Beyond Gateways! What s New from AudioCodes
Agenda AudioCodes introduction Lync Solution Use Cases MobilityPLUS SIP Phone Support (SPS) SmartTAP Call Recording Solution Management Select Device Overview 360 Life Cycle Service New Channel Program
AudioCodes: A Brief Intro Market leader in VoIP Technology and Products Deployed in over 100 countries in service providers broadband, mobile & enterprise networks Strong brand for quality & performance Global partner to leading telecom players including Alcatel-Lucent, Genesys, Avaya, Broadsoft, Microsoft, Nortel, and NSN Primary go-to-market model prior to 2009 OEM AudioCodes market model changing to a direct model, focusing on ESBC and gateway markets. Global distribution network 18 years of operations, Public since 1999 (AUDC)
AudioCodes Market Leadership Low Density Market Share Q4 2010 Mid Density Market Share Q4 2010 GENBAND 8% Dialogic 22% Others 16% Cisco 8% AudioCodes 46% Huawei 5% Metaswitch 10% Others 16% GENBAND 20% AudioCodes 37% Cisco 12% Ranked #1 in VoIP chips (1997-2000) Ranked #1 in VoIP communications blades (1998-2006) Ranked #1 in VoIP Medium Density & Low Density media gateways (2008-2010) Focused on Enterprise Voice Source: Infonetics, 4Q10 SP VoIP Equipment & Subscribers
Enterprise Voice It s what we do Over 250 engineers all focused on Voice Technology Voice is not a Data afterthought, we are innovators in the space The Enterprise/SMB has a different scale and feature set from the Core Network Broad Scaling From a few lines to thousands of sessions All running on the same technology single code base Comprehensive Functional Suite Media Gateway, Session Border Controller, Mobility, Transcoding, Call Recording Available in a single Product Suite Extensive Inter-Operability Credentials Deployed by Tier 1 Providers around the Globe Key partnerships with Broadsoft, Avaya, Microsoft, Genesys, ALE, and others
Mediant Adds Unmatched Value to Lync 2010 Multi-functional Appliances Router, firewall, SBC, analog/digital MGW, SBA Microsoft Certification Broadest range of Lync certified products Survivable Branch Appliance (SBA) SBA runs on integrated server SIP Phone Support Turns almost any phone into a Lync user MobilityPLUS Adding managed mobility to Lync SmartTap Call Recording Mature, Passive, Lync integrated, RTA Voice Quality Monitoring Tool Session Experience Manager for SLA compliance Lync Brings High Definition Voice Get if from cost effective AudioCodes HD Phones Plus all the great Mediant MGW & SBC Features Survivability PSTN Networks Secured SIP Trunking Legacy TDM PBX Non certified IP PBX IP-PBX WAN SP PSTN TDM PSTN Lync TDM SIP E1/T1/BRI/FXO PSTN Trunks Trunks PBX SIP IP Phones Survivable Branch Appliance.. Legacy Fax & other Analog devices 3 rd party Analog SIP based Phone Support AudioCodes MobilityPLUS SmartTAP Recording solution Centralized Network Management SIP
Broad Scaling Options Features MediaPack 1xx Mediant 800 Mediant 1000 Mediant 2000 Mediant 3000 Mediant 8000 Office Communications Server 2007 R1/R2 (Gateway Type) Basic Basic Basic Basic-Hybrid Basic Basic-Hybrid Basic Basic Lync Server 2010 (Gateway Type) Filed Upgradable - Firmware upgrade Analog Device Enhanced SBA Enhanced SBA SPS Enhanced SBA SPS Enhanced Enhanced Microsoft Exchange Server 2007 & 2010 (Gateway Type) IP Gateway IP Gateway IP Gateway IP Gateway IP Gateway IP Gateway Max PSTN Channels 2/4/8/24 30 120 480 2,016 16,000 PSTN Interfaces FXS/FXO Up to 24 FXS or 8 FXO ports Up to: 1 E1/T1 4 BRI ports 12 FXS/FXO Mix of: 1-4 E1/T1 1-20 BRI 4-24 FXS/FXO 1-16 E1/T1 trunks Up to 63/84 E1/T1 trunks Up to 8xOC-3 (STM-1) ports, Up to 24xT3 (DS- 3) ports Up to 252 E1/T1/J1 trunks Modularity SBC / IP to IP Fixed configuration analog gateway N/A Fixed configuration gateway Full Modularity Full E-SBC Up to 24 concurrent Sessions Full E-SBC Up to 150 concurrent Sessions Fixed configuration digital gateway IP to IP Up to 240 concurrent Sessions Fixed configuration digital gateway Full E-SBC Up to 1000 concurrent Sessions Full Modularity B2BUA Transcoding Application
