How to sell OmniPCX Office Compact Edition December 2003.

How to sell OmniPCX Office Compact Edition

December 2003

August 2003 — 2 All rights reserved © 2003, Alcatel

Agenda

> Small enterprise market & Alcatel strategy

> How to sell OmniPCX Office Compact Edition?

> OmniPCX Office Compact Edition business cases• Business case n°1: small office• Business case n°2: medical cabinets, lawyers cabinets• Business case n°3: small agencies in large account

> OmniPCX Office Compact Edition sales tools


> Small enterprise market & Alcatel strategy• Small enterprise market• Small enterprise customers needs • Alcatel strategy & position on this market • OmniPCX Office Compact Edition positioning into the OmniPCX

Office range


0

1

5

20

100

500

Self-employed companies.43M

SoHo.49M

SMB.Smaller Biz. 12M

SMB3M

SMB, LE425K

LE53K

Small enterprise market(worldwide)

Number ofEmployeesPer Company Number of

CompaniesWorldwide.Total: 107M

Solutions

Custom,Projects

Packaging, Compact,2 Tiers Distribution

Installation required

Cash and carry

SMB.Mass Market SMB Mass Market

o Mono-site or small number of sites (average 1.2-1.3)o Companies from 5 to 200 employees. Sites 5 to 100+ userso Little or no technology background, no formal communication or IT department, no technology strategyo Owner is decision makero Business benefits, needs not always identified by customerso Simplicity, overall solution priceo Volume making channels. Distributors, small resellers. Operators

SMB Mid Marketo Main sites, Branch Offices, networking (average 4 sites)o Companies from 50 to 500 employees. Sites from 5 to 250 userso Technology background, ITC departmento Formal decision process with internal competences involvedo Integration in corporate environment, future safeo Applications , IP Networkingo Added-value channels, System integrators. Operators (added-value organization)

SMB.Mid Market


SMBMassMarket

SMBMidMarket

Alcatel SMB Offering : a unique portfolio for all segments

A1) Entry Voice• Basic Telephony• Price

B1) Advanced Voice• Advanced Telephony• VM, AA, ACD• Wireless, Mobility• CTI

C) Convergence. IP, Data, Internet, Applications• Advanced Telephony• AA, UMsg• Mobility, VoWLAN• CTI, XML• IP, LAN, Internet, Apps

D) Advanced Voice, Networking, CTI

• Advanced Telephony, Networking• VM, Umsg, IVR, Contact Center• Mobility, CTI

E) Advanced Voice, IP convergence, Networking, Applications

• Advanced Telephony, Networking• IP, Branch Offices• VM, Umsg, IVR, Contact Center• Mobility, VoWLAN, CTI, MM IP Applications

OmniPCX Enterprise IPOmniPCX Enterprise

OmniPCX OfficeBusiness, e-Business

OmniPCX Office Business

A2) B2)

OmniPCX OfficeBusiness Pack


Small Enterprise customers needs

> Efficiency• they need to stay competitive and ensure the minimum services

> Simplicity• the decision maker is the owner, he is focused on his core

business and no IT staff

> Cost saving• an enhanced telephony services with a minimum of staff


Alcatel strategy & position on this market

> Alcatel target: • small companies from 6 to 12 users• mono site & multi site (small agencies)• the owner is the decision maker, he is focused on his core

business• priority sectors: retail, services, bank, insurance, post office & real

estate

> Alcatel OmniPCX Office Compact Edition, ideal solution for this segment• wall-mounted cabinet, adapted form factor for this segment• advanced voice features• professional solution, with greeting, mobility and CTI• aggressive price positioning


OmniPCX Office Compact Edition positioning into the OmniPCX Office range

Company Size

Features

6 20 30 100 200

AdvancedVoice, IP, Voice Applications

Convergence,Voice, Data,Internet,Applications

OmniPCX Office Voice ApplianceOmniPCX

OfficeCompact Edition

OmniPCX Office e-Comm Appliance

6-12 optimization.Compact Edition.

