Diapositive 1 - William Mitchell · PPT file · Web viewTolly - Kevin Tolly. NetworkWorld - Larry Heddick and Steve Taylor, Dave Dix. CTLINK – Jim Burton. ... BT Spain. Victoria

for Business

Barry CastleJuly 2010

• Vordis (Consultant)– Lead Generation and Product Strategy

• Sintel - ITSP and Mobile Applications– Director Sales and Technology

(carrier/wholesale/gateways/VAS platforms)

• Samsung - Business Telephony – Head of Product Marketing/Director Bus.Dev.

(Avaya Partnership)• ShoreTel - UC

– VP Marketing/VP Bus.Dev• 3Com (Acquired by HP) - IPBX

– Director Product Mgt - Voice Solutions

PartnershipsiPBX/UC

IVR/Call Center

Video

GatewaysExperience

• Content - Author of ShoreTel’s Guide to Unified Communications• Voice Channel Development

– USA, UK, France, Spain

• UC Systems– ShoreTel - Channel education programme– MS-OCS distribution partner (Seminars 2008-2009)

• Conference Speaking Engagements– VON – head to head panel on Enterprise Telephony– IT Expo– Networld+Interop– Voicecon

• Partnerships: Avaya, Polycom, Contarra, Envox, WTL …• ETSI TIPHON – Marketing and QoS

Proof points

• Unified Communications

• Business Telephony – PBX/IPBX

• Channel and Partner Development

• Mobile Applications and IP Centrex

• Billing and Carrier Interconnect/SS7

• Security and Session Control

Sector Experience

• : Data to Voice Channel• : Transitioned Business

Telephony channel from TDM to IP– VoIP– Security: Firewall, IDS, MSBG

• : Launched channel – USA and Europe

Channel DevelopmentUSA, UK, France, Spain

Channel ManagementUSA, UK, France

• Marketing Communications• Product Management• Channel Development

• Channel Training• Systems Integration• Sales and Bus.Dev.

• Develop Partnerships– iPBX– Gateways– Handsets– SPs– Applications

• Marketing– Product Mgt: Feature Delivery– Messaging and Positioning– Channel programs

• Operational– Pre Sales (key accounts, RFPs etc..)– Post-sales support

• Content– Whitepapers– App notes– Customer Testimonial– Advertorial– Brochures

Opportunityand how I will contribute

Magic Quadrant for Unified Communications as a Service

1. (Free) Download– Requirements:

• Support Infrastructure• Marketing Expense• Stop letting SBCs block Skype

2. Reseller Channel– Requirements:

• Business Case - Margin incentive• Training/Commitment• Vendor Interoperability

3. ITSP– Requirements:

• Business Case – Special rates• GW or SoftSwitch Interoperability

• Call Shop– Requirements:

• Business Case – Special rates• Find a business services• GW / Asterisk Interoperability

Routes to Market

Sell 90% of business voice solutions

Sell Cheap rate service/phones etc..

Viral customer adoption

Pure margin play – business Federation will be of interest

Gateway/SBC

iPBX

OutPSTN

PSTN

PSTN

PSTNBenefits:• Save Money: Cheap-rate/Free Calls• Increase Efficiency: Collaboration• Improve visibility: Presence

staff/customers/suppliers• Connect to the largest UC

community on earth

Skype for SIPIPBX or TDM with a SIP gateway

Wholesale

IVR

SS7 GW

SoftSwitch

Billing

ConsumerBusiness

Media Resources

IP CentrexSignalling server (mobile)

CustomerPremises

Access

Call ControlApplications

ITSP Value Proposition

SBC

Talking Business Benefits

SKYPE PROFESSIONAL - Unified Communication that installs in minutes

SKYPIN – One number call routing

SKYPEOUT – Cheap rates for landlines and mobiles

MANAGER - With Skype Manager you create accounts, allocate credit , establish company-wide policies, track usage

WIFI - With Skype’s WiFi service you’re always connected avoiding expensive roaming charges

CONNECT – deliver benefits of Skype to your existing PBX

DIRECTORY – Promote your business to Skype’s 600 million subscribers

SKYPE BUTTONS AND SDK – Add click to call buttons to your web site or use the SDK to add Skype to your Apps3RD PARTY APPS – Check out one of the many 3rd party business applications for Skype (Call Center, Call recording …)

SERVICE AND SUPPORT – Skype certified resellers will help evaluate your needs, integrate your systems and train your employees

• Knows Unified Communications– And adjunct systems:

• Protocols, IVR/CC, billing, messaging, SBCs, video/H.264m, mobile apps

• Competes successfully against giants• Developed the channels and partnerships• A contributor and communicator• Credible, Knowledgeable, Experienced

• Will deliver results

Seasoned Business CommunicationsProfessional

for Business

Barry CastleJune 2010

Press/Analysts• TMC - Rich Tehrani• Tolly - Kevin Tolly• NetworkWorld - Larry Heddick and Steve Taylor, Dave Dix• CTLINK – Jim Burton• Network Computing• InformationWeek• NoJitter – Fred Knight, Alan Sulkin, Ed Mier• Techweb• CNET• Light Reading• Internet Telephony• Comms Business – Miles Bossom• Comms Dealer – Nigel Sargent

Tradeshows• VON 06/09/2010 - 06/11/2010 DC

• Enterprise Connect (Voicecon) 28-FEB-11 to 03-MAR-11 Orlando

• Interop Tokyo, Mumbai, Las Vegas, New York

• CEBIT 01-MAR-11 to 05-MAR-11 Hannover06 to 10 October 2010 Istanbul

• CES 06 to 10 October 2010 Vegas

• Enterprise 2.0 8-11 November Santa Clara

• IT Expo 4-6 Oct 2010 Los Angeles

• UC Summit April, 2011 ? - la jolla CA

• Cloud Communications Summit 4 Oct 2010 Los Angeles

• UC Expo 9-10 March 2011 London

• COIP 8-10 March 2011 Paris

References• Jose Antonio Alfaro – CEO Vordis• Rodrigo Gonzalez Allegue – BT Spain• Victoria Hernandez – VP Telindus S. Europe• Ed Wadbrook – Senior Director Avaya UC• Bertrand Goldfarb – AudioCodes VP Sales Europe• Youcef Louadj – CTO Contarra Systems• Simon Pearson – Director Sales WTL (AudioCodes customer)• Bruce Pollendine – XConnect, Account Manager (EU)• Thierry Saudereau – Logica, Account Manager (FR)• David Garwood – Westcon Product Manager• Peter Hammett – GM Sintel and Board member ComputerLinks