Spectralink – Migrating to Win in Enterprise Mobility

© 2015 Spectralink

Brad Hale, csp – Country Manager, Canada

David Soderholm – Product Manager

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Agenda

• Brief Overview– Markets– Avaya and Spectralink

• Migration Opportunities – $1Billion +– End of Life– Competitive Displacement

• Pivot:S, and DECT• Understanding technical migration • Next Steps

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Migrating to Win

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WorkSmart creates the perfect storm

• 2.5M+ workplace mobility handsets• Ascom, Vocera, Cisco• iPhones, Smartphones• EOL Avaya, Nortel • EOL Spectralink

• Reside primarily in healthcare, retail and manufacturing

• Changing selling motion means more $$

• Represents $5B opportunity 1+3=4

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850,000 Applications

$200-500K

Selling Productsto IT

Changing Selling Motion = Broader Wallet-share

Selling WorkSmart

$400-$1.5M

Nurse Call Text Msg.

Telemetry

RTLS Bar Code

DirectoryBYOD/Mobile Device Mgmt

Unified Workspace

Advisory Planning and Design

Managed Services and Support

Selling to LOB(Line Of Business)

Application Delivery

Communication and Collaboration

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Healthcare Retail Manufacturing

Markets

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Education Hospitality Public SpacesWHSG/Dist Enterprise

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So, what’s the scope of the opportunity?• Wireless Upgrade/Migration

• EOS/EOL, mobility at work, BYOD/Smartphones• “Scotty, More Power” – bandwidth, performance, functionality, reliability…

• Call Control (CSI) Upgrade/Forklift• Call Control migration to SIP Certification

• Access Point or Base Station (VIEW) Forklift• Access Point migration to newer APs, that are Certified (voice)• 900 MHz – DECT, 2.4 GHz – 1.9 DECT, older DECT to new DECT

• Workflow/Middleware (AIMS) Introduction/Enhancement• Can be reused, updated, or great opportunity to introduce the need/value

• Simplify Network – remove legacy ‘servers and gateways’• Engage with current line of business leaders• Happier customers, reduced/elimination of EOL concerns/issues• Larger upgrade/wallet share, for you, and your company

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Remind them of the TCO & ROI realized (or not)

Total Cost of Ownership Tool

Assumptions:

Planned Year 2 Expansion (%) 10%

Number of Handsets Added in Year 2 10

Total Number of Handsets at End of Year 2 (Year 1 + Year 2) 110

Industry Average Breakage for Smartphones 20%

Number of Handsets Expected to Replace Due to Breakage 20

Deductable for Replacement Handsets $200.00

Handset Costs 84 Series (MSRP) PIVOT (MSRP)Smartphones Cellular

Only (MSRP)Smartphones WiFi

Only (MSRP)

Handset and battery 8440 8741 300 300

Extended Life Battery N/A N/A $100.00 $100.00

Per Handset Cost $794.00 $1,004.00 $400.00 $400.00

Total Hardware Costs for 10 Handsets $7,940.00 $10,040.00 $4,000.00 $4,000.00

Cellular Monthly Service Fees (added in Year 2) 84 Series (MSRP) PIVOT (MSRP)Smartphones Cellular

Only (MSRP)Smartphones WiFi

Only (MSRP)Unlimited Data N/A N/A $105.00 N/A

Voice N/A N/A $20.00 N/ATaxes, Government Surcharges and Fees N/A N/A $12.50 N/A

Per Handset Total N/A N/A $137.50 N/ATotal Monthly costs for 10 Handsets N/A N/A $1,375.00 N/A

Annual Fees for added handsets $0.00 $0.00 $16,500.00 $0.00

TCO Calculations for Year 2 84 Series (MSRP) PIVOT (MSRP)Smartphones Cellular

Only (MSRP)Smartphones WiFi

Only (MSRP)Hardware $7,940.00 $10,040.00 $4,000.00 $4,000.00

Licensing and Software $0.00 $5,150.00 $150.00 $150.00Installation, Deployment and Professional Services $0.00 $0.00 $0.00 $0.00