> OmniPCX Office Compact Edition is a part of the OmniPCX Office family

•all the know-how in Voice communication

> OmniPCX Office Compact Edition is a part of the OmniPCX Office family

•all the know-how in Voice communication


> How to sell OmniPCX Office Compact Edition?• Solution overview• Commercial offer• Price positioning• Full process• Customers & distributors benefits• OXO CE and OXO Small benefits table


Solution overview(1/4)

Maximum configuration : 12D(2/8/4)

•4 x Multi-Reflexes 12 UA

•1 x UA 1 UA

•3 x IBS 20 DECT

•4 x Z 4 Z

Total 37 users

>A voice communication system

>For very small companies, from 6 to 12 employees with a maximum of 37 users

>A part of OmniPCX Office family, with all benefits of OmniPCX Office technology

>3 ISDN packages equipped with WM, CTI and mobility

>A voice communication system

>For very small companies, from 6 to 12 employees with a maximum of 37 users

>A part of OmniPCX Office family, with all benefits of OmniPCX Office technology

>3 ISDN packages equipped with WM, CTI and mobility


Solution overview(2/4): environment

Later on


Solution overview(3/4): full Reflexe terminals range support

First Easy Premium Advanced

Enablers

Mobile 100/200 Reflexe


Solution overview(4/4): ready for VOIP, smooth evolution

VOIP 4/8 channels daughter board (Q3/04)

allOXO CE VOIP

OXE « CE » in Branch Office

OXO rack

OXO CE + additional licenses

OXO CE max capacity :37 users

Evolution to

Additionnal licenses (see CE offer)Xmem64 if necessary

All + ELP process

Wall case

CPU-2

Mixte board

OXO software

Licenses Pack

Terminals

IBS

Applications

mixte 4/8/4 Max 4 Multi reflexe Max 20 DECT Mobiles Max 13 ReflexeMax 4 Analogue sets.

All (except mixt board in casee of exchange)

GD board for OXE in Branch Office

All except CPU and software

Rack S, M, ou L caseAdditionnal HW & Licenses

All except case

AddRe-useOXO CE Content


Commercial offer(1/2)

> Commercial release• in May 2004

> Geographical availability• European countries

> Simplified offer • Limited number of references, easy to find the right solution

– 3 packages, including HW and SW licenses– including voice mail, CTI & mobility– options: more voice mail, expansion, upgrade, back up…

• For first sales, you can quote and configure the package and the additional hardware but not the additional licenses

• For the add on, you can manage the additional hardware and software licenses


Commercial offer(2/2)

PACKAGED OFFER : first salePACKAGED OFFER : first sale

CPU Options :>Xmem64 (80’ MV and/or 2 add Lang. )

>AFU (Door-phone)

Power Back-up

>UPS-300 / 650 …

>Desktop battery charger (without batt.)

•4h/8h autonomy>7AH battery (x1= 4h)

Reflexe range>DECT Mobiles >DECT IBS >Multireflexe

…evolutive offer

Options: 1° sale>16 UA / 8Z Lic.>Mobility (20 x DECT Licenses)>2 ports/80’ VM (with Xmem64)>Remote VM Custo >DISA>4 x Welcome Msg>Personnal Assistant>2’ MOH>2 x Languages>ARS/LCR>3000 names directory>1000 NMC tickets >TAPI 2.0: 10 sessions & 25 supervisions>10 x PIMphony Basic

1 Licenses Pack

Cabinet:>Wall mounted>Ext. 12 V-DC Source>Int. DC/DC Convert. >2 x Slots (0 free slot)>Cabling cover>No fan nor battery

CPU-2 Generic: >No Hard Disk>port LAN>2 ports/20’ VM ISDN Mixt boards :>2T0/4UA/4Z or>2T0/8UA/4Z or>2T0/4UA/8Z

3 HW Packages>Automatic Attendant (standard messages )

>2 x add. Languages (with Xmem64)

>4 x add. Welcome Msg (with Xmem64)

>Tapi 2.0 (25 sessions & 50 supervisions)

>Pimphony Pro / Team x1 & x10

>ISVPN

>RAS 2 B channels

… evolutive offer

Additional Licenses


Price positionning: agressive WPL

CE versus S : WPL positionning

1 650 €

1 295 €

1 710 €

1 550 €

1 950 € 1 990 €2 060 €

2 120 €

3 286 €3 226 €3 156 €3 116 €

2 716 €

1 000 €

1 500 €

2 000 €

2 500 €

3 000 €

3 500 €

2/4/4 2/8/4 2/4/8 4/8/4 4/4/8

S WM+Lic. Equivalence

CE

S WM

-16%

-15% -14%

-52%

-47% -46%


Full process(1/5)

