business voip migration strategies...– managed ip pbx ! represented 37% of all business voip...
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® Adtran, Inc. 2009 All rights reserved
Chris Thompson Senior Product Manager
Business VoIP Migration Strategies
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Agenda
� ADTRAN Overview � State of the Business Voice & UC Market � Preparing for the transition of Business Voice and UC
– SIP trunking � Addressing today’s needs while preparing for the future
– Hosted voice and UC services � Leveraging equipment and expertise across multiple service
offerings � Ensuring the right feature set in your edge equipment � Handling deployment challenges � Managing mobile UC users
� Summary and Conclusions
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ADTRAN at a Glance
� Broad Portfolio of Solutions – More than 1,700 products
� 2011 Revenues - $717 million – Carrier Division - $569 million – Enterprise Division - $148 million
� Strong Financials – Over 25 years of continuous profitability
� 2,100 Employees � Global Presence
– Headquartered in Huntsville, AL – Development centers:
– Greifswald, Germany – Ottawa, Canada – Phoenix, AZ – Mountain View, CA – Boston, MA – Hyderabad, India
ADTRAN Headquarters, Huntsville, AL NASDAQ: ADTN
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The Right Place
ADTRAN
Innovations have yielded over 700 patents / pending
applications
High concentration of engineers
Strong work ethic Strong engineering
focus Innovative
High level of education
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Market Trends: Premises vs. Hosted Solutions
� So how is the traditional premises-based PBX/KTS market performing versus hosted?
• In 2011, hosted VoIP/UC services added 917K seats in the 1 – 100 user space. That ‘s up from 131K seats in 2010!
• In the same year, premises-based systems added/sold 4.2M lines in the 1-100 user space.
� Hosted solutions are not just a service provider play anymore � Many traditional PBX equipment vendors are working to develop
and deploy their own cloud-based offerings in an effort to respond to the threat creeping into their reseller base � Microsoft Office 365, AvayaLive, Shortel/M5, Mitel AnyWare, etc . . .
Sources:
• Infonetics Enterprise Unified Communications, VoIP, and TDM Equipment Q1/12 • Infonetics VoIP and Unified Communications Services and Subscribers Market Share and Forecasts, March 2012
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Market Trends: Cloud and Managed Services
– SMB Cloud Services � U.S. market grew 25% to $15.1B in 2011 � Worldwide market expected to grow to
$68B by 2014. – Hosted VoIP & UC services
� Represented 29% of all business VoIP services in 2011
� Expected to grow to $10.5B by 2016 – Managed IP PBX
� Represented 37% of all business VoIP services in 2011
� 16-20% of all new IP PBX lines are managed
� Expected to grow to $11.5B by 2016
� Growing industry demand for managed, hosted & cloud services
Sources: • Parrallels SMB Cloud Insights Report, February 2012 • Infonetics VoIP and Unified Communications Services and Subscribers Market Share and Forecasts, March 2012
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Market Trends: Cloud Services Security
� IDC recently reported that SMB spending for network and data security will grow to $5.6B in three years. o SMB adoption of Cloud Services and Unified Communications will help
to drive this.
� One area typically ignored by small businesses is the security of evolving VoIP networks
� Service providers have spent millions protecting their voice networks while enterprises, particularly smaller ones, have largely ignored it.
� Voice security threats include: o Toll Fraud/service theft o VoIP DoS o Eavesdropping o SPAM over Internet Telephony o Identity theft / VoIP Phishing
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So how should you prepare in this transitional environment?
Lewis Carroll, Alice In Wonderland
One day Alice came to a fork in the road and saw a Cheshire cat in a tree. “Which road do I take?” she asked. “Where do you want to go?” was his response. “I don't know”, Alice answered. “Then”, said the cat, “it doesn't matter.”
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IP Integrated Access to SIP trunking Transition
• One third of businesses are using SIP trunks but it only represented 47% of voice trunk capacity.
• 42% said that they would be using SIP trunks by 2014
• Limitations of existing equipment and existing service contracts were keeping some businesses from switching
Source: Infonetics, “VoIP and UC Services and Subscribers with Service Provider Scorecard (2012 Edition)”
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2009 2010 2011 2012 2013 2014 2015 2016
Rev
enue
(US
Bill
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$)
IP Integrated Access SIP Trunking
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IP PBX
Session Border Control at the Edge
� Enterprise SBC’s become mandatory – Redundancy and failover – Troubleshooting tools – Signaling/media interworking
– Voice quality and SLA monitoring – Service provider and enterprise
security
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Cloud Communications Accelerating
• Hosted VoIP and UC accounted for 29% of business VoIP services in 2011
• Growing number of options with PBX/UC vendors getting into mix
• Growing deployments with larger enterprises
Source: Infonetics, “VoIP and UC Services and Subscribers with Service Provider Scorecard (2012 Edition)”
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$1.00
$2.00
$3.00
$4.00
$5.00
$6.00
2009 2010 2011 2012 2013 2014 2015 2016
Rev
enue
(US
Bill
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North American Hosted PBX Revenue
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Hurdles for Hosted Service Offerings
� Choosing the right equipment: � Migration from trunking solutions to hosted � Managed IP PBX vs. Hosted? Why choose when you can
easily offer both!
