How to sell OmniPCX Office Compact Edition December 2003 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 customers needs Alcatel strategy & position on this market OmniPCX Office Compact Edition positioning into the OmniPCX Office range Small enterprise market(worldwide) Number of Employees Per Company SMB Mid Market Main sites, Branch Offices, networking (average 4 sites) Companies from 50 to 500 employees. Sites from 5 to 250 users Technology background, ITC department Formal decision process with internal competences involved Integration in corporate environment, future safe Applications, IP Networking Added-value channels, System integrators. Operators (added-value organization) SMB. Mid Market 1 5 20 100 500 Self-employed companies. 12M SMB 3M SMB, LE 425K LE 53K Custom, Projects Number of Companies Worldwide. Total: 107M Solutions SMB.

Alcatel Omni. SMDR/CDR data format and connection settings. This data is being extracted with help of the. It may not applicable for other software titles.

Mass Market SMB Mass Market Mono-site or small number of sites (average ) Companies from 5 to 200 employees. Sites 5 to 100+ users Little or no technology background, no formal communication or IT department, no technology strategy Owner is decision maker Business benefits, needs not always identified by customers Simplicity, overall solution price Volume making channels. Distributors, small resellers.

Operators Installation required Cash and carry Packaging, Compact, 2 Tiers Distribution SMBs is divided into two segments: SMB Mass Market SMB Mid Market This segmentation between Mass Market and Mid Market reflects differences in the type of needs, in the organization and in the behavior, with is somehow in correlation with the size. SMB Mass Market covers companies that have only one site or a small number of sites.

At one location there are between 5 to 50 users. SMB Mass Market has little or no technology background, no formal communication or IT department, no technology strategy. Company owner is the decision maker. SMB Mass Market accepts to invest in solutions with clear business benefits. But needs not always identified by customers and there is the necessity to educate customers and channels about needs, solutions and business benefits. Price and Simplicity of a solution are key criteria for the SMB Mass Market (both end-customers and channels). Serial Number Fraps 3 5 99 Red there. SMB Mass Market is served by channels who make volumes.

Operators, especially in Europe, have a strong presence as a channel in that market. Distributors, with myriads of small resellers, round-the-corner small shops are acting in that segment. SMB Mid-Market are companies which generally are multi-site: main sites, Branch Offices, networking. Sites size scale from 5 to 500 users. SMB Mid-Market companies have technology background and ITC organization/department. There is a formal decision process with internal competences involved when analyzing communications solutions.

Integration in corporate environment, future safe solution are important criteria for the SMB Mid-Market. Applications (e.g. Contact Center) and IP are frequently required.

SMB Mid-Market is addressed by Added-value channels, System integrators, Operators (added-value organization). The basis of the offering is a generic product which is proposed to the customer together with services (integration, etc.). The difference between SMB Mid-Market and Large Enterprise market is that in the latter, there is a significant volume of customization and the overall price of the solution exceeds by far the individual prices of the products themselves.

The business in the LE segment is more handle in “project” mode with emphasis on the overall solution, opposed to SMB Mid-Market where solutions can be replicated over a significant number of customers and product price still accounts for a large part of what customer pays for. To make it short, split between SMB Mass Market, SMB Mid Market and Large Enterprises worldwide: SMB Mass Market: 15 millions companies. SMB Mid Market: 0.5 million companies Large Enterprises: 0.1 million companies.

Alcatel SMB Offering: a unique portfolio for all segments 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 SMB Mid Market OmniPCX Enterprise OmniPCX Enterprise IP 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 SMB Mass Market OmniPCX Office Business A2) B2) OmniPCX Office Business Pack OmniPCX Office Business, e-Business 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 They call and receive calls but to stay competitive and ensure the minimum services they need more.

The voice communication is the key priority, but including all the professional services to be able to offer an enhanced telephony welcome with a minimum of staff. Efficiency, simplicity and cost saving are the top 3 priorities for the companies below 20 users.

The Alcatel-Lucent Office Hotel/Hospitality Link Interface is a proprietary, IP-based protocol used for building a hospitality Property Management System (PMS). Built on the same protocol element as the well-known AHL for OmniPCX Enterprise, this interface enables Hospitality and Healthcare applications to benefit from all features of the OmniPCX Office Rich Communication Edition. In version R.50 and above, the new driver (called OLD, for Office Link Driver) adds call accounting functionality, which generates XML tickets.

The Alcatel-Lucent Telephone Application Programming Interface (TAPI) Server is a TAPI Telephony Service Provider (TSP) that enables TAPI applications to access the telephony services of the Alcatel-Lucent OmniPCX Office Rich Communication Edition system. Its client/server architecture enables support for a wide range of telephone sets, compatibility with all network architectures and fulfillment of all Computer Telephony Integration (CTI) needs, at low cost. Some Girls The Rolling Stones Rar. An SDK is available for integrating applications that benefit from OmniPCX Office telephony features.