collaboration Meeting Manager
•IPsec
•HTTPs
•SIP/TL
S
•sRTP
UNIVERGE
BLUE UC&C
Server Roles
UCM
CMM
Administration
Log
SIP
Trunks

UNIVERGE BLUE Mobile Client
UNIVERGE BLUE Mobile Client for iOS and Android – Main Screen

UNIVERGE BLUE - Unified Communications Client with workgroup slider panel open
“User” view
•Caller ID selection allows a user to choose
a caller ID associated with one of their
assigned workgroups, or their individually
assigned caller ID.
•The active call window displays the call(s)
that a given user is involved in along with
available call actions such as: answer,
park/un-park, record, etc.
•Workgroup slider panel is opened/closed
by the user.
•Workgroup calls are listed along with call
detail information and available call
actions.
•WG slider displays all workgroups assigned
to the user. The user selects the groups to
“expand”.
•Active call count is noted by the workgroup
name.
UC Client Workgroup Services

Web-Based Administration
• Allows for common administrative tasks to be completed via a web browser
• Multiple users
• Uses Web Services
• Installs automatically
• No additional licensing
• Authenticated log in
System Server
Cloud Tool

Complete Line-Up of SIP Phones
DT730G Color Phone
Idle Screen
DT730 Color Phone
Feature Menu Screen
DT730G Color Phone
Configuration Menu

UT880 Multi-media Tablet Phone
Full Capacitive Color Touch Screen
Telephone Handset and Hands free operation
Suite of Android Apps
User selectable interfaces
• Traditional telephony oriented
• Unified Communications Oriented with mobile softphone extension
“portability”

• Blue Essentials – Low-cost, quick-to-
quote packages
• Simplicity,
Business phones
made easy
UNIVERGE Blue – New in 2015/2016

UNIVERGE Blue – New in 2015/2016
• Enhanced Work Group Functions – Soft work groups
• Enhanced support for mobile Softphones
• Mobility as a DR Strategy
• WIFI/Cellular Data Handoff
• Conferencing and Collaboration
• Contact Center is fully released – Multi Channel
• Universal Queue – Web Chat, Email, Voice, Self Service
IVR
• End-User Portal and Dealer Portal Enhancements
• Project Module, Change Order Module

Product Differentiation
• Built on “One NEC” – Utilizes all NEC Intellectual Property
• 100 Years of Telecommunications innovation
• 40 Years of Leadership integrating Computer and
Communications Technologies
• Strength in Verticals; Higher Ed, Government etc. migrated
to Cloud – crawl, walk, run approach to Cloud
• Simple, Reliable, Secure
• Enterprise needs High touch. NEC provides this with a
strong dealer-centric model
• Friendly Pricing Model
• UNIVERGE Blue does not charge for Trunks or speech path
• Cloud is a key initiative for NEC Global - a $36B Company

NEC Summary
Category Weight RFP Scenario
Architecture 25% 24.9
Functional/Tech 50% 47.0
Price (TCO) 25% 25.0
TOTAL 100% 96.9

8x8 Panelist
Ramana Gottipati is the Vice President of Product Management at 8x8. In his
role, Mr. Gottipati defines the product roadmap for 8x8's unified cloud
communications service offerings and leads internal and external teams in the
execution of new product development initiatives across mobile and broadband
platforms. Mr. Gottipati has over 18 years of product management and
marketing experience across software, media and mobile industries. Prior to
joining 8x8, Mr. Gottipati worked at Apple and various startups as an executive
consultant overseeing strategic mobile, web and e-commerce initiatives. He has
also served in leadership roles at RealNetworks and Autodesk, leading
the development and implementation of product development, marketing and
partnership strategies.

