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Stonevoice Business Positioning
1. The value of Unified Communications
Business Positioning
Riccardo Rolfo
Business Development Manager
rr@stonevoice.com
2. Company Overview
Stonevoice - The Value of Unified Communications - Confidential 2
3. Company background
ο Born in 2001
ο European
ο Multinational
ο Cisco TDP for Unified
Communications
ο Indirect Business model:
β’ Distribution is covered on 4
continents
β’ More than 100 partners and 500
resellers world wide
5. Business priorities and needs
Productivity
Collaboration Resources
Decision
Makers
Mobility Savings
Customer
Satisfaction
6. Customer relationship management
Offer the enterprise
the ability to reach its
customersβ¦
Skype integration
Reach the consumers with their tools
Distributed IVR
Managed centrally, local flexibility
Video
Prepare for new services
7. Globalisation: geographical coverage
The Company can give access
to its customers using new
services:
β’ Skype-in numbers
β’ Skype click to call button
10. Solutions Overview
Stonevoice - The Value of Unified Communications - Confidential 10
11. Overall Value of Unified Comms
Integrated Messaging
2001
Music on Hold
Phone directories and caller ID
Value proposition
IVR systems
Queuing systems
IP Fax Services
Billing & Accounting
Software MCU
Skype
Gateway
2010
VIDEO...
12. Stonevoice: smoothly connected to UC
The Stonevoice solution is based on a single
ο
PC/server connected to the IP network.
Completely
software based:
β’ No additional
cards are
required on the
PC or on the UC
β’ No costly
appliance, just
hw requirements
β’ It is simple to
install and
configure. There
is an embedded
evaluation for
Try&Buy
13. IP Fax Services
Stonevoice - The Value of Unified Communications - Confidential 13
14. Fax - overview
Fax is a concrete need for the company today
ο
β’ Administrative tasks
β’ Legal issues
Available solutions
ο
β’ Standard fax machine
β’ Fax Server
β’ Stonefax, the ultimate IP Fax Services
Stonevoice - The Value of Unified Communications - Confidential 14
15. Fax to the desktop
With Stonefax, fax becomes a service
ο
β’ As simple as an email
β’ Accessible anytime anywhere
β’ With less management costs
ο Toner replacement
ο Paper usage
ο Receipt archiving
Productivity Savings Mobility Productivity
Company Customer
Collaboration
Resources Satisfaction
Stonevoice - The Value of Unified Communications - Confidential 15
16. Employee efficiency guaranteed
Stonefax Traditional fax
Send the fax like an email Stop working
ο ο
or email attachment Print the document (waste of
ο
The receipt is automatically paper)
ο
sent to your email address, Walk to the printer
ο
while you work on sth else.
Get the fax number
ο
TIME line...
Walk to the fax machine
ο
Send the fax, provided that
ο
β’ It is working
β’ There is enough toner and paper
Wait for the fax to be sent
ο
Wait for the receipt (waste of
ο
paper)
Walk to the desk
ο
Resume working
ο
Stonevoice - The Value of Unified Communications - Confidential 16
17. Stonefax vs Traditional fax comparison
Stonefax Traditional Fax
1. Sending and receiving fax directly 1. Employees have to go to the fax
from the desktop, receiving the machine to send a fax, take the
receipt via email: Increase employee phone number, wait for the fax to go
productivity - optimise company through and for the receipt (waste of
resources; time);
2. Virtualised service, accessible 2. Physical machine, if you are working
anytime, anywhere; from home or travelling, you canβt
3. Fully integrated in the Cisco IPT and send faxes;
with the Office tools (any mail, word 3. No integration with IPT and with
processing). Simplicity; Office tools;
4. Virtually one fax per employee;
5. Just one network connection; 4. Fax service limited on the number
6. No toner, no paper, no maintenance; of fax machines;
7. Fax can be sent to a distribution list 5. One switch port per ATA-Fax;
(multiple receiver) and it possible to 6. The traditional fax needs toner, paper
schedule the sending; and maintenance;
8. It can be evaluated for 15days for free; 7. You can send only one fax at one time
9. Fax cover page is automatically (no multiple receiver, no scheduling)
included and personalised by the 8. ATA: no evaluation;
sender; 9. Fax cover page needs to be
10. For resellers and distributors, more manually included by the sender
revenue and more margin. 10. For resellers and distributors, less
revenue and less margin.
Stonevoice - The Value of Unified Communications - Confidential
18. Simplicity of deployment (I)
Integration with existing IT systems
ο
β’ Email server
ο Stonefax supports ANY email server (POP3, SMTP)
β’ Email client
ο Stonefax supports ANY email client
β’ Web Browser
ο Stonefax supports IE and Firefox
β’ Document formats
ο Stonefax recognises ANY format (word, pdf, excel, etc.)