Use cases
Basic PSTN Connectivity Lync PC Clients Mediation Server Mediant 3000 Enhanced Gateway Lync SIP Phone Clients Headquarters Analog & Fax Lines PBX PSTN End Office or POP Enhanced Gateway provides connectivity to PSTN Digital (eg PRI) or Analog (eg FXO) Enhanced Gateway provides connectivity to Legacy PBX Provides connectivity to PSTN for both PBX and Lync Users Provides connectivity between Lync and PBX users Enhanced Gateway allows managed migration from PBX to Lync Supports Lync PBX co-existence and Soft cutover Active Directory look-up allows sophisticated Lync based routing
SIP Trunking Lync PC Clients Mediation Server Mediant 3000 Enhanced Gateway & SBC ITSP Lync SIP Phone Clients Headquarters Analog & Fax Lines PBX PSTN End Office or POP High Adoption Rates 220% Growth in 2010 AudioCodes Mediant Gateways Support Hybrid Operation Integrated PRI and SIP connectivity Common routing rules, Single OAM interface, Consistent operating characteristics Shift capacity from PRI to SIP in migrations SIP Trunks available to both PBX and Lync users Requires Integrated Session Border Controller Provides Security, SIP & Media Adaptation, Call Admission Control, and Voice Quality Mgmt
E911 Surcharge Basics State Tax - $0.25 per line per month County Tax - $0.50 per line per month 1000 lines x $0.75 per line per month $0.75 x 1 ELIN Number per month Total = $9 per Year Total = $9,000 per Year * * Typical scenario - Fees vary by state & county PSAP Database 919-991-0001 123 Main St, Metroplis 919-992-0002 123 Main St, Metroplis 919-991-999 123 Main St, Metroplis 191-555-5462 321 Smart St, Metropolis E911 ELIN Gateway Savings Mechanics ANI replaced with ELIN Number Transparent to PSAP Center ELIN Media Gateway remembers E911 call originator in case PSAP needs to call back Caller
ELIN Gateway for Lync 2010 ELIN = Emergency Location Identification Number Anused DN representing a location of a group of co-located other DNs Enables major reduction in per line E911 surcharges Ensures that Emergency calls from Branches are not tagged with the Data Center location Lync provides ELIN data in SIP INVITE for 911 calls SIP User Agent (Lync Client/Phone) obtains the ELIN number from the Lync Location Information Server (LIS) ELIN data placed in PIDF-LO (Presence Information Data Format Location Object) ELIN Gateway provides specialized call handling MGW recognizes 911 call and extracts ELIN data from INVITE MGW uses ELIN for ANI on call to PSAP MGW stores from header for each call for up to 60m to permit call backs If no ports are available, a nonemergency port will be preempted
Emergency Calling and E911 ELIN Gateways From Microsoft s technet website (http://technet.microsoft.com/en-us/lync/gg131938#tab=6) E-911 Service Providers and ELIN Gateways qualified for Lync Server 2010 Microsoft Lync supports two methods of placing E-911 calls: Using a qualified service dlivered via a SIP Trunk, and using a qualified gateway that provides ELIN capabilities. Both provide routing of emergency calls from Lync to the correct emergency dispatch center responsible for deploying emergency responders for the given client location. Enterprises can use E-911 Services or ELIN Gateways to provide location-aware emergency dialing support for both hard phones and soft phones. AudioCodes is the only Enhanced Gateway Provider that is also certified as an ELIN Gateway too!