8x8 redundant
core routers
8x8 redundant
core routers
8x8 customer PBX, core
call flow processing and
backup servers
MPLS/
Private
Cloud
Internet
NNI
Remote Office #3-10
10 users ea
Internet/Cloud
connect
OTT Circuit
Internet 10 Mbps
HQ
1680 users
Remote Office #1
200 users
Remote Office #2
50 users
QoS Router
Customer-provided
Switch
IP Phones
Customer/End-user provided
computers, mobile devices
QoS Router
IP Phones
IP Phones
8x8 Proposed Configuration
PSTN
Customer-provided
PSTN Gateway
Customer-provided
Switch
Customer-provided
PSTN Gateway

Industry-Leading Security & Compliance
• Cloud Security Alliance
• SIP over TLS and SRTP available
• ISO/IEC 27001:2013
• Cyber Essentials Plus
• HIPAA
• FISMA
• PCI-DSS
• EU Safe Harbor
• UK Government Authority to Operate
• UK Government G-Cloud

8x8 Mobile Client
• Business features – Park, Recording, Call Flip
• Video calling
• Media inbox
• Extension setting control
• Outbound Caller ID
• Presence & Instant message
• WiFi, 3G, 4G, Cellular Redirect
• Corporate directory, local contacts
• Supports iOS and Android devices
Gain flexibility and avoid excessive roaming charges
iPad

8x8 Integrated IP Softphone and UC Desktop Client
Integrated Directory/Presence
Click-to-Chat/Call
Continuous Communications all in one integrated application
Business Capabilities
Park, Record, Fax
Escalate to video call
or web conference

8x8 Unified Administration (Account Manager)

Phones
Polycom VVX 201
Polycom VVX 310
Polycom VVX 500
Polycom IP 6000

8x8 PC Attendant Console
8x8 Switchboard Pro with
softphone functionality
8x8 Queue Board with Virtual
Office Analytics

What’s New from 8x8
New Features &
Enhancements
• Barge-Monitor-Whisper
• Hot Desk
• Group Call Pickup
• BLF Call Park
• Virtual Office mobile app –
Android
• Switchboard Pro
enhancements
• Virtual Office Analytics
enhancements
New Supported Endpoints
• Polycom VVX 201/101
• Panasonic KX-TGP600
DECT
• Yealink T23P/G
• Yealink W52p DECT

Global Reach
Network
Guaranteed Reliability
and Uptime
Local Numbers
for Global Companies
Superior Security
and Compliance
Big Data
Analytics
End-to-End
SLA
Robust Application
Integrations
Elite Touch
Deployment
Methodology
45,000 Customers | 100+ Countries | 100+ Million Calls Monthly
Enterprise-Grade Cloud Communications

8x8 Summary
TOTAL 100% 83.5

6969
System Architecture
Dialpad, built in the cloud from the ground up
● Over 1 billion minutes
● 7 DCs (media) in 4 continents
● Worldwide termination
● 12x Carrier Partners
● Origination in 60+ countries
● SMB to ENT get same service

Security
Enterprise Security Measures
● Media hosted in world-class data centers with
ISO 27001 and SOC 3 compliance
● Customer & application data hosted in Google
App Engine
● Authorization through OAuth, data sent via
HTTPS, SSL, TLS
● MPLS direct connections for enhanced
security and quality
● Regular vulnerability scans and failover events

7171
Unified Communications Client
Dialpad
● Communications for the modern,
mobile worker
● 1 number rings all devices (PC,
mobile, desktop)
● Integrated with Google Apps & O365
(view Gmail messages, Drive docs,
Calendar invites & launch Hangouts)
● Switch between devices/ connections
(internet & mobile network)

7272
Mobile Clients
Dialpad Android and iOS

7373
Provisioning
Administration

7575
Unified Communications Client
UberConference
●Easy to Join
oNo PINs on Dial In
oDial Out to Participants
●100 People via Phone or Web
●See Who’s There, Talking
●Lock, Record, Evict, Mute

What’s New from Dialpad
Fax solution – Ability to send fax from your Switch number
Integration with Office 365- Google App Engine, WebRTC
Enterprise SKU - add context to your communications

People-first approach - built for modern employees, admins, IT
Born in the Cloud - Google App Engine, WebRTC
Remarkably Simple - add/move/manage offices, employees, and locations
Connect Anything - Open framework for productivity apps
Enterprise Quality and Security - Secure HD quality communications
Transparent Pricing - no hidden cost

