Unified Communications as a Service (UCaaS) provides a suite of integrated services including IP telephony using desk phones and applications, presence and instant messaging, multimedia conferencing including audio, video and web, and collaboration through sharing of desktops, applications and documents. The top business drivers for adopting UCaaS are improving employee collaboration, efficiency and communications with customers. Forecasts show strong growth in the UCaaS market, especially among small to medium sized businesses who are drawn to its flexibility, pay-as-you-go model and ability to support mobile workforces. Positioning UCaaS focuses on its flexible cost model, choice of devices, comprehensive service level agreements and ability to manage communications securely without complex on-

1. Unified Communications as a Service
Paul Rodgerson
paul.rodgerson@talktalkbusiness.co.uk

2. The Technology
A Unified Communications Solution is a comprehensive suite of integrated
services typically including:
IP telephony
using:
•Desk phone
•Application
Presence
&
Instant
Messaging
Multimedia
conferencing:
•Audio
•Video
•Web
Collaboration
sharing of:
•Desktop
•Applications
•Documents
Definition of Collaboration…
According to the Oxford English Dictionary
“The act of working with someone to produce something”
or
“Traitorous cooperation with an enemy”

3. QUESTION
1

4. Your Business
Is UC as a Service part of your
product portfolio today?
1. Yes
2. No
3. Evaluating
4. Dismissed

5. The Technology
Forecasts:
companiesandmarkets.com
February 2013
25% Compound Annual Growth Rate

6. QUESTION
2

7. Your Business
What is the top business driver
for adopting UCaaS?
1. Reduce Costs
2. Collaboration
3. Customer
4. Efficiency

8. Key Business Drivers
Forecasts:
companiesandmarkets.com
February 2013
0%
10%
20%
30%
40%
50%
60%
Improve employee
collaboration
Improve employee
efficiency
Improve
communications with
customers
Create a more mobile
workforce
Legacy PBX
retirement or upgrade
technology to meet
business needs/stay
on par with peers
Top Business Drivers for Adopting Unified Communications
2012 2010Source:InformationWeek

9. Challenges to Adoption
Forecasts:
companiesandmarkets.com
February 2013
0%
5%
10%
15%
20%
25%
30%
35%
Deployments are
far too complex
Lack in-house
expertise
UC technology is
too expensive
Security concerns Reliability
concerns
Top Barriers to Adopting Unified Communications
2012 2010
Source:InformationWeek

10. The UCaaS Market
Factors Contributing to Growth
• Service Providers delivering Business Grade
Connectivity with Quality of Service
• Consumer style approach to non business
specific applications
• Single device strategy around Smart Phone
devices and Tablets.
Fastest Growth Segment - SMB
(5 – 100 users)
• Eliminate complexity associated with on-
premise
• Support for BYOD
• Increased mobility of workforce
• Pay-as-you-go model simplifies adoption
• Flexibility around Number Porting to SIP.
Source: IDG Research Services – Partner Selection Process
“The right Partner will offer a solution backed by extensive resources and telecom carrier heritage”
“Respondents are looking for One-Stop Shop, backed by extensive service level guarantees”.

11. QUESTION
3

12. Will the single device be the end for the
desk phone?
1. Definitely
2. Maybe
3. For some customers
4. Not for my Customers

13. QUESTION
4

14. Positioning UCaaS
What is the headline message when
positioning UCaaS?
1. Cost Model
2. Security
3. End to End SLA
4. Self Service

15. 7 Key Positioning Messages
• Flexible, Pay-as-you-Go model with predictable costs
• Self-Service configuration gives customer control
• Choice of end user device including an “APP” for
Smartphone and Tablet devices
• Engineered to meet comprehensive SLA
• Fully Managed on a Network designed for voice
• Secure, Resilient and Proven
• It Just Works!

16. The Opportunity
• Simple “Go to market” strategy
• Expand Portfolio without adding complexity
• Self-Service model avoids increased support overhead
• Cloud based services make customers very “sticky”
• OPEX model provides recurring revenues
• Add your own Service Wrap

17. THANK YOU
Paul Rodgerson
paul.rodgerson@talktalkbusiness.co.uk