European VoIP Summit 2017 // Vendor's Angle // Audio Codes // Broadsoft // Genband

European VoIP Summit 2017 - London

#EVSLDN17

Copyright Cavell Group 2

Modernisation Strategies of Business Voice Services

Iden Segev - Director of Business Development

#EVSLDN17

Modernization strategies of business voice services

AudioCodes

AudioCodes Proprietary & Confidential, do not copy, duplicate or distribute

more than

1 millionSBC Sessionsyearly deployments

Over

13,000 E-SBC shipments in the last 2 years

#2 market share

in VoIP GatewaysESBC

Over

10 millionVoIP GW PortsInstalled in the last 5 years

operating in

100+countries

22 Yearsof operations 650

Employees Worldwide

Leading Provider of Converged Business Voice Solutions

66 of top100

presence in

Service Providers

Unified CPE Unified CPE Unified CPE Unified CPE

PSTN Sunset - Voice Network Modernization

WAN and PSTN connectivity, Voice and Data services, Security, SurvivabilityIP Phones

SIP Trunking Hosted / Cloud UC and CC

Service / Cloud Provider

Peering Service/Cloud providers

Connectivity, Routing, Security, Voice Quality, Management

The Challenges

Ent 1Ent N

SMB 1

Access SBC

SMB 2 SMB 3

▪ SP landscape

▪ M&A, Fixed & Mobile, IMS & Non-IMS Services

▪ i.e. Mobile SP acquiring fixed SP

▪ Multitude of Access methods

▪ Various access methods & speeds

• Different CPE per access and service

• multiple CPEs are needed on customer premise

▪ Multitude of CPEs

▪ Each service needs to be tested with various solutions and vendors

▪ Multitude of customer sizes

▪ Different solutions for SMB, SME, Enterprise

▪ Multitude of Customer prem UC solutions

SIP Trunks, UCaaS, CC

CORE

Modernize Your Network - CPE

• Single CPE family supporting all access methods• Fiber, xDSL, PRI, 3G/4G, IP-VPN, Coax, FXS

• Single CPE for all B2B services - Data & Voice

• Small footprint, CPE HW can scale cost effectively

• SBC can be deployed anywhere• Depending on access network security

Ent 1 Ent N

FloatingLicense

SMB 1…N

ANY Hypervisor

Multi instance SBCs Multi-tenant SBC

Access SBC

CORE

EMS

Modernize Your Network - SBC

• Multiple E-SBC deployment models• Multi-tenant virtual hosted SBC• Dedicated virtual hosted SBC• On-Prem SBC – CPE or dedicated

• Same SBC anywhere, full feature parity• Standard Acceleration (SR-IOV, DPDK)• Efficient use of resources

• Flex licensing model (Fixed, Floating, OPEX)• no per-instance licenses

Create as many v-SBC instances as needed

• Runs on Multiple Hypervisors and Orchestrators• Open platform

Multi instance SBCsMulti-tenant SBC

Access SBC

CORE

Any Hypervisor

AnyHypervisor

International Sip Trunk resell

▪ Use Case:▪ Providing international SIP trunk service for local and multi-national customers requesting service WW

▪ Challenges:▪ Regulation, local presence & support, local infrastructure

▪ Solution:▪ Re-sell local service provider Sip Trunk service

▪ Cost effectively divide one large SIP Trunk between various customers in the region

▪ Offer inter-branch communications and LCR for intl. calls

▪ Business benefits:▪ Increase revenue while fighting competition

▪ Address global customers demand for “single bill”

▪ Keep control over your customer & traffic

▪ Easily add or switch local service providers

▪ Economy of scale w/multi tenancy


Move up the value stack to combat OTT solutionsDavid Noone – Sales Director

#EVSLDN17

©BroadSoft, Inc. Proprietary, Do Not Duplicate or Distribute.

