Beyond e-mail and collaboration: Unified communications as a hosted service Rurik Bradbury, Unison Technologies
Overview • What is unified communications (‘UC’)? • What is Unison? • How is UC better than e-mail and collaboration? • Is it popular? • Why host it? • What is involved in offering it? • To offer UC, what are your options? • Unison vs Microsoft • Unison’s partner program 2 Parallels – Optimized Computing. TM
What on earth is unified communications? • E-mail • Telephony Get all communications… – PBX, voicemail, unified telephone numbers • Instant messaging • Calendaring • Contacts • Free/busy status • Other stuff – Video conferencing? – Screensharing? 3 Parallels – Optimized Computing. TM …in one place
And what is Unison™? • Unison is a server and a client that work together – Unison Server™ runs on Linux – Unison Desktop™ runs on Windows/Linux • Like Exchange + Outlook, but much better… 4 Parallels – Optimized Computing. TM /1
What is Unison™? /2 With Unison Server, the Unison Desktop client gives users all communication in one desktop app: 5 Parallels – Optimized Computing. TM
How is UC better than e-mail/collaboration? – Makes a company “ 15% more productive” 8 – No more pointless pinging – No more abuse of communications media (think: mass emails with 20 people CC: ed) – No more juggling multiple apps and comms histories – No more being unable to find important bits of info – No more missing timesensitive messages 6 Parallels – Optimized Computing. TM 6 4 2 0 Without Unison company “ 1 hour per user per day” saved Source: Sage Research
Is UC popular? • Not yet common among SMBs • A majority of enterprises testing UC (per Microsoft) – SMBs will want it too – EVERYONE wants it when they see it • Hosted UC growth of 355% from 2007 -11 (per Radicati) – But just 45% for e-mail and collaboration • Fast approaching a ‘hockey stick’ upward curve: Today, we are here 7 Parallels – Optimized Computing. TM
So why ‘hosted’ UC? Reliability Fully managed Customer benefits Lower capital investment Flat costs after that Core business And also… telephony is now hostable! 8 Parallels – Optimized Computing. TM
Why host UC? Hoster benefits $10 per barrel seat Not a commodity Very fast-growing but little competition (unlike plain old e-mail and collaboration products) 9 Parallels – Optimized Computing. TM High revenues and margins Charge up to $50 per seat per month – margins up to 50% Very, very sticky A company’s entire communications are hosted with you
What is involved in offering hosted UC? Set up telephony Hook into your platform Buy turnkey Vo. IP service wholesale from a telco: Then you are ready to sell! Deploy UC servers Set them up in your own datacenter (SIP trunking) and others 10 Parallels – Optimized Computing. TM (eg Parallels)
To offer UC, what are your options? 4 major options available to hosters today: Solution Cost Complexity ‘Hostability’ Sales model Microsoft High Good Direct + partners High Not good Partners (for SMB sales) Cisco Very high High Poor Direct + partners Unison Low / free Low Good Partners only Exchange + OCS + PBX IBM Lotus 11 Parallels – Optimized Computing. TM
Unison vs Microsoft Key points for hosters to compare: Microsoft How difficult to set up Easy Hard Sales and marketing Little competition, anyone Well-known, but who sees it wants it commoditized and hard to get customers Licensing fees Either free (ad-supported) or less than $4 / mo More than $8 / mo $40 -50 for Unison $15 for Exchange + OCS Around 50% Less than 15% $20 profit $2. 25 profit per seat/mo Revenues/seat/mo Margins Your profit opportunity: 12 Parallels – Optimized Computing. TM
Unison vs Microsoft hosting – bottom line $20 in profit per seat per month (on $40 revenue) Microsoft Exchange + OCS Just $2. 25 in profit per seat per month (on $15 revenue) Revenues and profits for hosters (per seat/mo) $45 $40 $35 $30 Total revenues $25 Profits $20 $15 $10 $5 $0 Unison UC 13 Parallels – Optimized Computing. TM Microsoft Exchange and OCS
The Unison Partner Program • Join for free • Offer Unison as a hosted service • Volume discounts Learn more at unison. com/parallels Or e-mail us at partner@unison. com Thanks for your time! 14 Parallels – Optimized Computing. TM
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