Unique European References

> 3 single references for 3 ISDN packages

• 3 x ISDN Voice Pack’s (3 capacity variants) including:– Cabinet / Power supply / Packing / CD

– CPU-2 loaded with licenses pack

– 1 mixte board (2T0/4UA/4Z or 2T0/8UA/4Z or 2T0/4UA/8Z)

• Identical package whatever the country of destination

• The country variant is charged at the time of the installation – Simplified PM5 Process

> 3 single references for 3 analogical packages

• mixed Cards APA: release 3.1 (Q3/04)


Full process(2/5)

Fast and easy quotation for customer

> ACTIS or Express Quote

• Selection of the CE offer > access to EC perimeter and choice of the items

– Configured Mode same as standard offer

• Edition of the quotation for the customer (xls file)

• Export of the order file towards distributor info system (csv) and eCom (ali)

> Paper catalogue

• CE Catalogue extract from eCom (pdf file)

> Ordering trough eCom

• ACTIS file import (purchase by unit)

• Direct keying on eCom (purchase by quantities or by unit)


Full process(3/5)

DELIVERY starting from finished product stock

> Stock fullfilment for the distributors: per quantities

• the Distributor orders quantities to renew its stock: (Systems + stations + HW options in direct keying on eCom)

• the quantities are preferably in modulo (pallet, regrouping cartons...)

• logistic Costs reduced for the distributor (only one delivery, invoicing)

• the items are delivered in D+5 exworks (transport time not included)

• the delivery to the customer in D+1 is possible from distributor stock

> Express Delivery to the Business Partner or the customer: per unit

• the Business Partner orders a customerconfiguration:(a System + terminals + HW options in direct entry on eCom)

• the items* are delivered in D+1 exworks (transport time not included)Note * the delivered additional items are not integrated in the system


Full process(4/5)

Easy additional licenses selling ans easy maintenance

> Additional licenses selling:• Order taking on eLP with CPU-ID (standard process) • local or remote loading of the new software key (standard

process)

> All maintenance articles are managed in catalogue• Empty Case • Marked cabling cover • External AC/DC 12 V power supply• DC/DC Converter (easy access) • Back panel (easy access)• Mixed boards • CPU-2 board:

– CPU exchange for maintenance – swap of license with CPU-ID (standard eLP process )


Full process(5/5)

Quotation

Paper catalogue

or

ACTIS orExpressQuote

Quotation

Paper catalogue

or

ACTIS orExpressQuote

Ordering

Direct keyingon e-buy

or

.ali File import on e-Buy

from ACTIS orExpressQuote

Ordering

Direct keyingon e-buy

or

.ali File import on e-Buy

from ACTIS orExpressQuote

Delivery

D+1 (Express) D+5 (Stock)

+

transportation

Delivery

D+1 (Express) D+5 (Stock)

+

transportation

Installation

Wizard or PM5

+

Country variantat

initialization

Installation

Wizard or PM5

+

Country variantat

initialization

Maintenance

Same process

as

OmniPCX Office

Maintenance

Same process

as

OmniPCX Office


Customers & distributors benefits

Customers needs

a design adapted to small office environment

Customers needs

a design adapted to small office environment

Compact Edition answer

wall mountedno fan

no visible cabling


wall mountedno fan

no visible cabling

Benefits

save spaceno noisy environment

for the staff nice design

Benefits

save spaceno noisy environment

for the staff nice design



Customers needs

a professional telephony services

with easy evolution

Customers needs

a professional telephony services

with easy evolution


(from OmniPCX Office)high performance in voice

high flexibility


(from OmniPCX Office)high performance in voice

high flexibility

Benefits

protect investment

offer the possibility to evolve towards

OmniPCX Office

Benefits

protect investment

offer the possibility to evolve towards

OmniPCX Office



Distributors needs

simple to order and to install

Distributors needs

simple to order and to install


only 3 packages

ready to sell(in quantities)1 complete solution

in a box

express delivery


only 3 packages

ready to sell(in quantities)1 complete solution

in a box

express delivery

Benefits

save time, energy & cost

leverage the existing OmniPCX Office investment

Benefits

save time, energy & cost

leverage the existing OmniPCX Office investment


OXO CE and OXO Small benefits table

16 VOIP channels with CO-CPU

Same, plus CO-CPU standard offer

Low cost VOIP Solution (4/8 channels daughter board in Q3/04)

Ready for VOIP No need to change CPU

Simple & quick.Stock mode or Express delivery.

