Unified Communications Market Opportunity - EMEA · Market Dynamics – More Providers Moving to...
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Unified Communications Market Opportunity - EMEA Andrew Wyatt Vice President Strategy - Broadsoft
Transcript of Unified Communications Market Opportunity - EMEA · Market Dynamics – More Providers Moving to...
Unified Communications Market Opportunity - EMEA
Andrew Wyatt Vice President Strategy - Broadsoft
Evolution of Business Communications
2000 PBX Key Systems Centrex
2005 Hosted PBX Mobile VPN
2009 Mobile PBX Early UC Systems
2012 Hosted UC Mobile UC
2014 Hosted Unified Communications Mainstream
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Hosted Voice Offer is Now Table Stakes
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97%95%
94%94%
94%93%
93%93%
3%
5%
6%
6%
6%
7%
7%
7%
2,296
3,465
4,828
6,171
7,561
8,957
10,289
11,498
2010 2011 2012 2013 2014 2015 2016 2017
Eastern Europe
Western Europe
TOTAL EUROPE HOSTED/CLOUD BUSINESS TELEPHONYExtensions/User Licences Installed Base, All Deployment Types, by Country - 000s
Source: MZA Dec 2013
5% of all PBX lines
Proven European Hosted Voice Adoption
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300% growth in 2013 Focused on hosted product Aggresslive marketing
Almost 40% domestic market share with their hosted product
South Eastern Operator Developing Market
North Eastern Operator Mature Market
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Unified Communications Are Mainstream = $26B Market
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IDC - Worldwide Unified Communications and Collaboration 2012–2016 Forecast
$0
$5,000
$10,000
$15,000
$20,000
$25,000
$30,000
2011 2012 2013 2014 2015 2016
UC = Growth
VoIP = Flat
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Market Dynamics – More Providers Moving to Hosted Unified Communications
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IT Vendors Microsoft
OTT Players 8x8 Ringcentral
PBX Vendors
Avaya, Shortel
Hosted PBX Vendors
PBX Vendors adding proprietary UC solutions to PBX. Releasing Hosted UC versions of PBX
Migrating to Hosted UC
Adding more UC to current collaboration products
Migrating from basic phone offers to more
sophisticated UC offers
Enterprises Unified Communications Requirement
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Voice Only
Comprehensive Unified Communications services accessible across a growing variety of devices
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Propriety and Confidential – Under NDA
Businesses Seeking Cloud Delivered UC
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Presenter
Presentation Notes
Source Orange http://www.orange-business.com/en/blogs/enterprising-business/unified-communications/infographic-unifying-communications-for-the-changing-world-of-work
Business Customer Market Segmentation Characteristics
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
Segment: SMB (10-250 Users) Characteristics : Multi-Departmental Business Demands from users for more sophisticated services Solution must flex with business needs Key Driver: Simplicity
Segment: MM (250 to 1000 Users) Characteristics : Knowledgeable buyer / decision maker Early adopters, more decisive Productivity is very important Key Driver: Productivity
Complexity
Price
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
Simplicity
1
2
3
4
Total Market
No Single Offer can Address all needs
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Presenter
Presentation Notes
All businesses want to be productive, they just describe it slightly differently. Micro/Very small business will say „I always need to be reached“. Larger busiensses, talk about keeping their employees connected, easy to collaborate.
Time to Capitalize on the Market Opportunity
Significant Market Opportunity
New Players Entering the
Market
Need to react quickly
BroadCloud
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BroadCloud Expedites Delivery of Unified Communications to Enterprises
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
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Challenges include…
Challenges Providing Hosted UC Services Service Provider Business Process Pain Points
Sales & Order Management
Service Definition
Customer Discovery Quote Qualify
& Order
Service Delivery
Provisioning
Customer Setup
Support
Tier 1 Support
Customer Servicer
Tier 2+ Technical Support
Billing
Invoicing Credit & AR
Product Mgmt
Sales & Marketing
Service Delivery
Customer Service / Support
Finance
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
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BroadCloud PBX A Deployment Choice
Offer Flexibility
Internal Portal & Tool Utilization
Platform Control
Feature Availability
Speed to Market
Minimize Upfront Investment
Scalability
Minimize Internal Resource Utilization
Traditional BroadWorks Deployment
BroadCloudPBX Deployment
The “right” choice is different for every provider based on their unique challenges, objectives, and priorities
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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
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BroadCloud PBX An End-to-End Unified Communications Service Implementation
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Bundled site services Mobile integration
Business continuity Unified Messaging
Multi-site support Video
Feature Rich Business VoIP
Receptionist
Call Center Agent
Call Center Supervisor Conferencing
Business Communicator
Advanced Applications
Variety of End Point Choices
Value Add Services Telephony Order
Processing New Customer Implementation
Comprehensive On-boarding
Service Management
Automated Provisioning
Service Provider Admin Tools
Customer Admin and User Portals
Quote & Order Processing
Integration Tools & Resources
Telephony Interconnect
Billing Integration
Service Broker APIs
CPE Distributor APIs
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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
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Mid Market
250-1000 users
SMB 10 – 250 users
Mass Market
Up to 10 users
LE 1000+
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
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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
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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
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Thank You