Maintenance $6,600.00 $9,350.00 $13,186.80 $13,186.80Replacement Costs $0.00 $0.00 $4,000.00 $4,000.00

Cellular Monthly Fees N/A N/A $181,500.00 $0.00Year Two TCO $14,540.00 $24,540.00 $202,836.80 $21,336.80

TCO Calculations for Year 2 84 Series (MSRP) PIVOT (MSRP)Smartphones Cellular

Only (MSRP)Smartphones WiFi

Only (MSRP)

Hardware $7,940.00 $10,040.00 $4,000.00 $4,000.00

Licensing and Software $0.00 $5,150.00 $150.00 $150.00

Installation, Deployment and Professional Services $0.00 $0.00 $0.00 $0.00

Maintenance $6,600.00 $9,350.00 $13,186.80 $13,186.80

Replacement Costs $0.00 $0.00 $4,000.00 $4,000.00

Cellular Monthly Fees N/A N/A $181,500.00 $0.00

Year Two TCO $14,540.00 $24,540.00 $202,836.80 $21,336.80

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Sample Only

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EoS/EoL DECT

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Eos/EoL DECT (continued)

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EoS/EoL Wi-Fi 22xx series

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EoS/EoL Wi-Fi 36xx series

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© 2013 Spectralink Proprietary and Confidential

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EoS/EoL Wi-Fi 36xx series (continued)

Opportunity 1 – EOS/EOL Spectralink 80-/900MHz

900MHz Infrastructure

8020/8030

EOS 3/31/15 EOS 6/30/15 EOS TBD

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900MHz Handset

Est .5 Million Devices$250M+ Opportunity

Opportunity 1 – EOS/EOL, Avaya 61-/36-series

3641/36456120/6140

EOS 3/31/15Long Gone

3060 2210

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Another Est .5 Million$250M+ Opportunity

Opportunity 2 – The Competitive Wi-Fi Base

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Another Est 1.5 Million$750M+ Opportunity

Opportunity 3 – The Competitive DECT Base

Another Est 5 Million$2B+ Opportunity

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Product Review

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DECT or Wi-Fi?

DECT Wi-Fi

Secure, separate network Leverage the Wi-Fi Network

Messaging and alarms* Advanced applications*

Simpler, feature rich devices Choice of user interfaces

Easier to implement No gateways/servers required

Minimal management required Future app development

Desire for stand-alone, voice only Desire for 1 network to purchase, manage

Normally is infrastructure dependant, but also consider:

* Requires additional applications from third party vendors.

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900 MHz

Spectralink - Portfolio of Wireless Offerings

Pivot/8700 (Wi-Fi)

• 2.4/5 GHz• Enterprise-grade

Android™ based • Voice over Wi-Fi• Integrates with most

call servers and WLAN

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8400 (Wi-Fi)

• 2.4/5 GHz• Enterprise-grade• Voice over Wi-Fi• Integrates with most

call servers and WLAN

7000 (DECT)

• 1.8/1.9 GHz• Standards-Based DECT• Voice only • Analog or SIP Integration• Dedicated infrastructure

8440/8441 8452/8453

time has come

PIVOT 8741/8753

Spectralink Wi-Fi today – WorkSmart

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PIVOT:S 8742

PIVOT875322

QBC

QBC

PIVOT:S – Pure Excitement

PIVOT:S 8742

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Certified Interoperability – Going ‘All In’

AIMSVIEW Certified

CSI Certified

© 2015 SpectralinkSpectralink Best Practices

A Complete Ecosystem – Avaya Opportunity

• Connexall• Extension• spok• Cerner, Etc.• Leverage them

• Rauland• Austco• GE• Simplex Grinnell• Google Play• Etc.

• ROI, TCO

• Avaya• Aruba• Cisco• Meru• Ruckus, Etc.

