Unified Communications Market Opportunity - EMEA. Andrew Wyatt Vice President Strategy - Broadsoft

Transcription

1 Unified Communications Market Opportunity - EMEA Andrew Wyatt Vice President Strategy - Broadsoft

2 Evolution of Business Communications 2000 PBX Key Systems Centrex 2009 Mobile PBX Early UC Systems 2014 Hosted Unified Communications Mainstream 2005 Hosted PBX Mobile VPN 2012 Hosted UC Mobile UC 2

3 Hosted Voice Offer is Now Table Stakes TOTAL EUROPE HOSTED/CLOUD BUSINESS TELEPHONY Extensions/User Licences Installed Base, All Deployment Types, by Country - 000s 11,498 2,296 3% 97% 3,465 5% 95% 4,828 6% 94% 5% of all PBX lines 6,171 6% 94% 7,561 6% 94% 8,957 7% 93% 10,289 7% 93% 7% 93% Eastern Europe Western Europe Source: MZA Dec

4 Proven European Hosted Voice Adoption South Eastern Operator Developing Market North Eastern Operator Mature Market 300% growth in 2013 Focused on hosted product Aggresslive marketing Almost 40% domestic market share with their hosted product 4

5 Unified Communications Are Mainstream = $26B Market IDC - Worldwide Unified Communications and Collaboration Forecast $30,000 $25,000 $20,000 $15,000 UC = Growth $10,000 $5,000 $ VoIP = Flat 5

6 Market Dynamics More Providers Moving to Hosted Unified Communications PBX Vendors adding proprietary UC solutions to PBX. Releasing Hosted UC versions of PBX PBX Vendors Avaya, Shortel IT Vendors Microsoft Adding more UC to current collaboration products Hosted PBX Vendors OTT Players 8x8 Ringcentral Migrating to Hosted UC Migrating from basic phone offers to more sophisticated UC offers 6

7 Enterprises Unified Communications Requirement Voice Only Comprehensive Unified Communications services accessible across a growing variety of devices 7

8 Businesses Seeking Cloud Delivered UC 8 Propriety and Confidential Under NDA

9 Business Customer Market Segmentation Characteristics Segment: LE (1000+ Users) Characteristics : Must integrate with business processes & desktop Productivity improvements expected User inclusion important, i.e. common solution Key Driver: Productivity, Comp. Advantage Segment: MM (250 to 1000 Users) Characteristics : Knowledgeable buyer / decision maker Early adopters, more decisive Productivity is very important Key Driver: Productivity Total Market Complexity 2 1 Segment: SMB ( Users) Characteristics : Multi-Departmental Business Demands from users for more sophisticated services Solution must flex with business needs Key Driver: Simplicity Segment: Micro (2-10 Users) Characteristics: Sole trader, Very Snall Business, e.g. plumbers, lawyers Predomindantly mobile integration Simple purchasing options Key Driver: Cost, Simplicity 4 3 Simplicity Price No Single Offer can Address all needs 9

10 Time to Capitalize on the Market Opportunity BroadCloud New Players Entering the Market Need to react quickly Significant Market Opportunity 10

11 BroadCloud Expedites Delivery of Unified Communications to Enterprises

12 Challenges Providing Hosted UC Services 12 to 24 months from commit to activating the first subscriber Infrastructure & operations IT / IS development Complex technology, sales & delivery Operations and maintenance poses on-going challenges IS / IT; ongoing costs, time Customer support complexity compounded by the addition of Unified Communications services Roadmap management Struggle to stay ahead of the curve 12

13 Challenges Providing Hosted UC Services Service Provider Business Process Pain Points Product Mgmt Sales & Marketing Service Delivery Customer Service / Support Finance Sales & Order Management Service Delivery Support Billing Service Definition Customer Discovery Quote Qualify & Order Provisio ning Customer Setup Tier 1 Support Customer Servicer Tier 2+ Technical Support Invoicing Credit & AR Challenges include Sales / channel organization management Managing product catalogs, pricing, promotions Tools to quote services and qualify prospective customers Automating order creation, acceptance, and processing Automating provisioning and activation Customer support and billing 13

14 BroadCloud PBX A Deployment Choice The right choice is different for every provider based on their unique challenges, objectives, and priorities Platform Control Offer Flexibility Internal Portal & Tool Utilization Feature Availability Scalability Speed to Market Minimize Upfront Investment Minimize Internal Resource Utilization Traditional BroadWorks Deployment BroadCloudPBX Deployment 14

15 BroadCloud PBX A New Way to Deliver Hosted PBX & Unified Communications Services Marketed and sold by Service Provider Service Provider branded offering Business voice features, mobility integration, and suite of unified communications services Launch in 90 days BroadSoft managed end-to-end service Telephony & PSTN via carrier interconnect; option to use BT IP Exchange Service operations platform addressing key service provider pain points PacketSmart monitoring included Resources for launch & sales 15

16 BroadCloud PBX An End-to-End Unified Communications Service Implementation Service Management Service Provider Admin Tools Quote & Order Processing Automated Provisioning Customer Admin and User Portals Integration Tools & Resources Telephony Interconnect CPE Distributor APIs Service Broker APIs Billing Integration Feature Rich Business VoIP Multi-site support Video Bundled site services Mobile integration Business continuity Unified Messaging Advanced Applications Business Communicator Conferencing Receptionist Call Center Agent Call Center Supervisor Variety of End Point Choices Value Add Services Telephony Order Processing New Customer Implementation Comprehensive On-boarding 16

17 BroadCloud PBX Proven Service Provider Success Customers range from the largest Tier 1 Service Providers to regional service providers targeting a variety of customer niches Service providers are leveraging BroadCloud PBX to target various market spaces: Large Enterprises: largest BroadCloud PBX end customer is > 20k subscribers Mid Market: end customers are leveraging BroadCloud PBX with integrated network for full QoS service SMB & Mass Market: Service providers are targeting the SMB and Mass Market segments with simple to use over the top / bring your own broadband offerings LE Mid Market users SMB users Mass Market Up to 10 users 17

18 BroadCloud PBX SaaS Based Pricing Approach One-time Service Provider on-boarding charge Can change based on scope of effort, including interconnect option selected Shared risk approach upon launch Combination of non-recurring and monthly recurring charges Site setup Stations / Lines Premium / Group features Clients Non-recurring charges in arrears; monthly recurring charges in advance 18

19 BroadCloud PBX Europe Launch June 2014 Launching cpbx into the European market BroadCloud data centers serving Europe: London Frankfurt European based engineering & support UK, Ireland and Germany available immediately Includes support for language, currencies, and local dial plans Additional countries to be announced 19

20 BroadCloud PBX Delivery compelling UC services is more complex than ever To be competitive requires a feature rich service Business voice services; mobile integration Unified communications and collaboration Support for BYOB and QoS enabled service options To be successful requires comprehensive service management Product and sales management tools Automated order processing, provisioning, and service delivery Easy to use customer support tools Intuitive end user portals for administrators and users BroadCloud PBX addresses all these requirements while enabling customers to get to market in as little as 90 days 20

21 Thank You