β’ Printing options
ο Stonefax is seen as a network printer
18
19. Simplicity of deployment (II)
Integration with the phone system
ο
β’ Stonefax is IP Native
ο No specific voice boards to be purchased
β’ Stonefax integrates with all Cisco Telephony Devices
ο Voice gateways (can be used also with 3rd party phone systems)
ο Unified Communication Manager (any version)
ο Unified Communication Manager Express
ο Unified Communication 500
β’ Stonefax integrates with 3rd party media gateways
ο Innovaphone, Audiocodes, Vegastream, etc.
19
20. Stonefax standard architecture
SMTP/POP3
SMTP/POP3
Any Email Client
StoneFax
Any Mail Server
HTTP
Any Web Browser
T.38: Fax-relay over IP
Print
PST
N
Cisco Voice Gateway
Any Document
Stonevoice - The Value of Unified Communications - Confidential 20
21. Stonefax: features
Receiving a fax
ο
β’ Fax 2 web
β’ Fax 2 email
β’ Unique company or employee fax number (DID)
β’ Single user DDI for voice and fax (through IVR Manager)
Sending a fax
ο
β’ Web2fax, email2fax, print2fax
β’ Fax cover
β’ Transmission report
β’ Outgoing queue
β’ FoIP β toll bypass
β’ Fax call billing (through Billy Blues)
Stonevoice - The Value of Unified Communications - Confidential 21
22. Architecture: Send Fax (email)
Email client: New message
To: stonefax@abc.com (mailbox associated to Stonefax)
Subject: Recipientβs Fax number
Attachment: Document to send via fax
24. Architecture: Recv Fax (email)
Email client: New message arrived
From: stonefax@abc.com (mailbox associated to Stonefax)
Subject: New fax from ((<fax number>))
Attachment: Fax document received
Body: Details: timestamp, number of pages, file dimension
28. Stonefax β IVR Manager: fax detect
New!
Same DDI for
SMTP/POP3 voice and fax
IVR Manager:
pushes TCL
SMTP/POP3
Any Email scripts on the
Client Voice Gateway
Any Mail
Server
StoneFax
IVR Manager
HTTP
T.38: Fax-relay over IP
Any Web
Browser Over H.323
Print
βFor voice call
PSTN
Any please press 1, for
Document fax call press 2!β Cisco Voice
Gateway
29. Direct UCM integration with H.323
SMTP/POP3
SMTP/POP3
Any Email Client
StoneFax
Any Mail Server
HTTP
Cisco UCM
(4, 5 and 6)
Any Web Browser T.38: Fax-relay over IP
Over H.323
Print
PSTN
Any Document
Cisco Voice Gateway
Stonevoice - The Value of Unified Communications - Confidential 29
30. Whatβs new in Stonefax
Vertical scalability: 30 channels
ο
Clustering and redundancy
ο
MGCP support (with CCM4.2.3, 6.x)
ο
SIP support (with CCM6.x)
ο
Stonefax API β customer apps integration
ο
Today, Stonefax can embrace
enterprise level customers adding
value with the market lowest TCO
30
31. Direct UCM integration with MGCP
Supported CCM
SMTP/POP3
versions 4 (as of 4.2.3)
and 6.
SMTP/POP3
Any Email Client
StoneFax
Any Mail Server
H.323
HTTP
Cisco UCM
Any Web Browser T.38: Fax-relay over IP
Over MGCP MGCP
Print
PSTN
Any Document
Cisco Voice Gateway
Stonevoice - The Value of Unified Communications - Confidential 31
32. With Billy Blues: fax billing/reporting
Get reports on
SMTP/POP3
fax calls and
leverage your
invoice.
