Westcon IPO Cloud Offer

Transcription

1 Susie Bonder & Linda Gray Product Sales Managers UCC Westcon IPO Cloud Offer Getting Started

2 Who can sell Westcon Cloud Offer Avaya partner with a valid Avaya Link ID (2) Avaya SME APSS (sales) certifications Active Westcon account Ability to perform the technical support and installation tasks (support certification highly desirable) (1) Avaya IP Office AIPS (implementation) certification (1) Avaya IP Office Support certification If you don t have this credential you will be required to buy Westcon Gold Seal Support for the offer 2

3 Who is TelAgility? Why did we choose them? They had a vision TelAgility has the expertise. In 2007 TelAgility built out their first offer in the cloud space for Siemens. They have the carrier services that were needed with hosting and billing experience. Our offer with them is Built for Partners 3

4 Data-Tel Tom Poole The main thing about the Westcon offer that appealed to me is that it is based on the IP Office Platform and we would have control to program the system. As we discussed, one of our biggest frustrations we have encountered with other hosted platforms is limited feature sets and lack of customization for the users. We have run into situations where the customer has been disappointed with the lack of features offered by provider. In most of these situations I am confident that I could satisfy the customer needs with the IP Office Platform. We also like the fact that we would be able to facilitate the customizations the customer needs without having to go through another provider. What is also very attractive is the fact we already know the IP Office Platform. This makes it easier for both our sales staff and technical staff. This makes the whole process much easier. 4

5 August 2013 Avaya IP Office - Hosted Hosted Telephony User $24.90 per month Hosted UC User $29.90 per month Avaya IPO Hosted Telephony User License 500 Minutes US & Canada Calling VMware Hosting Unlimited Bandwidth Make/Receive calls, Park & Page, Basic Call Logs, Call Forwarding, Call Transfer, Calling Line ID Delivery, Do Not Disturb, Intercept User, Last Number Redial, Three-Way Calling, Voic , Voic to Notification, Selective Call Acceptance, Selective Call Rejection, Hot Desking, Mobile Twinning, Conference Bridge, Soft Console (max 10 for Receptionists) Avaya IPO Hosted UC User License 500 Minutes US & Canada Calling VMware Hosting Unlimited Bandwidth All the features of Telephony Worker + Advanced Mobile Applications, Voic to Notification, PC and ipad Soft- Phone, Video Calling, Instant Messaging And Presence, SFDC Plug- in, Outlook Plug- in, Lync Plug- in *Usage Overage and International billed monthly on a consumption basis *Each customer instance includes one e911/did additional available thru the portal Avaya Telephony User Avaya Telephony User w/ GoldSeal Support Offer Pricing - MSRP $24.90 $24.90 Partner Cost $13.95 $15.95 Partner Margin $10.95 $8.95 Partner Margin % 44% 36% Avaya UC User Avaya UC User w/ GoldSeal Support Offer Pricing - MSRP $29.90 $29.90 Partner Cost $17.15 $19.65 Partner Margin $12.75 $10.25 Partner Margin % 43% 34% 5

6 Monthly Subscription Includes Built on Avaya IP Office Server Select 9.1 Server Edition Nodes (Quantity 32 for 500v2 s and Resilient Servers) SIP trunks (Quantity 250) Soft Console (Max 10 Receptionist) VM Ports (Quantity 250) Up to 3000 Stations 5 SIP Endpoint licenses for conference phones and ancillary devices (door control, paging, etc) Single VMware Instance for each customer for privacy and security 500 Minutes of pooled Local and Long distance include per seat(origination and Termination) Unlimited call paths (trunks) Each Customer includes 1 DID/E911 additional DID s are available thru the portal Each DID (Telephone Number) includes E911 and are SMS capable Reseller Defined Pricing (MSRP provided) BYOB Customer supplied internet connectivity (AT&T options available thru the portal) Advanced Monitoring with IR Prognosis Customer Billing and Collection (Credit Card, EFT and Check) FCC Compliance and Remittance Full Access to Robust Billing Platform to Quote and Activate Services White Label Customer Payment Portal Fee Simple (All Billing and Collection fees are included) Optional Add-ons include Westcon GoldSeal Support Day 1, Day 2 Tier 1, Tier 2 Cloud FOIP (Fax Over IP) Fax to PDF, /MFP to Fax AT&T MPLS and Managed Internet Service Geo-Located Resilient Servers Access to Billing platform for Reseller One Time Installation Fees & Reseller Recurring Items Office 365 connector Call Accounting Standalone VM s for 3 rd party applications 6

