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1
THE BRAINS OF THE NEW GLOBAL NETWORK
CLOUD PBX: USING MOBILITY APPLICATIONS TO
DIFFERENTIATE YOUR PRODUCT IN A CROWDED
MARKETPLACE
MTA CONFERENCE
Brian Gregory March 2015
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
Manager Market Development, Metaswitch
Technology/telecom consultant
Director of Product Management – large CLEC
Sprint – 10 years in marketing and product management
MBA, MS in Operations
BRIAN GREGORY BIO
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
OUR CUSTOMERS’ SUCCESS WITH METASWITCH BUSINESS SERVICES
>55% YoY Growth
O ur cus t om ers on
aver age g r ow i ng
t he i r HPBX l i nes
a t
… and More
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
2
WHEN ITS ON A BILLBOARD…
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…HOSTED UC HAS JUMPED THE SHARK
Differentiate in a crowded market?
Maintain & Grow Revenue and Loyalty?
Now, how do you?
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
PARTICULARLY WHEN YOUR CUSTOMER IS BECOMING…
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
3
THE MOBILE WORKFORCE
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
ISLANDS OF TECHNOLOGY - BAD
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Companies want mobility integrated
into the larger enterprise
HOW IMPORTANT ARE FEATURES PRE AND POST PURCHASE?
30% 70%
30% 70%
31% 69%
38% 62% Softphone
Auto Attendant
Call Center
Mobility and UC
Important to Purchase Decision Important to Our Company Today
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
4
None 30%
One Service 22%
Two Services 12%
Three or More Services
36%
PURCHASES OF MULTIPLE CLOUD SERVICES
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
80% of respondents are
likely to move some part
of their IT to the cloud
For larger businesses,
it’s more like 95%
Why?
Cost savings
Ease of management
Access to technology
MOVING TO THE CLOUD? YEAH…
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
Extremely likely 11%
Very likely 32%
Moderately likely 36%
Slightly likely 12%
Not likely at all 9%
POSITIONING THE INEVITABLE
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5
94%
83% 78% 78%
71%
6%
17% 22% 22%
29%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
1 to 4 5 to 19 20 to 49 50 to 99 100+
TDM IP
VOIP DEPLOYMENT BY COMPANY SIZE
Lots of market out there…
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
UC AND MOBILITY APPS
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
DEFINING UNIFIED COMMUNICATIONS
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6
Soft phone with PBX functions
Instant messaging with ‘presence’
Contact management/integration
Integration with Microsoft Outlook
Integrate with business applications
UNIFIED COMMUNICATIONS – KEY FEATURES
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
Make and receive calls over
mobile networks and Wi-Fi
Mid-call features such as transfer
and park
Seamlessly move calls to another
device
Instant messaging with presence
MOBILITY – KEY FEATURES
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
OTHER PRODUCT CONSIDERATIONS - BATTERY
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
Well engineered solution
8% 12% 18%
No app running registered on WiFi registered on 3G average drain
typical UDP app
7
Wi-Fi to Cellular call continuity
Important to maximize signal for voice quality
Codec also makes a difference
3G/4G TO WI-FI MOBILITY
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
BEST PRACTICES FOR YOUR
OFFER
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
THINK SIMPLE WITH YOUR OFFER
Sim
ple
for…
Sales to position
Sim
ple
for…
Customers to under-
stand
Sim
ple
for…
Operations to turn-up
and support
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
8
PACKAGING OVERVIEW
3 seat types – Basic, Standard, Premium
Phone is separate – can be leased or purchased
LD is included –minutes per seat aggregated
across the account
Non-recurring will be minimal – low barrier to entry
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
RECOMMENDED PACKAGING AND PRICING
Basic Seat
Standard Seat
Premium
Seat
Global Features (included in every
sale)
Includes: PBX Feature Set
Basic plus: • CommPortal
access
• Voicemail • Business Call
Manager
Standard plus: • UC and
Mobility
• Auto Attendant • Music on Hold
• Admin Portal
Target • Utility
applications
(lobby phone)
• end user configuration
• Knowledge worker
Pricing (MRC) $15 $25 $30 approximately
Long Distance Unlimited or large bucket of minutes
Voice Transport
Included (data access would still be required)
Phone Price $5-50 per month based on chosen phone with option to purchase
Non-recurring $30-50/seat (one-time)
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
Polycom VVX 300
Key Features: • 10 programmable buttons
• Monochrome display
• Speakerphone
Price: $150 or $5-8/mo.
EXAMPLE – PHONE OPTIONS PHONES – KEEP TO A MINIMUM
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
9
WHAT ARE YOU WILLING TO SPEND?
Wouldn't Pay Extra
$5 per month per mobile phone
$10 per month per mobile phone
$15 per month per mobile phone
$20 per month per mobile phone
Not interested
29%
21%
20%
17%
8%
5%
Wouldn't pay extra
$5 per month permobile phone
$10 per month permobile phone
$15 per month permobile phone
$20 per month permobile phone
Not interested
18%
11%
24%
26%
17%
3%
SMALL MID
2013 Metaswitch commissioned SMB Market Research
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
MARKETING EXAMPLE – ALASKA COMMUNICATIONS
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COMCAST APP – INCLUDED IN UC PACKAGE
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CONCLUSION
Metaswitch Networks | Proprietary and confidential | © 2015 | 8
Mobility/UC gives your customers have the tools to succeed
Keep competitors at bay – all deploying mobility as part of
their offers