� Overcoming customer cabling challenges � Dealing with the wired AND THE WIRELESS networks
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IP Integrated Access to Hosted Voice Migration
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IP Endpoint and CPE Choices
� Choosing the correct equipment can: Ø Ease transition headaches Ø Reduce truck rolls Ø Lower support and training costs Ø Decrease installation times Ø Reduce the amount of money spent on inventory Ø Improve customer satisfaction and loyalty
� Managed IP PBX and Hosted VoIP Ø Choose and deploy IP phones that work equally well in both Cloud-
based Voice and Managed IP PBX scenarios Ø Deploy CPE that can act as a premises-based IP PBX fed with a
SIP trunk or as a survivable gateway in Hosted Voice/UC offerings
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Hosted Voice Solution Deployment Concerns
� Wired Concerns: – Cabling - All copper cabling must be four-pair Category 5 quality or
higher--legacy voice-grade copper is unsuitable for Ethernet networking.
– Distance - Distance runs of copper cabling for both data and PoE applications are severely limited at only 100 m (328 ft). In order to span longer distances, the use of fiber, repeaters, and/or additional switches must be employed.
– Speed - It is possible to configure Ethernet circuits across Category 3 copper wiring. However, speeds must be limited to only 10 Mbps which is unusable for many applications.
� Wireless Concerns: – Deploying and managing a new wireless infrastructure – Scaling in an environment where the number of devices
is exploding!
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Wiring Issues: Today’s Solution . . . Pull Cable
� In general, to overcome wiring challenges today, customers must pay to have new cable runs installed.
� Costs: – $120 - $150 per drop of Cat5/6 Ethernet
� 100 ft. distances, sheet-rock, 10 ft. ceilings or less – $85 per 50 ft. longer than 100 ft. – Firestopping - $125.00 each – Core Drilling - $250.00 to $500.00 per drilling – Lift Rental – Could add additional $600.00 for lift plus multiple technicians
due to safety concerns
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Alternative Solution Requirements
� Must allow LAN Ethernet networks to be constructed across a variety of existing cable plant infrastructure – CAT5/6, CAT3, Legacy voice-grade copper
� Must allow data speeds conducive for today’s demanding applications
� Must extend both link connectivity and Power over Ethernet over distances significantly longer than 100m (328 feet)
� Must include all of the innovative features and tools found in today’s advanced Ethernet switches
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Typical ActivReach Ethernet Deployment
• The flexibility of the NV1535P allows for standard IEEE Ethernet speeds of 10/100/1000 over CAT5/CAT6 or speeds of 10/100 Mbps over legacy voice-grade copper with ActivReach
• Using ActivReach, end-points can be connected at distances up to 1200 ft
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3 ® Adtran, Inc. 2011 A rights reserved Proprietary and Confidential ADTRAN ©2011
The Workforce is Increasingly Mobile
Tablets have reached 11% penetration of the workforce
72% of companies have effective mobile workforce programs
45% of workers are now mobile
In 2011 smart phones and tablets outsold traditional laptops and PCs
20 4 ® Adtran, Inc. 2011 A rights reserved Proprietary and Confidential ADTRAN ©2011
Wireless LAN Momentum is Strong
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Tablets and Smartphones must be factored into your Hosted Voice and UC plans
Mobile Data Traffic Forecast
Tablets Change the Game • Wireless only devices – no wired
capability • Heavily video oriented –
exponential traffic increase • Impact in both public (mobile) and
enterprise (private) networks
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The Answer to the Wireless Problem can be found in Software Defined Networks
SDN Controller
Virtual Machine
The network of the future has a completely separate, software-based, virtualized control plane. This allows the physical devices to be optimized for data plane duties
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Example of Virtual Wireless Networking
Traditional Controller-Based Architecture
� Three planes exist at the centralized controller
� Not a scalable solution for 11n deployments because the controller limits the data throughput
Virtual Controller Architecture
• Eliminates the controller hardware • Moves control and mgmt to hypervisor • Moves the data plane to the AP
WLAN Controller Access Points Access Points Hypervisor
Management Plane
Control Plane
Data Plane
Physical / MAC Layer
Management Plane
Control Plane
Data Plane
Physical / MAC Layer
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The Implication is Far Reaching
� Service agility – Change the software to redefine
a service
� Cost effective scaling – Control plane can be scaled
independently of the data plane
� Higher reliability – Control plane interruption does
not affect the data plane
� Greater throughput – Data plane device optimized for
throughput
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Hosted Communications Solution Kits
� Metaswitch interoperable tested equipment from ADTRAN and Polycom targeting small, medium, and large deployments with:
� Zero Touch Provisioning � Scalability from small to large providing
the solution you need for meeting the differest size SMB customers
� Reliable access devices, world class phones, and robust communication services that are easy to provision and use
� For more information visit: www.adtran.com/metaswitch
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Summary & Conclusions
� Build a broad portfolio of Business Voice Services and give your customers a choice
� Allow a path for both you and your customers to easily migrate services
� Choose the right CPE – Ensure that you have the right feature set in your edge equipment – Leverage equipment and expertise across multiple service
offerings
� Be prepared to deal with deployment challenges in the wired network
� Take control of the wireless infrastructure and turn BYOD into a new revenue opportunity
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Question and Answers
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