Mitel Template

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(No Transcript)
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Thank You to Our Sponsors
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Competing and WinningHow to Beat Cisco, Avaya,
and ShoreTel

• Stephen Brown
• VP U.S. Systems Engineering
• June, 2011

Matt Oess VP Vertical Sales Group
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There is a New Finish Line
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Mitel Business Communications LeadershipDevelopin
g the Future then
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Virtualization (and Cloud communicating) is the
New Finish LineNow
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Why Virtualization with Vmware and Mitel Matters
Congruent Applications Deployment
practice Consistent Data Center practices One
Business Continuity Plan Consistent Management
Strategy
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New Approachto Selling and Winning
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Traditional Sales ApproachStep 1 Account
Executive

• We have the best products
• We have the best service
• We will take care of you
• We take a consultative approach. So, what
  keeps you up at night?
• Have you heard that Mitel can run your system in
  VMWare?

Yeah. So what?
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Traditional Sales ApproachStep 2 SE loads up
the Power Point Gatling Gun

• The Spaghetti Principal

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All the Boxes
Mitel 3300 IP Communications PlatformController
Line-up
Number of users supported
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IP Phone Portfolio
5360
5340
5330
5320
5324
5312
5304
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Dynamic Extension
with
Mitel
Communications Director

• Twins to a home phone, a mobile phone, or even an
  extension on a 3rd party PBX effectively any
  phone
• Create a Personal Ring Group with up to 8 devices
• One number, one voice mail box
• Easy call handoff

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New! UC Advanced 4.0 UC Advanced Point-to-Point
Video

• Enable video for Dynamic Status
• Video status icon in corporate contacts
• Right click from contacts to start video call
• Video escalation from UC Advanced call window
• Video escalation from chat window

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Mitel Border Gateway
Off-site Contact Center Agent
SIP Service Provider
Road Warrior

• Consolidated, multi-service server
• Secure, trusted connectivity between LAN and
  Public Internet
• Allows Mitel IP-PBX to work seamlessly behind
  company firewall
• Turns any phone in to a teleworker

Corporate LAN/WAN
Public Internet
Home / Remote office
Customer collaboration
Ensure the deployment of secure external and
internal workspaces
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Unified Communicator Express 3.0Now Free for MCD
and 5000 CP
Make / Answer Call Button
Access to Additional PC Functions
Access to Additional Telephony Functions
Caller ID Display on incoming call, Number / Name
Lookup when Idle
Search Desktop

• Simple, server-less deskphone assistant
• Telephony toolbar for click-to-dial and
  directory lookup
• Incoming screen pop
• Outlook productivity features
• Supports association with multiple phones
• SIP softphone option

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Unified Communicator (UC) Mobile Client

• Cost Savings
• Cellular long distance cost savings
• Call-through / back optimization
• Single Identity (in/outbound)
• OfficeLink calling via native contacts
• Simple GUI for PBX feature access
• Rich remote user management
• Dynamic Extension integration
• UC Advanced interworking

Symbian and Windows Mobile
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Traditional Sales ApproachStep 2 SE loads up
the Power Point Machine gun
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Traditional Sales ApproachStep 3 Hope and Pray
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The Slightly Better Sales ApproachLead with our
Differentiators
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Cisco and AvayaWhat has been Beating Avaya and
Cisco to Date?

• Before today
• All the benefits of VoIP and
• Unified Communications

At the Lowest TCO
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Lower TCO
From BPF 2009

• Cisco wants you to replace your gear every 3
  years!!
• 3-year router refresh vs. 10-year call control
  refresh
• SmartNet is very expensive
• Force Cisco to quote router only SmartNet for 5
  years
• When the router fails, you fail. Add downtime to
  your TCO
• Single instance of software across all devices
• Mitel doesnt need a box at every site

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Best of Breed Gartner Article
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Avaya

• Hardware-centric, multiple software-streams,
  proprietary architecture despite
  fit-for-purpose strategy
• Quasi-virtualization (closed / self-serving)
  capability
• Costly solution to deploy and maintain
• No cloud-based delivery services

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ShoreTelSimple Isnt So Simple When

• Hardware-centric
• Proprietary / closed architecture
• Virtualization with VMware is limited.
  Proprietary hardware based architecture does not
  allow for virtualized call control
• ShoreTel applications, such as ShoreTel
  Communicator and ECC (Enterprise Call Center),
  are also not supported in a virtualized
  environment
• ShoreTel does not currently offer any cloud-based
  delivery services.

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An Even Better Sales ApproachLead with our NEW
differentiators
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Why Virtualization with Vmware and Mitel Matters
Congruent Applications Deployment
practice Consistent Data Center practices One
Business Continuity Plan Consistent Management
Strategy
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What will Beat the Competition Today and Tomorrow?

• Any spent with another vendor,
• is taking you farther from the
• Finish Line, which is
• Consistent Virtualization Strategy (Voice)
• Having a single DR plan and process
• Increasing the TCO

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WHAT IFMITELS U.S. IPT MARKET SHARE

• What would that mean to you?

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Voice Virtualization Lifecycle
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Technology Adoption Curve
We must collectively create Evangelists in order
to cross the chasm
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Call to Action
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Call to Action When you Return to Work on
Monday

• Become an evangelist for Virtualized Voice
• Get your sellers comfortable describing the new
  end game
• Get your techs comfortable installing and
  maintaining VMWare
• Make believers out of your customers
• Change your website Virtualized communications
  solutions
• Create 1 customer testimonial per month. Share
  them with Mitel.

We are responsible for our collective success
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Traditional Sales Approach
Step 3 Hope/pray
Step 2 SE

• Step 1 Account Executive
• We have the best products
• We have the best service
• We will take care of you
• We take a consultative approach. So, what keeps
  you up at night?

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Thank you
Thank you
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