Cloudy with a chance of

11

David NooneSales Director, EMEA

12

What your peers believe…..Future of Work survey – 2016 edition

12

▪69% view global IT

suppliers, as a key challenge that are becoming direct competitors

The Threat of OTT and “Digital Gorillas”

13

OTT % of Overall Market Revenue

Best case

Worst case

Source: Ovum; McKinsey analysis

2005 2011 2014 2018

Messaging

Fixed voice

Mobile voice

9 11

2

2416

5

40

25

7

60

50

25

Just parasites Mitigate cannibalization by bundling

OTT mainstream: all IP

Potential Decline in Revenue

14

A Strategy For

15

Develop a super slim, agile core

• Increase revenues up to 30%

• Reduce operating costs by 30-70%

Pursue adjacent markets

• Choose disruptive, yet natural up-sells

Focus on the customer journey

• What would an ideal journey look like?

Cloud: The Key To A Super Slim Core Lower CAPEX and risk exposure, allows more focus on sales

17

Cloud Transformation Is Underway

18

“The Early Bird Catches The Worm”

18

Typical Timeline

Seats lost via market-

windows missed and

added pricing pressure Lost Revenue

Rapid Launch

Lost Revenue = Months Delayed x Rev / Mo

Typical Sales Ramp

Accelerated Sales Ramp

1919

▪ 2016 estimates for cloud UC growth substantially higher than 2015

… especially in the large and medium enterprise segment.

▪ Respondents forecast cloud UC share of overall shipments at ~51% by 2020

2016

2016

2016

2015

2015

2015

What your peers believe…..Future of Work survey – 2016 edition

20








A Strategy For

Revenue Evolution is happening NOW !

Strategic services to overtake legacy revenue in just 2 years

Strategic Services: Cloud Computing, UC, Security, Mobility, Apps Management, Managed Network Services

Legacy Services: PSTN voice, mobile voice & data, leased lines

Source: Ovum

BroadSoft, Inc. Proprietary & Confidential, Do Not Copy, Duplicate or Distribute.

53%

Companies deploying UC to increase productivity

High

Opportunity

UCaaS Growth Rate

15.1B

24.9B

2015 2020

UC Delivers for Service Providers

23

Higher ARPU

• Higher acquisition ARPU

• Upsell of existing base

£7 £15

~ 50% increase

Basic cloud PBXUC

Lower Churn

• Significant, proven UC

churn impact

• Protects all seats and

revenue streams in UC

accounts - e.g. MPLS

Monthly

1%1.5-2%

33-50%Reduction

Source: BroadSoft internal data

24

Essential Requirement : Mobile IntegrationFuture of Work survey – 2016 edition

24

▪ By 2020, respondents expect mobile-only UC adoption to reach 41%, and

fixed-mobile convergence to reach 49%

▪ The responses imply that overall mobile UC will be adopted by about 90% of

the workforce

▪ 89% believe native mobile UC experience is important to end users

“Businesses will overwhelmingly select offers with high quality and easy to use mobile integration.”

25

93%

In the modern workplace use at least one collaboration app

Team Collaboration Growth Rate

??2.3B

New Market Category

2015 2020

High

Opportunity

26

The Next Frontier : Team WorkspacesFuture of Work survey – 2016 edition

26

▪ 95% consider Team Collaboration a strong opportunity for Service Providers

▪ 78% consider Team Collaboration as important or very important to end users

▪ 88% consider openness to other business applications important

“Businesses will choose UCaaS solutions with integrated and open team collaboration functionality.”