Licenses pack covering 90% of customer needs .

Better margins for the distributor and better < 20 market penetration.

Competitive Price over 12 extensions.Value added platform.

Open Solution :1 free slot / scalable with M , L, XL racks

Cheeper Packaged Solution .Competetive offer in 20 ext. Segment.

Designed for office environment

Open , evolutive Rack form adapted to customer data environnement

Neat design, wall-mounted, clean cabling , silent

Configured at customer needs.

Actis tool & BTCO delivery.

Ordering in Direct keying on eCom . ACTIS for quotation.

Configured upon customer need.

More openess with the hard disk.Evolutive to internet & eBusiness.

More licenses in the package.Open to additionnal licenses

Small plusOXO SmallOXO CECE plus


> OmniPCX Office Compact Edition business cases• Business case n°1: small office• Business case n°2: medical cabinets, lawyers cabinets• Business case n°3: small agencies in large account


Business Case n°1: small office

Customers needs

professional services

fast evolution

adapted design

affordable price

Customers needs

professional services

fast evolution

adapted design

affordable price


embedded Voice Mail, CTI and mobility

high flexibility

native wall mounted format

good ratio quality/price


embedded Voice Mail, CTI and mobility

high flexibility

native wall mounted format



Business Case n°2 : medical cabinets, lawyers cabinets

Customers needs

professional welcome

vertical applications needs

bill the telephony expensesto lawyer’s client

affordable price

Customers needs

professional welcome

vertical applications needs

bill the telephony expensesto lawyer’s client

affordable price


rich call handling(e.g. boss&secretary)

CTI vertical applications

call metering and account code facilities



rich call handling(e.g. boss&secretary)

CTI vertical applications

call metering and account code facilities



Business Case n°3: small agencies in large account

Customers needs

centralized operator and optimized rerouting

centralized management

evolution toward VoIP

Customers needs

centralized operator and optimized rerouting

centralized management

evolution toward VoIP


a first level of networking upon ISDN(ISVPN)

the centralized management through the Alcatel 4760 application

VoIP in Q4/2004


a first level of networking upon ISDN(ISVPN)

the centralized management through the Alcatel 4760 application

VoIP in Q4/2004


OmniPCX Office Compact Edition sales tools

> New: Alcatel Half Year Launch Guide• availability: Jan 2004

> New: Alcatel OmniPCX Office Compact Edition brochure• availability: Jan 2004


Why OmniPCX Office Compact Edition?

For customers

> OXO CE is a professional voice advanced solution• Offering Voice, Data, embeded Voice Mail, CTI apps, integrated

DECT, VOIP evolution, management tools

> OXO CE is feature evolutive• Licenses add-on to open features or functions• Direct benefits from OXO range evolutions

> OXO CE is expandable• Up to 37 users• Xmem64 to expand functions

> OXO CE migration path towards OXO rack• Re-use CPU and mixte board• Re-use all terminals, licenses and applications

> OXO CE is future proofed• Ready for VOIP in next 3.1 version


Why OmniPCX Office Compact Edition?

For Business Partners> No investment need for the Business Partner

> OXO CE is 100% part of OXO family: • Same Hardware bricks• Same software and same evolutions• Same sales and installation trainings • Same management tools (PM5/Wizard), local, remote, centralized

(4760)• Same RSC offer, allowing added value services selling on installed

base OXO CE is feature evolutive• Licenses add-on to open features or functions• Direct benefits from OXO range evolutions

www.alcatel.com

How to sell OmniPCX Office Compact Edition December 2003.

Documents

omnipcx office family

omnipcx office range

small office business

small companies

market alcatel target

voice communication

ip networking o

sites o companies