• Use Certification and Best Practices Guides

Avaya Call ServerSpectralink XML and

Android Client Integration

802.11 a/b/g/n WLAN & WMM

Application Server

• Avaya Comm Mgr, Session Mgr• Avaya Comm Mgr, SES• IP Office 500V2• CS1K

• Use Certification Guides

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NO SVPRequired

NO OAIRequired

AIMS Certified

CSI Certified

VIEW Certified

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Google Play – Apps, Apps, Apps

Presence

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time has comeCo-opetition – see the competition differently

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PIVOT

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If you can’t beat ‘em…

(and you can)

time has comeCo-opetition – see the competition differently

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PIVOT

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If you can’t beat ‘em…

(and you can)

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• Can I mix legacy and new handsets?– Sometimes – depending on the age of the existing APs and handset versions– Older SVP solutions cannot be mixed with newer SIP handsets

• 80-Series (incl. Avaya) can run WMM, so can be mixed

– Contact your Spectralink Distributor, or Spectralink directly, for guidance

• Why do I need to ensure that my APs are VIEW certified?– So that Spectralink Voice Quality Prioritization will operate properly– Full support by Spectralink, and AP partner– High quality/best VoWi-Fi experience

• Your customers are constantly looking, and being approached– Now, more than ever, existing implementations are the best targets– They have drank the Kool-Aid and want ‘more’, when ‘more’ is available

• Both technically and line of business

Spectralink VoWi-Fi FAQs

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Spectralink DECT today

There is a range of Spectralink DECT servers and handsets to choose from - combine them to customize a solution that exactly matches

your wireless needs and requirements

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Certified Interoperability – Going ‘All In’

AIMSDECT Certified

CSI Certified

© 2015 SpectralinkSpectralink Best Practices

A Complete Ecosystem

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Life threatening alarmsService alarms

Alarm cleared

Customize up to 3 text lines for each alarm icon

Meeting Technical failure

Maintenance

General alarmPower failure

Fall

Man down General alarm

Emergency call Assistance needed

Technical failure

AIMS alarms in manufacturing

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• Can I mix legacy Kirk/Polycom and new Spectralink handsets?– Sometimes – depending on the age of the solution and handset versions– Many older solutions cannot be mixed with newer handsets, base stations, etc.

• Great upgrade opportunity – have realized their ROI and know their TCO

– What about with competitive DECT handsets and infrastructures?• Depends – many questions and considerations (more EMEA based)

– Contact your Spectralink Distributor, or Spectralink directly, for guidance

• Can I use DECT as a migration strategy from 900 MHz?– A strategy? Yes – but components, and integrations, are not related/are opposite

• Can (most likely) reuse some cabling components

– Forces Call Control migration

• Your customers are constantly looking, and being approached– Now, more than ever, existing implementations are the best targets– They have drank the Kool-Aid and want ‘more’, when ‘more’ is available

• Both technically and line of business

Spectralink DECT FAQs

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Upgrading existing 900 MHZ handsets

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Example of current 900 MHz network

Items in circle needto be replaced

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Migration path – 900 MHz to Wi-Fi

WLAN infrastructure in the circle is all new

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Migration path – DECT

DECT infrastructure in the circle is all new

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Upgrading existing Wi-Fi handsets

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Example of current Wi-Fi network

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Migration path #1 (no change to existing handsets)

• Keep current call control platform• Add SIP enablement platform/gateway (to support new handsets)

• Keep current network topology• Add new handsets (PIVOT and/or 8400) at your pace• Existing handsets and new handsets need to be on separate SSIDs on the APs

• Adding new handsets via parallel network with a separate SSID• APs must be capable of supporting different QoS setting on each band

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Migration path #2 (update existing handsets)

• Keep current call control platform• Add SIP enablement platform/gateway (to support new handsets)

• Can simplify network by removing SVP server if it is in use• Update and configure existing handset software so it supports WMM QoS• Add new handsets (PIVOT and/or 8400) at your pace

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• Interop between legacy PBX and SIP gateway is very specialized domain knowledge– SIP gateway vendor should provide this– Legacy PBX will need to be re-configured

• Some of the current call control functionality may not be supported by a SIP gateway– Needs to be part of the pre-sale exploration with the SIP gateway vendor

Things to be aware of when adding SIP gateway

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Migration path #3 (new call control w/SIP or 3rd P SIP)

• Update and configure existing handset software so it supports WMM QoS• Add new handsets (PIVOT and/or 8400) at your pace

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• Engage a Spectralink SA to help support the migration• Why do I need to ensure that my APs are VIEW certified?