Key AudioCodes E-SBC Advantages PSTN integration For Hybrid Environments PSTN is not going away! (Infonetics 2011 SIP Trunking Report) The data shows that, though respondents are adopting SIP trunking, it s not a 100% cutover businesses are using a combination of services. Even where SIP is being deployed, respondents expect almost two-thirds of their capacity to be SIP trunk-based 2 years from now Legacy PBXs & Phones, Local Class 5 connectivity, Number preservation, etc Survivability PSTN provides Fallback for when web connectivity interrupted Integrated SBA reduces Server costs. Low End Scalability About 70% of deployed E-SBCs 2010-2015 expect to be under 800 Sessions, Under 20% expected to be over 1800 Sessions (Infonetics 2011 SBC Report) Signal Processing Transcoding for lower SIP Trunking costs, Mobile Client connectivity, Network Peering (eg Skype), High Definition Audio (eg G.722 <-> AMR-WB) Also: Fax, RTP Redundancy, PLC, Gain Control, Acoustic Echo Cancellation, etc
AudioCodes SBA Microsoft Survivable Branch Appliance Ensures Lync functionality when Remote Remote Location is Isolated Plug-in CPU or standalone server Supported by AudioCodes (SBA) Rich Mediant Capability Set Enhanced Gateway functionality FXS for FAX and Legacy TDM phones PRI and FXO for PSTN and PBX connectivity Enterprise Session Border Controller w/ programmable SIP mediation and Media Transcoding PBX Analog & Fax Lines Mediant 1000 SBA & E-SBC Network Access Point Ethernet, T1 WAN, SHDSL, ADSL+, VDSL, and Cellular Data Firewall, Router, and NAT Optional integrated Application Server LAN Branch Office
AudioCodes in Lync 2010 Reference Topology Central Site DC Central site to SIP Trunking & PSTN Parent Domain Child Domain contoso.com CA / DNS Branch 1 Survivable Branch Appliance SBAs at Branch Offices for local connectivity Edge Server pool File share retail.contoso.com Exchange UM Server WAN PSTN Analog MGWs for legacy phones HTTP reverse proxy Director pool - MobilityPLUS - SPS A/V Conferencing pool Monitoring pool Back End Servers Front End pool Enterprise SBC / GW Branch 2 Survivable Branch Appliance SIP Trunk ITSP MobilityPLUS for mobile clients SIP Phone Support (SPS) for legacy handsets
4 7 PQRS * 1 2 A B C 4 5 G H I J K L 7 8 T U V P Q R S * 3 D E F 6 M N O 9 W X Y Z 0 # CISCO IP PHONE 7905 SERIES 4 7 PQRS * 1 2 A B C 4 5 G H I J K L 7 8 P Q R S T U V * 3 D E F 6 M N O 9 W X Y Z 0 # CISCO IP PHONE 7905 SERIES AudioCodes in Microsoft Exchange Online Architecture Contoso (Office 365 customer) PBX VoIP Gateway SBC Office 365 Services Voice (circuit-switched) Voice over IP Phones Fabrikam (Office 365 customer) Public IP Network Exchange Online UM Other Services IP PBX IP Phones SBC Similar Roles to Enterprise Branch PSTN connectivity via Enhanced Gateway SIP Trunking connectivity via SBC Survivability with SBA Legacy Phone support with SPS
MobilityPLUS
MobilityPLUS Mediant 1000 MobilityPLUS Server Bringing Lync UC to Mobile Users VoIP connectivity, utilizing Microsoft Lync Server Mobile to Mobile/Phone/PC client VoIP calls Allowing mobile VoIP communication with extended calling features Offers secured VoIP connectivity MobilityPLUS Mobile Client Provides Mobile VoIP access to roaming subscribers Simplifying the solution administration with mobile client management and automatic configuration Based on a certified Microsoft protocol interface Mobile Users MobilityPLUS Mobile Client 3G/LTE
SIP Phone Support (SPS)
