Selling Nortel s SCS500 Solution. Alan Godsey - HQ SE Dustin Warner - HQ Sales Manager

Transcription

1 Selling Nortel s SCS500 Solution Alan Godsey - HQ SE agodsey@nortel.com Dustin Warner - HQ Sales Manager duwarner@nortel.com

2 Accelerate Your SMB Solutions Series > Part 1 1H 2008 Thursday, March 20 Maximize Your Discounts Using Nortel Programs Thursday, April 17 th Positioning BCM Advanced Applications Thursday, May 15 th Selling SMB IP Data Network Solutions Thursday, June 19 th Selling the Value of Contact Center Solutions Recorded sessions available on Westcon s ConvergenceSMB website > Part 2 2H 2008 Tuesday, August 19 th Selling Nortel Express Services Tuesday, Sept 16 th Selling Nortel s BSG Solution Tuesday, October 21 st Selling Nortel s SCS 500 Solution Tuesday, Oct 23 rd Selling Nortel s NEW BCM 450 Solution ************ 2

3 Agenda > SCS500 / Component Overview > Features of the SCS500 > Sales Scenarios > More Information > Questions!!!!! 3

4 What is Software Communication System 500 (SCS500)? > SCS500 is a unified communications solution that includes telephony, messaging and collaborate applications > SCS500 is supported on Dell Optiplex 755 server PRELOADED with SCS500 software or the IBM Power System Platform (formerly System i) with separately purchased and installed software and other servers > SCS500 scales to address customers with 30 to 500 users > SCS500 complements, and does not replace, Nortel s existing enterprise solutions > SCS500 is positioned to meet the needs of technologically savvy SMB customers who seek the values of unified communications, particularly collaboration > SCS500 is a SIP based platform, and only supports SIP clients SCS500 is NOT a Replacement for the Business Communications Manager 4

5 What is SCS500? Solution Components PSTN IP PHONE 1535 Gateways Nortel SCS500 Server LG 6800 SERIES Polycom FAX Nortel Switch Desktop / Laptop Nortel Router IP Network Remote Workers Session Border Controller SIP Trunking Softphone and Plug-ins Nortel Softphone 3455 Nortel Softphone 3456 IBM Lotus Sametime/ Lotus Notes Plug-in Microsoft Outlook Plug-in 5 5

6 SCS500 Third Party/Nortel Gateway Options Communicating beyond the Local SCS500 System > SCS500 SIP-to-TDM Gateways Analog and Digital Trunking Options Analog Line-Side Options > SCS500 SIP-to-SIP Trunking Gateways Session Border Controllers to the SIP PSTN > Nortel BCM50 R3 as a PSTN Gateway 6

7 What is SCS500? Two Types of SIP-to-TDM Gateways > Public Switched Telephone Network (PSTN) Interface Units for Telephone line termination Nortel Analog VoIP gateway 4 port FXO Nortel Analog VoIP gateway 8 port FXO Nortel Digital VoIP Gateway 6 channels T1/PRI/E1 Nortel Digital VoIP Gateway 12 channels T1/PRI/E1 Nortel Digital VoIP Gateway 1 T1/PRI/E1 Nortel Digital VoIP Gateway 2 T1/PRI/E1 Nortel Upgrade license Digital 6 channels to 12 channels Nortel Upgrade license Digital 12 channels to 24 channels Nortel Digital VoIP Gateway 4 BRI spans Nortel Digital VoIP Gateway 8 BRI spans > FXS interface unit for Analog ports for FAX machines / analog phones Nortel Analog VoIP gateway 4 port FXS Nortel Analog VoIP gateway 8 port FXS Nortel Analog VoIP gateway 24 port FXS 7

8 Solution Components Gateways SIP-to-PSTN SIP Connectivity Nortel Session Border Controllers (SBCs) Enables SIP Trunking to a SIP-based PSTN Small (up to 40 simultaneous calls) Large (up to 150 simultaneous calls) Standalone SBC for secure transit of SIP traffic Used for remote workers or to connect via SIP trunking to service provider (for call origination/termination) SIP Only 8 SCS500 Intranet FW Internet ITSP

9 Supported IP Clients Portfolio for SCS500 LG-Nortel IP Phone 6800 Series Desktop IP Phone6804 IP Phone 6812 IP Phone 6830 New Polycom SoundPoint DSS 6848 Expansion Module IP Phone 330 IP Phone430 IP Phone 550 IP Phone 650 IP Phone 670 Polycom SoundStation New Softphones & Plug-ins Softphone 3455 Softphone 3456 Conferencing SoundStation 6000 Video Expansion Modules 9 Microsoft Outlook Plug-in IBM Lotus Notes / Sametime Plug-in SoundStation 7000 IP Phone 1535

10 What is SCS500? Solution Components LG Nortel 6800 Series SIP Telephones The 6804 Basic functionality for use in lobbies, conference rooms and low-use areas. The 6812 A perfect combination of features to empower employees every day. The 6830 Loaded with enhancements to boost the productivity of attendants and office managers. LG-6804 LG-6812 LG