SMTP/POP3
Any Email Client
Billy Blues for
StoneFax
Any Mail Server billing &
Billy Blues
accounting
HTTP
Cisco UCM
Any Web Browser T.38: Fax-relay over IP
Print
PSTN
Any Document
Cisco Voice Gateway
Stonevoice - The Value of Unified Communications - Confidential 32
33. Licensing
Free 15 day evaluation (extendible) β try&buy
ο
ο Licensed on the number of ports
β’ Simultaneous incoming-outgoing fax calls
β’ Cost effective β it depends on the fax usage
β’ Independent of the number of users
Rule of thumb: 1 port every 20 users
ο
ο Up to 30 ports per server
Stonevoice - The Value of Unified Communications - Confidential 33
34. Practice quote configuration
Customer needs an IP Fax Server + maintenance for
β’
2 years. Its IPT network:
β’ Has 500 users (running CCM)
β’ Sending/receiving 1800 faxes total per day during
business hours
Using the rule of thumb:
β’
β’ Stonefax with 12 β 25 ports
β’ Hint: you can start with 12 and then upgrade if needed
(itβs just a license upgrade)
Using the more accurate information:
β’
β’ A fax takes on average 3-5 minutes to be sent
β’ 1800 faxes / 8 hours / (60/5)min = 20 ports
35. Stonefax: quote configuration - Practice
Product license:
β’
β’ SV-SFAX-IPC-20-M StoneFax for Cisco IP
Communications - 20 ports
Product maintenance:
β’
β’ 1 year embedded;
β’ 2nd year depending on the level of the product: 12
β’ Qty 1 of SV-SUP-12-1 Support Pack - 8x5xNBD - Level
12 - 1 year
36. The value of Stonefax
Stonefax: unique IP Fax server solution on the market
β’
β’ legacy fax machines donβt represent a fully integrated fax
solution into IPT
β’ fax servers donβt converge into IPT
β’ advanced features, simple to use
β’ seamless integration with any mail server
β’ cost effective: per-port licensing
β’ scalable with virtual clustering* & redundancy
*clustering is about increasing scalability by installing more than 1 Stonefax. Clustering
is not a default feature and can implemented by SV Professional Service Team (2 days of
remote activity), for more inquiries ask sales@stonevoice.com
37. Show it!!!
Donβt only talk about it... show it!
ο
ο Stonevoice offers specific tools:
β’ Flash demos
β’ Webex demos
β’ Real demos (through the NFR kit)
β’ Try&buy (through the free evaluation)
Stonevoice - The Value of Unified Communications - Confidential 37
38. Skype integration
Stonevoice - The Value of Unified Communications - Confidential 38
39. Skype integration: Market trend
SMB and Consumer
ο
markets: consumer tools
are directly inherited to
business
ο Large enterprises:
deliver services to
consumers with
consumer tools
40. Before Skystone
Skype, market leader
ο
for internet
telephony for
consumers providing
excellent quality at
no charge.
Public Switched
ο
Telephony Network,
for land lines and
mobile. Business
external phone calls
rely on PSTN
41. With Skystone: Convergence
Skystone bridges the
ο
Accessing the business IP PBX*
Skype world world with the
with open skype consumer
Standards world.
ο From their desk
phone, employees
can now call any
PSTN or mobile
phone AND all the
350 million Skype
registered users!
ο Communication
simplicity with
mobile busines
partners
ο Higher productivity
Stonevoice - The Value of Unified Communications - Confidential 41
42. Inheriting the Skype services
The click to call me
ο
button can be used
on any web site.
ο By clicking on it, the
Skype client pops up
and places a call.
ο Other skype
services:
β’ Skype-in numbers (for
geographical coverage)
β’ Skype-out (for placing
long distance calls at
very low cost)
All these services
ο
are now inherited
by the companies
deploying Skystone
Stonevoice - The Value of Unified Communications - Confidential 42
43. Skystone applicable scenarios
ο Improving communication (internal
and external)
β’ mobile workers
β’ tele-workers
ο Verticals:
β’ Call centers (use Skype-in β Skype-me
button)
β’ Contractors company (use Skype to
call the office for free and vice versa)
β’ Multi site, SMB companies:
international multi-site calls for free;
international calls at low cost (Skype-
out)
Stonevoice - The Value of Unified Communications - Confidential 43
44. Features
Outbound
ο
β’ Skype corporate directory (Speedy)
β’ Single number reach (call can be transfered to the
employee skype account out of the office)
β’ Channel selection (for leveraging skype-out credit)
Inbound
ο
β’ Click-2-call or Skype call -> ordinary call
ο Interactive Voice Response
ο Queuing
ο Unified Messaging
β’ DID, with SkystoneACD
Clustering and redundancy
ο
Stonevoice - The Value of Unified Communications - Confidential 44
45. Licensing
Free 15 day evaluation (extendible) β try&buy
ο
ο Licensed on the number of channels
β’ Simultaneous incoming-outgoing calls
β’ Cost effective β it depends on the Skype usage
β’ Independent of the number of users
Rule of thumb: 1 channel every 20 users
ο
ο Up to 16 channel per server or VM
ο 1st year of maintenance included
Stonevoice - The Value of Unified Communications - Confidential 45
46. Background: visual interaction
People remember...
ο
70%
20% 30%
of What They
of What They Hear of What They See
See and Hear
More than 60% of communication is non-verbal
ο
Stonevoice - The Value of Unified Communications - Confidential 46
47. Video challenges
Legacy video terminals have been
ο
available for years... BUT
And... What about business video
ο
communications with the external
world???
Stonevoice - The Value of Unified Communications - Confidential 47
48. Crossing the boundaries B2C
Video Unified Communications Skype video user
ANYWHERE
OFFICE
Video
Video Conferencing Terminal / Room
Stonevoice - The Value of Unified Communications - Confidential 48
49. Skystone and Meetnow Combination
Meetnow is a video conference bridge (software)
ο
able to interface with any standard video terminal
Video
Meetnow
The full solution offers a video conferencing
ο
service to ANY video Terminal (Skype, Cisco,
Tandberg, Polycom, Sony, etc.)