7 Why is Westcon Cloud offer better than in simple terms Our offer is simple, easy to understand Price points very competitive. Margins for you are up to 44% We can provide network connectivity You still have service revenue opportunities, you own the customer relationship same as if you sold an on premise solution. Westcon s offer is flexible in allowing you to add products or services and keep it all on one bill 3 Data Centers with resiliency & high availability not only in the data center but also between Private Cloud/Infrastructure 7

8 Apples to Apples Comparison List Price/Your Margin Potential Billing Services Carrier Services VPN Our offer includes connectivity via VPN, SRTP, Cloud and optional MPLS all behind a highly reliable, secure & robust data center Quoting & monitoring tools Westcon s offer includes these Ability to add in your own Services and include on one bill 8

9 How to Get Started 1. Gather your Avaya Link ID, Westcon account number and names for your Avaya CAM and Westcon account manager 2. Check to make sure you have the required Avaya certifications 3. Go to this link to register with TelAgility: Once you have registered, the team will setup an introductory call to answer questions and schedule you for one of our RapidRamp Avaya Hosted IPO training sessions. This training will walk you through contracts, quoting, placing your orders, billing and commissions. We are looking forward to meeting you in the cloud! 9

10 Quoting & Ordering The Steps Go to TA site to create your quote for your Basic or UC bundle At this time you select what additional services you want i.e. DID # s, Internet, Long Distance, etc. Your quote becomes an order and you will provide the information to Telagility needed to implement your UCaaS solution You will contact your Westcon AM to place your order for any hardware that you are ordering. i.e. Phones, Headsets, PoE switch, etc Sets are used for this solution Plan to attend our Westcon Rapid Ramp sessions for more detail on the order process and your responsibilities The first session is currently scheduled for December 8, *If you need help before this session please contact your account manager 10

11 Reseller Support Model Customer: Incident Occurs Incident Resolved Reseller: Call Type? IP Office Product Triage Resolved? Contact Customer Westcon: Avaya: IPOSS Support No Telegility: Hosting Issue Triage Resolved? Yes 11

12 GoldSeal Support Model Customer: Incident Occurs Incident Resolved Reseller: Westcon: Call Type? IP Office Product Triage Resolved? Contact Customer Avaya: IPOSS Support No TelAgility: Hosting Issue Triage Resolved? Yes 12

13 GoldSeal: Technical Support GoldSeal Technical Support Center Hours 24x7 Support (for P1-P3 Issues) Nationwide 9:00am 5:00pm Support M F (P4 Issues) Toll Free Telephone , 877-4GOLDSEAL goldseal@westcon.com PRIORITY LEVELS P1 = Down/critical impact P2 = Operation is severely degraded P3 = Operation is impaired P4 = Information or assistance SERVICE-LEVEL OBJECTIVES P1 = 1-hour response time (emergency) P2 = 2-hour response time (high) P3 = 4-hour response time (medium) P4 = 8-hour response time (low) 13

14 GoldSeal: Reseller Benefits Support Center (Help Desk) Tier 1 & 2 incident management Assistance with Updates and Upgrades Product guidance outside your standard break fix support Extension to your business Hello, this is GoldSeal. (not Westcon) One number to call for all support needs You continue selling and trust Westcon to provide your support Pricing Less cost to your business Coordination with Vendor Westcon provides vendor escalation and maintains ownership throughout the incident Renewals We perform maintenance renewal tracking Renewals come back to you ensuring future annuity business! 14

