Colin Miles presents Virgin Media's social collaboration story at HR Tech Europe
The BT Collaboration Story
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Transcript of The BT Collaboration Story
BT One. Communications that unify
The BTCollaboration Story Bringing BTC & BTGS together
April 2014
2The BT Collaboration Story
What’s happening in our customer base and the wider market
Audio Market Value growing at 1/3 ofVolume Growth
Majority of Audio Traffic will move On-Netto VPN initially, then hybrid Internet/VPN networks
Saving money
Integrating disparate Audio/Video/Web systems
Cloud Video MeetMe service will prosper to make customers disparate Video End points (Immersive, Desktop, PC) work together
Sweating assets
One tool for collaboration
Lync Audio Integration offers simple & well understood user interface – favouredby MNC’s
Making things simple, consistent and easy to use
Cloud services minimize management overheads
“Adoption of cloud services is part of virtually every conversation we have with customers, and vendors report that on average one-third of all RFPs for new engagements contain some cloud elements.”Ovum– Jan 2014
Focusing on Core Business
3The BT Collaboration Story
Enabling improved collaboration internally and with customers
Extend
Step 3
Platform for true business agility
Converge
Step 2
Greater controls
Consolidate
Step 1
The Journey to Transforming Collaboration
Multiple SLAs and vendors
Disparate
UC Quick StartBuilding the business case
Hybrid Architecture Service Migrate the platform
UC Readiness Assessment Optimise the customer experience
Achieve better UC performance for end users and increase productivity
The BT Advise One Methodology
Proven BT Roadmap
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BT One. Communications that unify 4
A Multi-Path Approach with different Customer Scenarios ….
Not transforming estate but wants to save on PSTN & Audio Conferencing
• Customer has none or very limited UC deployment. Happy with existing Telephony & Conferencing. Wants to save money but with minimal change(Need to balance TCO benefit of Change with End User Experience)
Already using Lync but not Lync Telephony/Conferencing
• Customer has deployed Lync for IM & Presence but has either not implemented Lync Audio at all or in a very limited form e.g. pilots. (Cost of deployment vs realistic %age on-net traffic to deliver savings)
Already using WebEx but not WebEx Audio/Conferencing
• Customer has deployed WebEx but hasn’t linked Audio Conferencing, IP Audio or Video to WebEx. (CCA threat - consider quality, coverage & hidden costs. Often Hybrid solution needed to deliver optimum benefits)
Have implemented UC & Collaboration but is having difficulties
• Customer has deployed Lync or WebEx IP audio/video collaboration buthas encountered technical, operational, or commercial issues.(Identify under-investment area & help choose best UC migration path)
Products in scope
• One Voice• On-Net Audio Conf• SIP Trunking• One Voice Mobile
• BT One Cloud Lync• Global Inbound• Office 365/Meet me• Lync Server/Meet Me
• WebEx Hybrid Voice• WebEx Enabled TP• TMS Managed Service
• BT Advise Professional Services
What to sell in each customer scenario
Start
Global Telephony?
Route PSTN & IP Voice Traffic over MPLS
BTC Audio > 30%
Add On Net Audio
Conferencing
Replace PSTN Access with SIP
Trunking
PSTN Access
expensive?Roaming
> 30%BT One Voice Mobile Access
Stop
Yes Yes Yes Yes
1a/ PSTN or Audio Conferencing cost reduction opportunity
DP DHL• BT MeetMe & WebEx• On-net conferencing on One Voice, SIP Trunking, Dolby
• £11.7m over 2 years• 6% decline in £2.2m BTC Audio ALL NON BT VOIP
StartCommitted
DIY PBXMGT
BT One Cloud (Cisco) -
HUC’s/ HCS>1000 Seats
BT One On Premise
Stop
Yes
1b/ PBX cost saving, upgrade or management opportunity
Oxford County Council• 105 contact centre seats and 840 HCS seats• 3000 Jabber users• £3.4m over 5 years
BTC Audio > 30%
Add On Net Audio
Conferencing
Yes Yes
NoNo
What to sell in each customer scenario
2/ Already using Lync but not implemented Lync Audio/Conference
UNILEVER• Deployed One Cloud Lync• Enterprise Voice top
250 execs• Looking to rollout to23,000
users 3K with Voice• £5m over 4years balanced by
6% decline in £5.8m BTC Audio ALL NON BT VOIP
Start BT One Cloud Lync
Committed DIY or existing
SI?Stop
Lync Server
BTC Customer?
Use Global Inbound to
provide PSTN Access
No No
LyncOnline
Lync Server or Lync Online
Lync Server/ Meet Me
Integration
Office 365/ Meet Me ACP
Conferencing requirement
Yes Yes
Yes
No
What to sell in each customer scenario
4/ Have implemented either Lync or WebEx Audio but is having difficulties
WORLEY PARSONS Sept 2012 • BT Audio Bid $1m BTC not successful as customer migrating to Lync
Sept 13 • Customer comes back to BTC for $900k deal at 32%GM • Lync deployment more difficult than first thought
Engage BT Advise to analyse problem and recommend solution
3/ Already using WebEx but not implemented WebEx Audio/ conferencing
Stop
PFIZER • BT Audio, Video & WebEx. • Now extending with Hybrid Meet Me/WebEx Audio,
WET & Cisco TMS. • £34m over 2 years • 18% decline in £2.9m BTC Audio ALL NON BT VOIP
Yes
Yes
NoAdd WebEx enabled TP
(WET)
Add Cisco TMS managed
service
Hybrid DolbyAudio/
Meet Me
Dolbycustomer
WebEx integrated with
BT Meet Me
Cisco TP customer
Hybrid WebEx Audio/
Meet MeStart
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Call to Action – From Conversation to Collaboration
Remember
Sell a minimum of £200k net new business of conferencing services in H1 (audio, web, video
with managed services) and earn your 10% Critical Focus for H1
Net New – new opportunity not on Siebel as of 28 th April 2014£200k or exchange rate equivalent in local currency
Internal Use OnlyBT One. Communications that unify 9
Questions?
BT One. Communications that unify 10Building the next generation of BT Global Services
Notes for Today
• This morning:• Learning from a customer: how to build client relationships that last• Learning from our bid experts: how to create winning bids and identify opportunities• Learning from our marketing team: how to keep our brand top of mind in the Americas
•After lunch, breakout sessions until 4:00• Conferencing team – Trinity Ballroom• GS team – Park West Ballroom
• End of day, return to your ADP teams you began yesterday, and prep for your presentations tomorrow
• Tonight, another fun activity….more about that later