Upload
domenic-ford
View
223
Download
0
Tags:
Embed Size (px)
Citation preview
1
The Next Step In IP Telephony: Hosted PBX Services
Scott Wharton, Vice President of Marketing
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 2
Agenda
IP telephony roadmap
Hosted PBX services
Market/technology trends
Value proposition
Case studies
Market projections
Summary
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 3
IP Telephony Roadmap
1995 200119991997
Va
lue
Bad Quality
International Arbitrage
Hosted Voice:
e.g. Hosted PBX, Voice VPN, IP Centrex, Prepaid, UM, etc.
2003
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 4
DesktopCollaboration
DesktopCollaboration
MessagingMessaging
Corporate Voice
Networking
Corporate Voice
Networking
EnhancedServices
EnhancedServices
Self ServiceManagementSelf ServiceManagement
Core PBX Functions in
Network
Hosted Voice Example: Hosted PBX
PBX Functions in the network• E.g., Connectivity, Call Forwarding,
Conferencing, Voice Mail, Music on Hold, etc.
Self Service Management• Custom branded web portals (user,
enterprise, reseller, carrier)
Corporate voice networking• Location-to-location calling
Messaging• Unified voice and fax messaging
Enhanced Services• Auto-attendant, IVR, conferencing,
call centers, mobility, follow-me, one-number
Desktop Collaboration• Web conferencing, instant
messaging and presence, document sharing, desktop video
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 5
Network Layout
LargeBusiness
SmallBusiness
LAN
Medium Business
LAN
PBX or Key System
LAN
IP Phones
Line Gateway
Router
Switch
Class 5Switch
PSTN Data Network
MediaGateway
NetworkGateway
Broadband Access
DSL, T1, Ethernet, 802.11x
SoftswitchMGCP
SIP
Application Server
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 6
Paradigm Shift
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 7
The Communications Challenge
1990’s
Help!
TodayWWW
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 8
Market Trends: What’s Changed?
Outsourcing more common• Same model as web hosting and email• Companies under increasing pressure to
outsource non-core functions (telecoms)• Increasing technological complexity
Increasing telecommuting and mobile worker population
• Require expensive remote support and communication services from company
• Companies subsidizing these costs
Labor costs rising relative to equipment costs
• High cost of IT staffing• Skilled employees hard to find and retain for
non-core operations
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 9
Technology Shifts
Ubiquitous CAT 5 wiring and IP technology
Technology obsolescence accelerating
• PBXs lifecycle more like the PC market
IP PBXs blazing the trail• VoIP now considered mainstream
Hosted voice services now available
• Meet and surpass CPE features• End of product lifecycle for Class 5
switches
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 10
Hosted PBX Value: Enterprise
Combine benefits of Centrex with PBX• features + management control with capital savings
Improved total cost of ownership • Converged access• Open, lower cost capex• On-net Voice VPN calling
Move technology risk to carrier• Not locked into technology, move gear between sites
Improved service assurance• Carrier-grade performance, survivability & risk
management
Increased employee productivity• Speed projects & reduce travel with collaboration • Tele-worker/mobile support, find-me/follow-me• Web-based self-service
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 11
The Case for IP over Legacy
Legacy IP
•TDM Voice
•No end-user control
•Proprietary and closed
•Multiple networks
•Expensive MACs
•IP Voice
•Web-enabled control
•Open & standards-based
•Converged network
•Cheaper MACs
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 12
End User Benefit Comparison
Network IP Tel.
24x7 support
Maintenance costs
Mixed tech
Multi-location
Capital cost
Ongoing upgrades
Scalability
Simplicity
Survivability
Total cost of ownership
IP PBX
Distribution channel
Equal
MACs, CTI, Convergence
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 13
Hosted PBX Beats IP PBX Solution Cost
$-0
$50,000
$100,000
$150,000
$200,000
$250,000
Year 1 Year 2 Year 3
Traditional PBXIP - Enabled (New)
IP - PBX
Network IP Telephony
So
luti
on
Co
st
100 User IP and Convergence Total Cost of OwnershipAn Analysis of Three Alternatives
$135,001
$60,192
$82,480
$219,229
$85,220
$109,434
$237,283
$105,724 $126,399
Source: Phillips-Infotech Oct. 2001
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 14
Case Studies
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 15
Case Study: Large Enterprise
Background• Large chemical company• 13,000 employees• 150 locations in 60 countries• Building IT competency as
competitive advantage• Bundled voice/data package
from service provider
Problems Addressed• Hybrid network, primarily
comprised of 42 PBXs• Multiple voicemail systems• High cost of LD traffic
– Only top 4 locations networked
• Sporadic use of unsecured IM
Key Selling Points• Uniform services for all
employees• Enterprise networking; click-
to-dial anyone in company• Personal mobility services• Secure instant messaging• Single internal phone list
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 16
Case Study: University Campus
Background• World-renowned university• Serves 35,000 students,
faculty, administration, etc. • University recently merged
telecom & data departments• Chose hosted voice platform
after full competitive evaluation vs. IP PBX
• Three year Centrex migration
Problems Addressed• Must be profit center by 2005;
– Plan to sell service to local companies, other universities
• Dissatisfied with current Centrex offering
Key Selling Points• Convergence of voice/data• Open platform, not proprietary• Able to meet scalability needs
– E.g., Solaris vs. Windows• Ease of partitioning system &
managing different sets of services between user groups
• Comprehensive service set from a single platform– E.g., voice, messaging, IM
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 17
Case Study: Government
Background• Major city government• 15,000 employees• 68 locations
Problems Addressed• Mixed use of PBX, Key
Systems, and Centrex• Proprietary phones not
interchangeable between systems
• Some people without voicemail
• Limited features available across departments
Key Selling Points• Integration of voice/data• Self-management• Enterprise-wide dialing plan• Disaster recovery for voice • Openness of platform and
variety of access alternatives, now and in the future
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 18
Market Projections
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 19
IP Voice & Legacy Projections
Share between Hosted and PBX is up for grabs again
0
2,000
4,000
6,000
8,000
10,000
12,000
14,000
16,000
18,000
2001 2002 2003 2004 2005
PBX/KTS Centrex IP PBX Hosted Voice
Source: Gartner Dataquest, Gartner Consulting
Enterprise Line Shipments (000’s)
©2003 BroadSoft®, Inc. Proprietary and Confidential; Do Not Copy, Duplicate, or Distribute - 20
Summary
• Enhanced IP telephony services are next step in market
• Market and technology shifts favor outsourcing
• Hosted PBX offers enterprises better services with cost savings
• Solutions commercially deployed and available today
For more information:
Scott Wharton+1-240-364 5107
[email protected] www.broadsoft.com