SIP Phone Support (via UCMA) Powerful Sales Tool: Overcomes objection of what to do with existing IP Phone investment Microsoft OCS / Lync Pool External Server with SPS PSTN Inbound Routing Mediant 2000 with SPS Outbound Routing Mediant 1000 with SPS Voice Mail Routing IM, Presence Audio, Video, Conferencing, IVR SIP SIP SIP MP1xx MP2xx AudioCodes 300HD IP Phone 3 rd party IP Phone Analog Phone OC / Lync User C User B User A User D
SmartTAP Recording For Microsoft Lync
SmartTAP Recording for Microsoft LYNC Lync is One of today s Hottest New Technologies SmartTAP is one of the few solutions who can Record it Out of the Box In a Microsoft LYNC environment, SmartTAP deploys a software plug-in installed on the Front End Server as a trusted certified application. The SmartTAP server receives the signaling information over a secure connection and decrypts the SRTP data synchronously received from the mirror port of the network switch.
AudioCodes Solution Management
Gateway, E-SBC and SBA Monitoring SCOM AudioCodes offers a SCOM Plug-In to monitor the SBAs and Enhanced gateways through a single, familiar and easy to use interface - Microsoft centralized System Center Operations Manager Providing Gateway insights of health and performance information as well as alerts. (e.g. Power Supply, Number of Busy calls etc.)
Session Experience Manager For validating Centralized Quality Monitoring App Runs on EMS hardware Network Map Call Reports, Graphs, Alarms QoS, Active/Successful/Failed calls, Call history, etc.
Selected Device Overview
New Product: Mediant 850 MSBG The Mediant 850 MSBG is based on the incumbent Mediant 800 MSBG, but with the following added support: Dual WAN interface Dual E1/T1 spans 2 x USB interface ports RJ-45 serial connector Power Over Ethernet (PoE) per the 802.3at Wi-Fi, providing LAN 802.11n access point at 2.4 GHz 3Tx/3Rx
Mediant 4000 Best of the Old and the New State-of-the art AMC (MicroTCA) based platform Built from stable feature rich Mediant E-SBC code base Decoupling of DSPs (Transcoding) from CPU (SBC sessions) allows mission optimization. Speeds and Feeds 250-4000 Sessions Small 1U footprint 4 pairs of configurable 1+1 GigE Interfaces 4000 SIP Registrations Feature Highlights Strong DOS/DDOS and VoIP firewall protection Call Admission Control and Topology Hiding Encryption and Authentication Configurable SIP Header Adaptation Session capacity upgrades via software key AudioCodes Industry leading codec stable* Optional 3rd Party AMC CPU
Other Recent Developments: Survivable Branch Appliance V2 Virtualization allows other applications (eg SPS or SmartTap) to be co-resident with the SBA. UCMA Support MobilityPLUS Voice-enabled UCMA Client Click to Join for conference calls (2012 Q2) Others Software E-SBC: AUDC VoIPerfect on commercial CPUs Mediant 4000 E-SBC: 4000 Sessions on a 1U device Session Experience Manager: Comprehensive view of Voice Quality LAN redundancy on M1K & M800 Media: Acoustic Echo Control, SILK codec, RTP redundancy, FAX transcoding
360 Life Cycle Service For Microsoft Lync 2010
AudioCodes 360 Professional Service Offering Targeted for MSFT Channels and VSPs Utilizes the PDI services Framework Planning & Design Deploy & Installation Media Gateway E1/T1/BRI/FXO/FXS Planning Assessment High Level Design Migration Planning Detailed Design Staging plan Implementation Plan Implementation Quality Analysis Media GWs Configuration & Deployment VoIP Deployment and Acceptance PSTN and PBX telephony integration Installation Services Integration and migration between current & target voice infrastructures Optimization Period Support. Media Gateway Fault Analysis Post Sales Support Microsoft Unified Communications Design & Planning Enterprise PSTN PSTN Project Management