Sprint Dialpad Summary
TOTAL 100% 76.0

Masergy Panelist
Dean Manzoori is Vice President of Product Management - UCaaS at Masergy,
a managed networking and cloud services provider. He brings over 25 years
of telecommunications experience in a variety of roles including operational
management, strategic planning and business development. Combining his
experience in communications technology and passion for innovation, Dean
co-founded Broadcore to bring advanced communications capabilities to
enterprises globally. Broadcore was acquired by Masergy in July 2012. In his
current role Dean is responsible for developing and executing Unified
Communications strategies to meet or exceed short-term and long-range
corporate objectives. He holds a BSEE from CSU, Long Beach with Great
Distinction and an MBA from Pepperdine University.
80

Scalable Enterprise UCaaS
82
Extensiblefunctionality
Scalable in size
SMB Multi-Location Enterprise
Telephony
Unified Messaging
IM & Presence
Video
Conferencing
Mobility
WebRTC
Web Collaboration
Future Applications A Full Stack of Customized
Cloud Communications
Services
 Enterprise Class Unified
Communications
 Call Center
 UCaaS Analyst
 Call Recording
 Communications Enabled
Business Process (APIs)
 Intelligent SIP Trunking
 Hybrid Deployment Solutions

Masergy Voice Architecture
83
 Best of breed and globally available
 Built on industry-leading BroadSoft BroadWorks platform
 Embedded into high-performance network with:
– 100% in-sequence packet delivery
– Latency metrics guaranteed per route (POP to POP)
– Jitter < 1ms (POP to POP)
– Fast-Failover < 1s
– End-to-End Service Availability Guarantee
– Proactive Customer Notification < 5 minutes
 Enables consistent services with unsurpassed user experiences worldwide

Security
• Designed for premises, cloud, and hybrid networks
• Integrated architecture with sharing of data between
subsystems
• Patented network behavioral analysis and correlation
• Automated correlation between vulnerability scanner
and IDS/ IPS subsystems
• Technology delivered as a 24/7 managed security
service

Mobile Client
85
Desktop iPhone Android

UCaaS Hybrid Delivery Model
86
Intelligent
SIP Trunking
UCaaS
 HD Voice
 BYOD features
 CRM integration
 Web collaboration
 Detailed analytics
 Disaster recovery
 Instant Messaging
 Mobility
 Presence
 One inbox
 Video calling
 Lifetime support
…integrated into Masergy's high-
performance managed cloud network
platform
Cloud UC,
Global UCaaS
Strategic business communications with
hybrid delivery models
SIP trunks
or a hybrid of both…

UCaaS Analyst
88
Unique Cloud-Based Application for Real-time UC Analytics
 End-to-end UC performance visibility across WAN infrastructure
 Unlimited monitoring of endpoints for all subscribed users and services
 Manage, filter and analyze data into actionable insights to reduce time to resolution

Phones
89
VVX 300/310
VVX 400/410 VVX 500 VVX 600
SoundStation IP 7000
VVX Expansion Modules

What’s New
90
• Skype for Business Integration - Users have the option of using S4B with our Hosted PBX service
• Virtual Meeting Room - a secured collaboration space where people can meet at any time. VMR offers
multiple video conferencing participants incredible interoperability from anywhere, on any device
leveraging WebRTC technology
• Visual Automated Attendant - enables real-time customer interactions directly from any Web page by
leveraging WebRTC and bypassing the Public Switched Telephone Network (PSTN) altogether
• Dialer for Chrome - Free Chrome extension with built in integration with Salesforce.com and other
popular CRMs
• UCaaS Analyst – Web-based call quality measuring tool. Provides MOS on every call along with forensic
information including Packet Loss, Jitter, Latency, and CODEC
• Flexible Seating Assignment - A zero-cost Hoteling option where a phone can be used by several users
• Voicemail transcription email with links to allow saving or deleting messages from the Telephone User
Interface and controlling the Message Waiting Light on the telephone

