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1 Jeff Wissing Senior Product Manager Unified Communications Mike Coldrey Business Development Manager New Solutions and Selling Strategies: Unified Communications November 2010 Adtran, Inc All rights reserved
2 2 Agenda Unified Communications refresher UC year-to-date recap Quick year in review UC new selling solutions & strategies New revenue streams Competitive differentiation UC success stories Draw Power of the NetVanta Business Application Server
3 3 NetVanta Unified Communications: A Refresher
4 4 Unified Communications? Unified Messaging CEBP Instant Messaging Voic Fixed-Mobile Convergence Voic to Tele-presence Calendaring Mashups IP Telephony White boarding Conferencing File Sharing Social Networking Find-me, Follow-me Text-to- Speech Presence
5 5 What is Unified Communications Unified Communications* Telephony Conferencing Messaging Instant Messaging/Presence Clients Business Enablement Communications Enabled Business Processes (CEBP) Consolidated Administration SMB Products Translates well to SMB The business definition of UC is somewhat simpler: Communications integrated to optimize business processes. *Source: Gartner Critical Capabilities for Unified Communications, August 10, 2009
6 6 ADTRAN and the UC Market 75 2,000 users per location NetVanta Enterprise Communications Server Centralized messaging & UC & telephony administration Process -Centric applications (CEBP) NetVanta Business Application Server Sold by ports not users users per location Add UC to Existing PBX NetVanta Business Communications Server Or 7100/7060 Centralized messaging & UC, data networking Basic voic , data networking Unified Communications Prospect NetVanta Unified Communications Server UC for 3 rd party PBXs
7 7 Market Opportunity Market Opportunity is HUGE! UC / VoIP Industry to Grow to $60 Billion Worldwide Market by 2014.** CPE UC/IPT to grow to $13 Billion Worldwide Market by 2014.** Pull through revenue: for every $1 spent on UC, $3 is spent on complimentary equipment Handsets, switches, routers, gateways, servers, wireless revenue Services opportunity Applications developed and deployed by the partner and/or ADTRAN Partner becomes more strategic to customer **Infonetics Research 2010
8 Unique Customer Value to Every Segment Single Site Solutions for 10 to 2,000 users at a single location Multi Site Several locations, potentially equal in size Sites connected using SIP or traditional trunks Distributed Enterprise Numerous business locations Large headquarters with smaller branch offices Vertical Markets: Banking and Brokerage Government Healthcare Education Legal Manufacturing Non Profit Organizations Professional Services Technology Insurance Media and Entertainment Retail Utilities Transportation Adtran, Inc All rights reserved 8
9 9 NetVanta Unified Communications: YTD Recap
10 Unified Communications Timeline of Activities Q1 10 Q2 10 Q3 10 Q4 10 Channel Introduction Channel Expansion & Awareness Channel Expansion & Awareness Channel Expansion & Targeted Applications Timeline Adtran, Inc All rights reserved Activities / Results: Spectrum Partner Summit 2009 sneak preview Q Build awareness among existing and potential partners YOUNIFIED Tour (13 cities cross country tour) Leverage alliance partners to reach new partners / customers Broad editorial coverage Numerous industry awards received Significant expansion of UC install base Seminar in a Box appointment-setting campaign for partners Aggressive awareness / branding campaign throughout 2010 including: Extensive number of trade shows Partner end user events 10
11 11 NetVanta UC Awards IT Expo Best of Show (Q1) Internet Telephony Product of the Year (Q1) Network Products Guide (Q1) eweek Products to Watch (Q1) TMC Labs Innovation Award (Q2) American Business Awards Best New Product - Stevie Award (Q2) Communications Solutions Product of the Year (Q2)
12 12 New Solutions and Selling Strategies
13 13 New Revenue Opportunities Unified Communications Trusted Advisor Inbound & Outbound IVR Text to Speech Database Integration Notification services Paging and alerting Call redirection Blend-and-Extend Support users on 3rd party PBX but expand new users on UC Add UC to existing 3rd party PBX Simultaneous support for Multiple PBXs Centralized messaging Octel Replacement Health Care General Business Education Real Estate
14 14 Enhancements to the Offer! 420 Server Computer hardware platform Microsoft Windows Server 2008 Pre-installed NetVanta UC Server software UC BCS Software Business Communications System The Big Deal for Small Business $ Total savings of 30% on IPT offer! $ Total savings of 41% of UC bundle! $ 30 user SMB Market
15 15 Success Stories
16 16 Recent Success Stories BAS Success Story University Hospital: Emergency Notification System for hospital personnel to use for sending automated audio or notification Phase II, appointment reminders Business Solutions Magazine write-up UCS Success Story large government account: 200 port, 6000 user Octel voic replacement Integrated into a Lucent 5ESS Centralized Voic for 5 sites total Octel (Avaya) was the incumbent, competitive win against Avaya and AVST ECS Success Story Distributed Multisite Regional Bank: Centrally deployed ECS serving 16 locations, approx. 350 users N+1 redundant design Full Active Directory and Exchange integration Contact center using complimentary vendor Easyrun RSI for call accounting
17 17 Moving forward
18 18 Future Direction Q1/2011 UC Presence Application Telephony Presence Basic Call Control from the Desktop Instant Messaging Next Phases: Desktop Presence, XMPP IM Integration, Screen Pops Q2-Q3/2011 Multi Language Telephone User Interface Support - French and Spanish
19 19 Notification Server Example: Gift Card Draw
20 20 Question and Answers ADTRAN ready to lead!! Ready to Set the Pace in the Industry!!
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