15 Resources and Events End User Brochure FAQ s Offer Details Getting Started Westcon RapidRamp 15

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17 FAQs How large can each instance be? The system is based on IP Office Server Select 9.1 which currently scales to 2500 users, 250 VM ports. How small can each instance be? As small as you want, Systems with less than 20 seats include a $25 monthly recurring Small System Surcharge. Can we offer High Availability? All system larger that 200 seats will automatically be built out in our East Coast and West Coast Datacentres', Systems that are smaller than 200 seats would have to pay a monthly HA fee of $ Do you offer Fax? Fax is so old school get rid of the Edsel and get a new job But no worries we have Fax to PDF/ and /MFP to Fax. Is International and 800 number service include? Each system has the ability to make and receive International and 800 calls but each call is billed at a per minute rate and is not part of the pool. Tell me about the MSRP? MSRP is just that, a suggested retail price that we think will help you win customers. On smaller deals you should be able to charge more and on larger deals there is more than enough margin to discount to an aggressive price. What are the margins on non Avaya product We try very hard to make sure you are making at least 25%, We have to cover collections, billing fees, and credit card fees for all transactions. 17

18 FAQs Where are the Data Centers? Tier 3 Data Centres are Located in NYC, Los Angeles and Montreal. What can the reseller sell directly? Resellers Sell Phones, PoE Switches, Headsets and Button Modules (can be added to bill). How does the reseller get paid? Once Credit Card/EFT payment is received from your customer to our accounts, we will ACH the funds to your bank account the next day. Who owns the customer? The reseller owns and services the customer. Why cant the reseller do their own billing? They would have to be registered with the FCC and in each State and Jurisdiction that they do business for Interconnect VoIP Sales, have a billing platform that supports Rating/Mediation of Telecom usage and then collect, report and remit said tax. Can we sell MPLS and Managed Internet? Yes, you will have access to a very profitable AT&T offering within the Quoting and Billing portal. Are the minutes pooled? Yes, each user has 500 minutes that are pooled for the entire customer to use. What happens if they go over the pooled minutes? They will be charged for the overage or they can buy buckets of minutes to insure they don t incur overage fees. What about telephone numbers? We included one DID/E911 enabled number with each customer, additional numbers are available at 75 cents and can be resold at $1 each. All DID s are enabled for E911 and SMS.. 18

19 FAQs What licenses are available for the offer? We have available to you both the Telephony User and UC User Licenses What is included in each licenses is listed in the functionality the right. Is this a White Label offer? The invoices are branded with your logo, you will have access to your own instance within our billing platform and your customers can go to branded self-service payment and catalogue portals. You can do the branding yourself or we have a third party company that can assist you for a reasonable fee. How long is the reseller OnBoarding process? As long as you fulfil the reseller requirements and are a Westcon partner you can start selling within minutes. We just need your bank account. How long is the customer OnBoarding process? It is all up to the partner, you control the flow. Can we migrate existing customers? Yes you can reuse the 500v2 and digital phones, you can use the existing PRI if you want, the cloud licensing will take precedence and cannot be used in conjunction with other licenses. On smaller customers the economics of replacing a PRI with a hosted solution is very strong. What are the fee s associated with selling this offer? We are fee simple there are no fees unless you sell your own items, see the matrix below. MRC/NRC Items Billing Fee MRC/NRC TelAgility Items No MRC/NRC Reseller One Time Installation Fees & Reseller Recurring Items 4% Avaya Hosted IPO Functionality Matrix Telepho ny User UC User Desk Phone Call Control Basics like Make/receive calls, hold, transfer Yes Yes Enhanced features like Park/Page and conference Yes Yes Access telephony features via phone UI or DTMF Yes Yes Remote Phone Worker 96x1 SRTP Support Yes Yes Web-based Access for Office Collaboration 1 Click to make and receive calls No Yes Point and click call control No Yes Conference scheduling No Yes Control audio conferences No Yes Federated Presence and IM No Yes Personal, System and Corporate directory access No Yes Visual voic No Yes Rich Collaboration for Remote Workers Turn your home phone into your office phone 1 No Yes Stay connected with your Apple ipad device 2 No Yes Embedded point-to-point video collaboration 2 No Yes Mobile Access for Office Collaboration 3 Make or receive calls via Cellular/Wi-Fi/3G/4G No Yes IM, Presence, Conference Controls No Yes Location aware using GPS No Yes Integrate with the applications you already have. Microsoft Lync No Yes Microsoft Outlook No Yes Salesforce.com No Yes Google Talk (IM & Presence) No Yes Voic Integration Standard Voic box Yes Yes Store messages within Microsoft Exchange Yes Yes View voic and in a single inbox Yes Yes 1 Avaya one-x Portal. 2 Avaya Communicator. 3 Avaya one-x Mobile Preferred. 19