Differentiators 91
 Fully-customizable global UC with hosted, SIP trunking and hybrid deployment options
 Integrated communications from any device
 Strategic consultation that future proofs
your business communications
 Customized integration with leading CRMs
 Global service availability
 Industry-leading global SLA
 Single point of contact 24/7 with proactive monitoring
 Built-in disaster recovery with auto failover
 Lifetime warranty and support for all hardware
Engineering expertise
and consultation
Unified
Communications
as a Service
Intelligent SIP
Trunking
Custom
Deployment
Strategy

Masergy Summary
TOTAL 100% 94.4

Sprint Panelist
Joseph Martin has been the Director, National Solutions Engineering, supporting Enterprise
Solutions. Joe has led teams that provided advanced solution engineering sales support for
wireline and wireless solutions across all business sales channels and segments, including Small
and Mid-Market, Enterprise, Public Sector, Federal, Wholesale, and Alternate Channels for stand-
alone and integrated solutions.
Joe leads groups of Tier 2 solution engineers and pre-sales program managers that support
business sales efforts around Mobility and Fixed Wireless including Sprint LTE+; Android, iOS, MS
operating systems; Location-Based Services; 3rd party applications; Sprint Data Link; Enterprise
Messaging; and including all wireless devices and form factors. A dedicated contact center in
Denver has been managed for managed customer trials (“Try-Buy”) and solution sales help desk
functions.

9595
System Overview and Architecture
Cisco HCS Architecture

Cisco HCS Internal Architecture

Security

9999
Cisco Jabber
Mobile Clients
Jabber for iPhone Jabber for Android

101101
Provisioning and Management

102102
PHONES
Basic
Advanced
Conferencing

What’s New
103
• Cisco Expressway – Used to enable Remote
Jabber users without the need for a VPN
Client
• Additional Features: Such as Persistent Chat,
Hybrids with Cisco Spark (Cloud IM/P, HCS
Voice/PSTN), newer IP Phones and Gateways
etc.

104
• Cisco HCS has been available for quite a few years and
could be considered somewhat mature in the Hosted
Cloud space
• It is very agile. It supports hybrids and interoperates with
the vast majority of 3rd Party equipment and applications
(GAfW/SFDC/S4B etc.)

Sprint Business Summary of Proposed HCS
Solution
TOTAL 100% 86.4

Vonage Panelist
107
Jeff Savage
Vice President of Enterprise, Vonage
Vice President of Enterprise, Jeff Savage joined Vonage upon the Company’s acquisition
of Telesphere, where he served as Vice President of Strategic Development. Jeff brings
more than 25 years of experience in the communications industry and as an
entrepreneur to Vonage’s Enterprise channel, where he is responsible for driving success
in migrating businesses with thousands of employees to cloud-based communication
solutions. As one of Telesphere’s first employees, Jeff held a number of key positions
throughout the company’s growth, playing an integral part in managing inside sales,
direct sales, and reseller programs, as well as spearheading the deployment of leading
edge, fully hosted UCaaS solutions.

QoS for OTT

Vonage takes a holistic approach:
The Ten Domains of Security
● Access control systems and methodology
● Telecommunications and networking security
● Business continuity and disaster recovery planning
● Security management practices (governance & risk)
● Security architecture and models
● Laws, investigation, and ethics
● Application and systems development security
● Cryptography
● Operations security
● Physical security
Security

Vonage Business Mobile App
• Business Identity
Called and calling parties see business number
• Voicemail
Listen to and delete voicemails, return missed calls, view
voicemail transcriptions
• Directory
Check phone activity at office or make one-click calls to
colleagues while outside office
• Call Log
Review call logs, return missed calls and messages
• Never Miss a Call
Configure away settings and always stay connected
• Settings
Update profile, call routing preferences, and change
active devices

Phone
Polycom VVX 300

App performance over Cable, DSL and LTE circuits
WAN Monitoring
• Automatic capacity testing
• Continuous link & path quality monitoring
App Steering
• Aggregate links
• App aware per packet steering
• Optimal link & path across
Internet and private
Link Remediation
• Error & jitter correction
• Automatic steering for
brownouts/blackout
Dynamic Multi-path Optimization