– So that Spectralink Voice Quality Prioritization will operate properly– To enable the solution to be fully supported by Spectralink– To ensure that customers gets a high quality VoWi-Fi experience

• New PIVOT and 8400 handsets only support WMM QoS and SIP communication protocol

• SIP enablement platform (SIP Gateway) can be done multiple ways:– PBX vendors can provide this functionality via modules– 3rd party SIP gateway from vendors such as Audiocodes, or other Asterisk offerings

• Should be fully tested/certified (such as Audiocodes) before implementation

Other considerations and reminders

© 2015 Spectralink

CanadaBrad Hale (Country Manager)

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Central – South Marc Ciufolo (TAM)Jim Abbott (MAM)

SouthwestRalph Warren (TAM)Rob Stein (MAM)

NortheastJim Walsh (TAM)Dayton Kochersperger (MAM)

Pac MountainRalph Warren (Acting TAM)Rob Stein (MAM)

Central – North Elwood Ireland (TAM)Jim Abbott (MAM)

Mid-AtlanticMichael Lynch (TAM)Dayton Kochersperger (MAM)

Ohio ValleyElwood Ireland (Acting TAM)Dayton Kochersperger (MAM)

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Stephen Brown, Sr. Director, Sales – AmericasAlan Cassidy, Director, Healthcare Sales – USTricia Saunders, Sr. Manager, Global Partner Marketing – Americas Chue Vue, Channel Marketing Manager – Americas

NA DistributionMartin Del Monte

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NA Partner & Healthcare Sales Engagement Team

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NA Retail Sales Engagement Team

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East USJim Kander

Stephen Brown, Sr. Director, Sales – AmericasJim Kander, Director, Retail Sales – USTricia Saunders, Sr. Manager, Global Partner Marketing – Americas Chue Vue, Channel Marketing Manager – Americas

CanadaBrad Hale (Country Manager)

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NA Inside Sales Engagement Team

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East US & CanadaKeith Tatum

Central USCourtney Whedon

West US Dan Lambert

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Maintenance ServiceElexa Purtell

Stephen Brown, Sr. Director, Sales – AmericasTricia Saunders, Sr. Manager, Global Partner Marketing – Americas Chue Vue, Channel Marketing Manager – Americas

EMEA Partner Channel Engagement Team

• D/A/CH– Marlo Tietze (CAM)– Armin Dominick (MAM)

• UK– Craig Barras (CAM)– John Tobin (TAM)

• West– Maribel Ojeda Jiminéz (CAM)– Jerry Gopal (MAM)

• South– Maribel Ojeda Jiminéz (CAM)

• North– Heine Clausen (CAM)– Thomas Needergaard (MAM)

• VP Sales EMEA & APAC– Bo Jordansen

• Channel Director– Wilfried Schon

• Major Account Director– Thomas Needergaard

• Inside Sales– Karina Sørensen

• EMEA order management– Helle Kvium and Mette Hjort

• Marketing Manager– Ditte Beck

• Solution Architech– Jacob Lauritsen© 2015 Spectralink49

Next Steps? Proactive Engagement

The opportunity is a major UC, Applications, & Services play• Become sales certified through Partner Access – knowledge is power• ‘Socialize’ the latest and greatest – PIVOT:S – create a buzz

You have leaders in the mobility space as your partners• CSI, VIEW, and AIMS – certified Partners, for your success• Spectralink, along with our Distribution Partners

You have Spectralink who can help you close business• CAMs, TAMs, MAMs, SAs, and Partner Marketing• Talk up PIVOT:S

You have a significant installed base to go after• Register the deals you want to win, with us• Work with us to create a migration strategy that works for your customers

Engage Us• We are both Better together!

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Thank you for investing your time with us today

© 2015 Spectralink

This is only the beginning