AudioCodes Lync References Microsoft Lync Case Studies Microsoft Lync Recorded Webinars Microsoft Lync Migration Strategies SBA Installation and Configuration SBA Upgrade and Recovery Process Lync System Voice Aspects Overview SIP Trunking with Microsoft Lync
AudioCodes North America Partner Program 2012 CONFIDENTIAL
A Compelling Opportunity The AudioCodes North America Partner Program presents a compelling opportunity for Value-Added Resellers to provide industry-leading Voice over IP communications products and expertise to companies of all sizes. Increase the size and scope of solutions Improve margins Further develop solution portfolios for Unified Communications, SIP Trunking and Contact Centers Increase customer satisfaction and maximize profitability. CONFIDENTIAL
Program Highlights A value-based program - The more value provided, the more lucrative the rewards - Value to Customers sales and technical expertise, proposing comprehensive AudioCodes product and services offerings, solution design, quoting, order processing and fulfillment - Value to AudioCodes joint business planning, opportunity sharing, investment in equipment for hands on experience and customer trials, greater autonomy throughout the sales process 3 program levels for the right fit Selective program, not oversubscribed - Maintains margins - Minimizes channel conflict AudioCodes commitment to the indirect channel model -We never take a deal direct! CONFIDENTIAL
North America Partner Program Levels Adept at 1+ AudioCodes Product Lines -1+ business practices align with AC -Invest in training -Deal Registration & Marketing Funds -Incentive for Application Sales Elite 1-2/Region Certified Nominated: 1-2 Per Region - -Business practices align w/ac direction -Sell full range of AC products incl. 3000 HA -Perform heavy lifting throughout sales cycle -Invest in AC training and equipment -Business plan & pipeline reviews -Receive high-touch support from AC -Deal Registration & Marketing Funds -Incentive for sales of AudioCodes applications -Volume Incentive Rebate and Priority Leads Registered CONFIDENTIAL
The Bottom Line for Elite Partners EXCLUSIVE: Volume Incentive Rebate EXCLUSIVE: Priority Leads Program Deal Registration Applications Sales Co-op Marketing Market Development Funds 6% on achieved quotas 6% off MSRP 3% off MSRP Shared costs 1.5% of Purchases
The Bottom Line for Certified Partners Deal Registration Application Sales Discount Co-op Marketing : Month 1-6 Market Development Funds: Month 7+ 6% off MSRP 3% off MSRP Shared costs 1.5% of Purchases CONFIDENTIAL
Enablement and Planning Sales tools Collateral White Papers Case Studies Price Lists Demo Gear Quote Tool (future) Marketing Website Presence Co-op Funds Market Development Funds Training Webinars On-line courses Equipment Classroom Courses Account Planning, Sales Engagement AudioCodes Regional Sales Team Support AC Executive Sponsor CONFIDENTIAL
Get Started Sign Up Business Plan Train & Equip Market Sell & Monitor Determine the Business Opportunity Complete a Business Plan with your RSD Complete Pre-Sales On-line Exam Introduce Marketing Leaders Identify current opportunities Determine the Right Program Level Elites and Certifieds Sign AudioCodes NDA Complete the AC Channel Partner Profile Elite Partners sign the VIR Program document Identify Training Gaps: Sales, Pre-sales, Postsales Purchase NFR Equipment Complete training requirements within 90 days Set up website presence for AudioCodes & viceversa Create a lead generation plan Determine sales engagement plan with your AC team Establish regular follow-up plan Monitor results against business plan Provide Staff with Partner Portal Access CONFIDENTIAL
CONFIDENTIAL Q/A