Stonevoice - The Value of Unified Communications - Confidential 49
50. Video call centers
The click to call me
ο
button can be used
on any web site.
ο By clicking on it, the
Video Skype client pops up
and places a call,
video enabled by
Skystone VIDEO.
ο The agent will use
the standard IP
Contact Center
Video solution.
ο All these services
were very complex
and extremely
costly to achieve!
Stonevoice - The Value of Unified Communications - Confidential 50
51. The future is now
High quality video enriches
ο
distant interaction and
collaboration
ο Existing technologies
provide telepresence and
videoconferencing
ο Skystone Video goes one
step further enabling
simple business video
communications
convergence to the
desktop
Stonevoice - The Value of Unified Communications - Confidential 51
52. Accounting and
Billing
Stonevoice - The Value of Unified Communications - Confidential 52
53. Accounting & Billing for the Enterprise
ο Billy Blueβs is an advisor for the company in order to monitor
and reduce the enterprise telephony traffic/cost
ο Effective cost management
represents today a competitive Cost analysis per extension
advantage for every company.
ο The management needs tools
able to actively control the
company, give warnings in case
of anomalies and providing
ready-to-use information.
ο Even the telecommunication services, that are nowadays
strongly growing, must be kept under control with the use of
quot;activequot; and easy to use solutions.
54. Professional advisor for the Enterprise
οFeatures:
β’ Reporting on incoming & outgoing calls
ο Company efficiency monitoring
ο Advanced reporting and statistics
β¦ Real-time, scheduled reports Efficiency analysis β inbound calls
β’ Alarms on specific events
β’ Multicarrier support
β’ Unlimited users & sites
β’ Evaluation available for 30 days
β’ Multicurrency
οUnique features:
β’ Support for CCM, CCME and UC500
(hibrid / distributed environments)
β’ Phone lock (on request)
55. Auto Attendant
Stonevoice - The Value of Unified Communications - Confidential 55
56. Distributed Auto-Attendant
Addressing:
ο
β’ Centralised management
β’ Distributed deployments (different welcome messages)
β’ No inter site bandwidth allocation (local scripts storage)
Web based
Centralised config
1.
2. Script push
3. Local delivery
Welcome to Stonevoice
Press 1 for sales, 2...
Stonevoice - The Value of Unified Communications - Confidential 56
57. Extra features
Local web administration page
ο
XML application for enabling a specific prompt
ο
from the ip phone
Scalability: hundreds of sites
ο
Plug&play (embedded scripts)
ο
Licensed on the number of sites
ο
Stonevoice - The Value of Unified Communications - Confidential 57
59. Speedy β caller ID
Easily manage the
ο
personal, department
and corporate contacts
ο See the name of the
person calling you if
belonging to the known
contacts...
ο Licensed per user
Better customer
service
Stonevoice - The Value of Unified Communications - Confidential 59
60. Wrapping up
Stonevoice - The Value of Unified Communications - Confidential 60
61. Seeing is Believing
Donβt just talk about it, SHOW IT!
Flash demos: user feeling
ο
ο Animations: concept and principles
ο Product embedded evaluation β supervised
ο Real demos
β’ Stonevoice
β’ Partners, through partner kit
Videos on YouTube
ο
ο Webex sessions & demos
ο Beta program for new features
ο Webex-like support
Stonevoice - The Value of Unified Communications - Confidential 61
62. Advantages of the solution
Reliable Web Cross
Software
solution Based Platform
Based
Single
Get More
Increase Company point of
from SV
Productivity Image interface
Stonevoice - The Value of Unified Communications - Confidential 62
63. Partner enablement:
Interacting with Stonevoiceβ¦
ο Pre-sales support
β’ Flash demos
β’ Real demos: NFR bundle and Cisco web site:
www.cisco.com/go/sib
β’ Webex sessions (live or recorded)
β’ Videos on youtube
ο Post-sales support
β’ Resellers / Partners can interact with Stonevoice support
via:
ο Email: support@stonevoice.com
ο Web: http://support.stonevoice.com
β¦ Support portal, with FAQβs, articles, release notes, etc.
64. Cisco Ecosystem for Unified Comms
Core
Stonevoice - The Value of Unified Communications - Confidential 64
65. Picking the low hanging fruits
Easy sales:
Try & buy on existing
UC customers
UC Projects Sold
STONEVOICE
Stonevoice - The Value of Unified Communications - Confidential 65
66. Be proactive
STONEVOICE
Include it in all quotes
Increase the attach rate
Smooth sales...
UC Projects Sold