11 What is SCS500? IP Phone 1535 > Value Proposition Easy to use personal desktop video phone Fully featured: Integrated video conferencing Integrated web browser Calendar with alarms Integrated directory, phonebook and call history Galleries (image and sound library) Open Standards Based SIP RFC SMTP / POP / IMAP Audio: G.711, G. 729, Video: H.263, H.264 Connectivity: Ethernet 10 / 100 or WiFi b/g Flexible: Supports video conferencing between two IP Phone 1535s and Video conferencing between a IP Phone 1535 and any other H.263 or H.264 video endpoint 11

12 Other SIP Phones Additions Polycom OEM > SoundPoint IP 330 and 320: Entry-level IP phones 2- line with enterprise-grade features and outstanding voice quality. Single (320) and dual (330) 10/100 Mbps Ethernet ports with graphical LCD display > SoundPoint IP 550: Cutting-edge SIP feature set meets Polycom HD Voice. Dual 10/100 Mbps Ethernet ports. Office professional level graphical LCD set with 4-line backlit display > SoundPoint IP 650: High-performance IP phone with Polycom HD Voice. Dual 10/100 Mbps Ethernet ports including USB port. Supports up to 3 BLF expansion modules. Executive office level graphical LCD set with 6-line backlit display > SoundStation IP 4000: The full-duplex clear IP conferencing solution, with expansion microphones 12

13 What is SCS500? Solution Components: Nortel Softphone 3455 > Keypad-centric > IM and presence management > Multi-party and ad hoc voice and video conferencing (IP and PSTN) > Voice and video call recording 13

14 What is SCS500? Solution Components: Nortel Softphone 3456 > Contact list-centric > IM and presence management > Multi-party and ad hoc voice and video conferencing (IP and PSTN) > Voice and video call recording 14 All 3455 Features PLUS > Improved Call Management > Improved Contact Managementlink call/im to contacts > Group IM > IM to (groups as well) > Per Contact Privacy Rules

15 Basic Features: What is available today? > All basic PBX features (it is a long list) > Voic , IVR, ACD, Conferencing > Web administration (admin & user portals) > Presence server > Plug & play management of the whole system > Find-me / follow-me w/ schedules and parallel & serial forking > Call Detail Records (CDR) > High-availability of the call control system (load sharing) > Trunk redundancy w/ failover > Microsoft integration (Exchange, AD) > IT integration (SOAP, LDAP, SNMP) > Very simple installation (CD based) > Serviceability and remote diagnostics > Patch and upgrade management w/ database migration > Portability: SW only, 32bit and 64 bit Linux, x86 and PPC > Localization (based on browser locale) with language packs > Diagnostics tools (snapshots, log analysis, network services diagnostics) 15

16 SCS500 R2 System Scaling > 500 user accounts, all users can have up to 5 devices registered. > Max number of concurrent calls limited by number of devices in user-user calls, 60 calls into voic / ACD and Auto Attendant at one time and limited by the amount of trunking for external calls > Max number of auto-attendants > Max number of park orbits > Max number of ACD agents 50, maximum of 30 active at one time. > Max number of callers in queues 20 > Max number of ACD queues - 50 > Total available storage of voic 2000 hours > Max number of VM inboxes > Max number of trunk ports dependent on size and type of gateways, maximum number of gateways supported 100 (This limit is not hardcoded into the solution, but for practical purposes, a limit has been set in order to ensure that system complexities remain manageable). 16

17 UC Capabilities > Unified messaging > Find-me / follow-me > Personal auto-attendant > Outlook integrated soft client > Web click-to-dial 17

18 High-Availability Configuration Configuration Server Register SCS-1 Replication SCS-2 One Large System Load Balancing Full Proxy / Registrar Redundancy Error Conditions for CDR Collection Not a cluster Load Balancing DNS Server CDR DB 18

19 Ease-of-Use Sales Installation Administration User > Quotes only based on # users > Zero key stroke CD install of OS and app > Customer self-admin for all adds, moves and changes > User selfcontrol of personal services 19

20 SCS 500 Roadmap Planning View Q4 Q1 Q2 Q3 Q4 1H New Additional Platforms Supported x86 Blade Servers R300 SIP Phones Software Enhancements SCS Maintenance Release - Polycom 3.x Support IBM BBP support on Power SCS 500 R3.0 SCS 500 R4.0 Computer Telephony Toolkit System Clustering Presence Federation Redundant Media Services Enhanced ACD Voice feature enhancements Integrated SIP Trunking / Remote Worker Conferencing Integration Click to Dial from Browser Wireless DECT Streamlined HA mgmt 20

21 >Sales Scenarios 21

22 Deployment Example: Small Office Single server runs all services. No special HW required Minimal HW: Embedded or SFF PC Automatic setup with all required network services All Voice Media directly from the phone to the gateway 22