27

New Business Workspace Paradigm

A mobile-first communications hub

• Messaging and notifications

• Calling and meetings

• Team and project collaboration

• Information and applications

• Contextual intelligence and bots

CCaaS Growth Rate

4.7B14.7B

2015 2020

85%

View contact centers as a competitive

differentiator

High

Opportunity

CCaaS Has Huge Growth PotentialOnly 9% of the current installed base is cloud

29

9% 18%

Cloud

On-Premise

Businesses want their UC integrated with their contact center

Providers want to minimisecomplexity in their portfolio

Worldwide 2016

Worldwide 2021

30

Collaborative Contact CentreIncrease First Call Resolution – Improve Customer Satisfaction

Cloud Opens Up The <100 Agent Market

31

43%

20%

25%

12%

UK Contact Centre Size (# Agents per centre)

400+ 101-400 31-100 1-30

Source: MZA Consultants

New Revenue Potential

• 40% - 400% ARPU lift

• Growing demand

• Richer offer reduces churn

Typical Revenue Upsell*

£6+ £5+

UC

£10

£50+

TeamCollaboration

Contact Centre

Basic Hosted

* BroadSoft benchmarks, subject to market and packaging variability

BroadSoft, Inc. Proprietary & Confidential, Do Not Copy, Duplicate or Distribute.

33








A Strategy For

KNOW YOUR CUSTOMER’S JOURNEY

34

Need acknowledged, search begins

Be known Be desired Be the best Deliver excellence

Need definition, build vendor list

Vendor evaluation and selection

Relationship begins, continuous evaluation

Education, recommendations

Requirements list, vendor knowledge

Best match of solution to need

Need fulfilled, great support and trust

Action

Need

Goal

35

Consult

35

36

broadsoft.com/future-of-work-survey


Using Kandy PaaS to create a unique proposition

Ralph Page – Director, Global Strategic Solutions

#EVSLDN17

European VoIP SummitRalph Page - Strategic Solutions Director

Delivering a Unique PropositionUsing Genband’s Kandy PaaS to differentiate

GENBAND Confidential and Proprietary39

Market Disruption

The World’s Largest Hotel Accommodation Provider Owns No Real Estate

The World’s Largest Taxi Provider Owns No Taxis

The World’s Largest Retailer Owns No Inventory

Will You Help Your Customers To Humanise Their Apps?


You Need an Enabling Partner – Not Another Competitor

Microsoft in the Cloud

– Direct Competition

Cisco in the Cloud

– Direct CompetitionUCaaS, OTT & WebRTC

- New Cloud Players

Is Someone About To Eat Your Lunch?

41 GENBAND Confidential and Proprietary

RAPID Service Creation

What Service Providers Need to Do to Remain Competitive?

End User Service

Revenue

Opportunity

Buyer

Perceived

Value

1. Innovation

2. Customer Experience

3. Agility

BuyerPerceived

CommodityHigherARPU

Three Tenets of Success


SERVICES

ACCESS

CARRIER GRADEFOUNDATION

WRAPPERS

FULL SERVICE APPS

ABSTRACTION LAYER

CO

NSU

MP

TIO

NEN

AB

LEM

ENT

REA

T TI

ME

CO

MM

S.

PLA

TFO

RM

SIM

PLI

CIT

YC

OM

PLE

XIT

Y

Is What’s Needed To Address This Opportunity

ORCHESTRATION


Let’s Demonstrate How a Service Provider Can

Be Disruptive with Kandyin the Enterprise Market


Step 1. Let’s Hook Up: “Webify Your Sip Trunk”

Your Network

Our Cloud or Yours

Business Users Residential Users

App. ServerIMS TAS

Overlay SaaS Services

SIPTrunk

PSTN IP Network


Step 2. What Enterprise Market Segment? What Market Vertical?

SEGMENT VERTICAL

Insurance

Retail

Real Estate

Hospitality

Government

Healthcare

Education

Travel

Banking &

Financial

SOHO/Micro Business(<10 employees)

Small Business(<100 employees)

Medium Business(<1000 employees)

Large Enterprise & Verticals(>1000 employees)


SMB Example: How To Enable Smyth Jewelers?

