Seven Responses to the
Cloud-Based Communications
RFP
E. Brent Kelly, Ph.D. KelCor, Inc.
March 2013
Cloud-Based UC Services RFP
This workshop starts with the simple question: If an enterprise wanted
to eliminate all or most of its premises‐based communications
equipment and deploy a fully loaded unified communications solution
from a hosted and managed cloud services provider, could it do so
today? If so, what would such an implementation look like? Who could
deliver it? And what would it cost?
The Cloud‐Based Communications Services RFP describes a
domestically headquartered company with two branch locations and a
number of mobile workers. This session presents solutions from
leading hosted unified communications providers covering each of the
major unified communications applications including presence, IM,
call control, audio/video/web conferencing, unified messaging, etc. It
also ascertains whether an organization, using these major players,
could craft a cost‐effective, secure, robust cloud‐based
Cloud-Based UC Services RFP
There will be a thorough review of the solutions proposed by those
responding to the RFP, and the analysis will include:
• Architecture
• Cost
• Feature/functionality/quality of service
• Migration path
• Manageability
• Business continuity and disaster recovery
• Level of risk (security, compliance, control/accountability)
About The instructor…
Dr.
E.
Brent
Kelly
Dr. E. Brent Kelly is Vice President and Principal Consultant at Constellation
Research, Inc. where he focuses on innovative and disruptive technologies in the
Future of Work, Technology Optimization and the New C‐Suite. These include
communications, social business, video, cloud services, mobility and the emerging
WebRTC enabling technologies.
He spent 11 years as a partner at Wainhouse Research where he ran the Unified
Communications Practice. Brent has a Ph.D. in engineering and serves as an elected
Session Outline
• Response Overview
• Panel 1 – Selling On Value vs. Selling On Price
• Verizon and NEC Solution Overviews
• Panel 2 – Onboarding Differences: Cloud and On-Premises
Break
• Thinking Phones and 8x8 Solution Overviews
• Panel 3 – The Cloud Buyer’s Bill of Rights
• Avaya and ShoreTel Sky Solution Overviews
• Panel 4 – Cloud Security and Uptime
• Siemens Solution Overview
• Comparison of Solutions and Pricing
1 2 3 4 5 6 7 8 9 10
Session Objectives
Differentiation
of
Cloud
‐
Based
UC
Offerings
Four
Excellent
Vendor
Panels
On
Key
Deployment
Issues
About This Session
IS
• An overview of the unified
collaboration as a service market. • An understanding of what is
driving the market.
• A review the seven providers who responded to the hosted or cloud‐ based RFP option
• A way to become acquainted with what is available in the market
IS
NOT
• Vendor or product recommendation
Is it possible to move your communications
to the cloud, and if so, what do leading
vendors offer?
Thanks to 4 RFP Respondent’s
Customers!! Independent Case Studies
End users wishing a copy of any case study may contact me at
Introducing the RFP and
The “Enterprise Connect Company”
Cloud‐Based UC&C
Services Provider
Internet PSTN
Headquarters 1750 Endpoints
Chicago Area
Home Workers
Remote Workers
Mobile Workers
What We Asked For:
Functionality
Number
of
Users
Telephony including Unified Messaging 2,000 Users
Contact Center 75 Agents UC Client: Presence, IM, User Profile, Click‐to‐ Communicate 2,000 Users Conferencing: Busy Hour Traffic: 200 Voice 133 Voice + App Sharing 67 Video + App Sharing 2,000 Users 500 Hosts Mobile Communications Smartphone and Softphone Clients 600 Sales and Service 525 Management and others Communication‐Enabled Business Apps 600 Staff, logistics, back office
Why Is This UC RFP Important?
Because we live in a cloud-based world!
“Our PBXs were, on average,
over 10 years old, and a massive
refresh would require a
tremendous cash investment.” “We expect to see a 30%
reduction in annual OPEX and
100% in CAPEX.” Susan Noel Director, Global
Communications IS Business
Management Sealed Air “I loved providing the users the
tools and flexibility that made them as productive as they could be.”
“The 8x8 help desk is like the ‘12thman’ on our IT staff… the
level of diagnostics they provide is something we have never had before.”
Ron Godine,
Director of IT TMW Systems
“It’s all around where you can
add value and where you can’t.
I’ve got enough to work on
without working on things that
don’t add value. A cloud‐based
voice system is a no brainer.” “It was easily a savings of
almost 50% … it also gave us
geo‐redundancy, a capability we
could not provide ourselves.” Richard Johnson,
Vice President, IT Hendrickson
“It seemed like the most logical
way to get affordable costs and
functionality. It would have
been prohibitively expensive to
put the PBX in the office” “When I did the analysis, the
payback was in the first year.
But, where the real potential is
not in the savings, but in the
ability to do more work. The
same recruiter has increased
her productivity significantly
because the telephone and
CRM systems are integrated
and they have organized their
work to be much more
productive. ” Jamie Schwartz,
President and COO Haley Stuart Group
Quotes from the My Own Independent
Case Studies
These case studies are available free to end users in the session. Send an email to [email protected]
Multitenant or Virtual Machines
Multitenant, In‐House Solution
Virtual, dedicated images based on Aura and Communication Manager
Virtual, dedicated images based on Univerge 3C; but multitenant unified messaging.
Multitenant, In‐House Solution
Virtual, dedicated OpenScape images but multitenant cloud‐based contact center Multitenant, In‐House Solution
Key Statistics – Seats, Capacity,
Availability
Largest Customer (seats) 1,200 100,000+ 4500+ 10,000+ 50,000+ 10,000+ 4,000
Solution Capacity (as bid) Unlimited 41,000 400,000
BHCC Unlimited 100,000 Unlimited 60,000
0 50 100 150 200 250 300
8x8 Avaya NEC ShoreTel Sky Siemens TPN Verizon
Number of
RFP Features
General Telephony Requirements Telephony System Features
Emergency Notification Additional Telephony Requirements
Call Center Paramaters General Unified Application Requirements
Presence Audio Conferenicng Specific Requirements
Total Function/Feature “Yes” Responses
295 total
Yes/No/Partial
$‐ $1,000,000
$2,000,000
$3,000,000
$4,000,000
$5,000,000
$6,000,000
$7,000,000
$8,000,000
8x8 Avaya NEC ShoreTel Sky Siemens TPN Verizon