23 Deployment Example: Mid-Size Enterprise HA SCS500 Call Server Load Balance & Fail Over Audiocodes PSTN GWs Ingate SBCs LG-Nortel or Polycom Phones Softphones 23

24 SCS500 Multi-Branch Solutions Small Branch Small Branch Small Branch Small Branch LAN / WAN Headquarters Large Branch 24

25 SCS500 Networked Solution 25

26 SCS500 Remote Office with ITSP & PSTN 26

27 Software Communication System 500 (SCS500) Overview of Available Sales Tools, Collateral, Positioning & Training 27

28 SCS Positioning with BCM and CS CS1000 has 2 variants: CS1000E targets New customers; CS1000M targets Meridian customers (max 15,000 IP / 16,000 Digital stations). BCM50 BCM 400 BCM 450 SCS500 R2 CS1000 R5 1 Market Segment SMB Telecom Centric, IP/Digital hybrid SMB IT Centric, Pure SIP Enterprise IP/Digital hybrid Max Line Size IP / 44 Digital 90 IP / 192 digital 300 IP or Digital 1,000 SIP 22,500 IP / 5,000 digital Target Users ,000 Features Customer Type New + Norstar New New + Meridian Customer Values All in One, integrated/appliance Simplicity, user configurability, UC Scalability, sophistication, resiliency Telephony Features Advanced Standard Highly Advanced Call Ctr Integration Advanced Basic Advanced Management Centralized, converged (data) Decentralized, simplified Centralized Mobile Phones Digital/IP/Analog Twin with Cell phone via SIP Forking, also interoperates with SIP mobile phones Digital/IP/Analog Soft Phones Basic - PC/PDA Advanced - PC Basic - PC/PDA Voice Conferencing Ad hoc/ Meet Me Ad hoc Ad hoc/ Meet Me Ad hoc/ Meet Me Ad hoc/ Meet Me Video Conferencing No Yes Yes Find-Me-Follow-Me No Yes Yes Embedded IM No Yes Yes Unified Comm. Capability No No Very Limited Partial (2.0) Full Web Collaboration No No Yes Different products aimed at different channels addressing different market segments with different customer needs

29 Website Shortcuts Partner Information Center Enterprise Configurator Global Pricing product Catalog North American Promotions Competitive Website Partner training 29

30 Collateral and Sales Tools SCS500 Solution ebook (Partner facing) An electronic reference book will be the most comprehensive source of information for Nortel's SCS500 solution. Specific content includes: SCS500 Positioning, SIP & Unified Communications, Vertical Value Proposition, Components Overview, Virtual Tour (animated navigation of SCS Interfaces, Soft / Hard Clients, Plug-Ins), and the Selling Process. SCS500 Solution ebook (Customer facing) An electronic reference book will be the most comprehensive source of information for Nortel's SCS500 solution. Specific content includes: SCS500 Positioning, SIP & Unified Communications, Vertical Value Proposition, Components Overview and Virtual Tour (animated navigation of SCS Interfaces, Soft / Hard Clients, Plug-Ins). SCS500 Flash Demo A multimedia demo that showcases some of the key features of Nortel's SCS500, and how it helps SMBs unify their communications. SCS500 FAQ Frequently Asked Questions collected from Nortel sales teams, partners, System Engineers, customers, etc. SCS500 Vertical Solution Brief A vertical solution brief that presents 4 vertical scenarios, including real estate, finance, manufacturing and professional services, which exemplify how Nortel's Software Communication System 500 can help SMBs benefit from a unified communications solution. 30

31 Collateral and Sales Tools SMB Podcast Series A new series of audio broadcasts focused on understanding new technologies and their potential benefits to SMBs. Podcast topics include: Importance of SIP to SMBs Unified Communications Solutions for SMBs Unified Communications Mobility Solutions for SMBs SCS500 Competitive Intelligence: Finish the Fight Cards SCS500 vs Siemens HiPath OpenOffice, 3Com VCX Connect, Fonality & Mitel 3300 SCS500 vs. Cisco UCM/Avaya Distributed Office/ShoreTel ShoreGear SCS500 Competitive Intelligence: Enterprise Sales Alerts SCS500 vs. Shoretel Nortel s SMB Portfolio Positioning Whitepaper Learn the key differentiators between Nortel s core SMB offerings and how they effectively meet different customer needs. The solutions covered in this paper include: Norstar: 3X8, CICS and MICS Business Communications Manager (BCM): BCM50, BCM200 and BCM400 Software Communication System 500 (SCS500) Business Services Gateway (BSG): BSG4, BSG8 and BSG12 SMB Data: BAP120, BES50/100/200/1000 and BSR222/252 31

32 SRS contract - something to think about Tech support plus a free upgrade if one occurs during the contract year along with patch support and the ability download the server software if needed Access to firmware releases for the phones Don t forget to register and attend if you haven t for the BCM450 presentation on Thursday of this week Questions 32