Application Firewall
L7 stateful firewall
Cloud Web Security
Identity Based Access Control
802.1x authenticated access
Automated Monitoring
Deep Application Recognition
Packet inspection for application recognition
Application & Link Visibility
Link status and application usage
Application Performance
Application network performance statistics
Security Services
Assured WAN Performance
Dynamic Multi-Path Optimization
Application steering and link remediation
Business Policy
Application prioritization & network service insertion
Comprehensive LAN Services
3rd Party
Ecosystem partner apps
Zscaler Websense
Auto IP Address Management
By sites and profiles
DHCP, DNS, WLAN…
LAN network services
Secure Overlay
Cloud VPN
Auto IPsec VPN between Edges and
3rd party devices
Hybrid VPN
IPsec VPN and MPLS

Vonage Summary
TOTAL 100% 91.3

Sprint Panelist
Joseph Martin has been the Director, National Solutions Engineering, supporting Enterprise
Solutions. Joe has led teams that provided advanced solution engineering sales support for
wireline and wireless solutions across all business sales channels and segments, including Small
and Mid-Market, Enterprise, Public Sector, Federal, Wholesale, and Alternate Channels for stand-
alone and integrated solutions.
Joe leads groups of Tier 2 solution engineers and pre-sales program managers that support
business sales efforts around Mobility and Fixed Wireless including Sprint LTE+; Android, iOS, MS
operating systems; Location-Based Services; 3rd party applications; Sprint Data Link; Enterprise
Messaging; and including all wireless devices and form factors. A dedicated contact center in
Denver has been managed for managed customer trials (“Try-Buy”) and solution sales help desk
functions.

123123
System Overview and Architecture
Microsoft SFB Architecture

Security
Skype for Business traffic (both signal
and media) is encrypted by using the
Transport Layer Security (TLS)
protocol and Secure Real Time
Protocol (sRTP)

127127

128128
Phones
Basic (Polycom VVX 201)
Advanced
VVX-410
Conferencing
CX3000
Standard
(Polycom VVX-300)

What’s New
129
The power and simplicity of Skype for Business where it's easy to find and
connect with co-workers.
Use the devices you already have to reach businesses through an
enterprise-grade, secure and managed platform.
• New look and feel
• Enhanced support for IM, voice and video calls, and online meetings
• Enterprise security and authentication is enhanced
• Call from Skype for Business using your desk phone for audio
• Integration with Office 365
• Quick access to call controls
• Emoticons

130
• Easy to setup and use
• Full Integration with Microsoft Office 365
• Cost-effective pricing plan
• Complete Hosted solution
• Local and Long Distance included in seat
• Skype client available on many devices
• Clarity Connect Contact Center Integrated

Sprint Business Summary of Proposed SFB
Solution
TOTAL 100% 85.2

Overall Comparisons

Weighting
Category Weight
Functional/Technical 50%
Architecture 25%
Pricing 25%
TOTAL 100%

Overall Pricing Summary (5-year TCO Discount)
2016 TCO Comparisons
8x8
Masergy
NEC
Vonage
Average
Sprint Switch
Sprint HCS
Sprint SFB

Overall Subjective Rankings (including pricing)
83.51%
94.37%
85.20%
86.36%
75.87%
96.90%
91.21%
88%
8x8
Masergy
Vonage
Average
NEC
Sprint Switch
Sprint HCS
Sprint SFB

Overall Subjective Rankings (without pricing)
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 80.0%
Masergy
Average
Vonage
NEC
Sprint HCS
Sprint SFB
Sprint Switch

FINAL OBSERVATION

THANK YOU!!!

PANEL
DISCUSSION

PANEL
• JP Najar – NEC
• Ramana Gottipati – 8x8
• Joseph Martin – Sprint
• Dean Manzoori – Masergy
• Jeff Savage - Vonage

THANK YOU!!!

A UCaaS/Hybrid RFP: What Can Cloud Providers Deliver?

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A UCaaS/Hybrid RFP: What Can Cloud Providers Deliver?