• Small Enterprise

• 75% of Sales via the web, 25% via phone call & word of mouth

• Ambitions of growing into a nation-wide provider of diamond rings

• Immediate Goals:• Cater to the Millennials• Contextual Communications• Grow web sales


Step 3. Pick Your Kandy : Mix and Match RTC Services


Insert a Piece of Kandy into Smyth Jewelers

Let’s Demo How Easy This Is To Implement

49 GENBAND Confidential and Proprietary49

Our Cloud – Your Term’s


Customer Engagement

• Contextual real-time communication between employees on cloud sales & services application.

• Sales agents can communicate with a colleague or manager right within the CRM application.

• Sales agents can share a CallMe web link with their customers, partners or external contacts by email and these can call (voice/video) agents by clicking this web link and launching the call.


RTC Client for Salesforce.com

Features include

• Inbound call look up with screen pop

• Log call activity automatically in customer contact page

• Invite customers to a scheduled video call (via link in email)

• Quick add contact

• Quick memo adds

• Multiple call management

• Basic call control

• Call log integration


Kandy Truck Roll

52

Immersive Technical Support Solution

Your Virtual Truck Roll! – Reduces Resolution Times and Actual Truck Rolls!


Telemedicine

Suicide Prevention Through Real Time Communications

• Instant human intervention through real-time communication for chronically depressed individuals

• Faster response saves more lives!

Value Proposition


Kandy - Live Technical Support

Frankfurt

Machines are not working

1

Hamburg

Video is stored in the trouble ticket system for future reference

Solution using Smart Glasses: • The Hotline can solve minor issues via remote video call through Smart Glasses• A video documenting the issue is stored in the trouble ticketing system

2

Smart Glasses are given to the Customer

3

Solution from H-PBX provider +


ManufacturingAugmented Reality Assistance

• Augmented Reality (AR) headset combined with Kandy RTC capabilities

• AR set overlays help to locate pieces during assembly or in warehouse

• User can talk to expert who can guide user through the steps to complete specialized task

• Expert sees what worker sees and can indicate components to replace, items to verify and push diagrams or other content to worker


Insurance – Virtual ClaimsImmediate Claim Processing

• Embedded Real Time Communications into Insurance Mobile App

• Allows user to report damages live via video• Share location, photos and videos with agent• All media stored on agent’s side and added to

customer claim and fileSave

XX


Provisioning, Admin, User Portal

Collaboration

NEW CLIENT EXPERIENCES

Mobility Cloud PBXSIP Trunking

SIP Trunking

PaaS

Smart Office UC Clients

Smart Office

IOS/Android AppsSIP Phones

CloudPBX

VoiceMail

CallRecording

AudioConferencing

BusinessDirectory

AutomatedAttendant

CloudFax

InstantMessaging

Presence VideoConferencing

CallGrabber

Collaboration ContactCentre

Kandy Business Solutions A Complete Cloud Solution for Microbusiness to Enterprise


58Summary

• Kandy is a cloud-based platform for embedding real-time communications into customers business flows and work experience

• Services are created using APIs, platform-specific SDKs, website plugins and pre-built applications –easy steps for a web developer

• You can build communications services that complement your existing product

• Kandy integrates with your provisioning, billing, management, network application servers – you can keep control

• Kandy doesn’t replace your service, or you as the service provider, it is a platform to enable new services or deliver existing services in new ways

• Kandy Business Services (formally known as Nuvia) is a White-label, multi-tenant, carrier-grade, UCaaS solution


• Scott SomenthalChannel Sales Director, EMEATel: 01628 450922 Email: [email protected]

• Tristin TitinchiUK Cloud Sales, EMEATel: 01628 450913 Email: [email protected]

• Ralph PageBusiness Development Director, EMEATel: 01628 451066 Email: [email protected]

For further information please contact:

Come and see us at our stand and let us show you how we can help you deliver a unique proposition

mailto:[email protected]



Thank You

Technology

European VoIP Summit 2017 // Vendor's Angle // Audio Codes // Broadsoft // Genband