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Alcatel-Lucent Confidential

IP Telephony – Unified Communications - Leveraging Gartner Magic Quadrants 2009 - Competition status: Cisco, Avaya Edition 02 – 2009/11/26 sales training webinar. Alcatel-Lucent Confidential. Agenda. Leverage analyst reports IP Telephony Unified Communications

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Alcatel-Lucent Confidential

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  1. IP Telephony – Unified Communications- Leveraging Gartner Magic Quadrants 2009- Competition status: Cisco, AvayaEdition 02 – 2009/11/26 sales training webinar Alcatel-Lucent Confidential

  2. Agenda • Leverage analyst reports • IP Telephony • Unified Communications • Leverage battlecards – Cisco (Alcatel-Lucent confidential) • Leverage battlecards – Avaya (Alcatel-Lucent confidential) • Find out more

  3. 1. Leverage analyst reports

  4. Leverage IP Telephony analysts reportsGartner Worldwide MQ Corporate Telephony – August 2009 • Gartner MQ reflect worldwide positions • Alcatel-Lucent #1 in EMEA WW EMEA EMEA Total PBX shares • Alcatel-Lucent: 17.4% • Siemens: 15.0% • Aastra: 13.8% • Avaya: 11.3% • Cisco: 8.6% More in speaker notes

  5. Alcatel-Lucent reinforces its leadership position in Gartner’s Magic Quadrant for Corporate Telephony – Worldwide – August 2009 Alcatel-Lucent YoY analysis on MQ leaders: Alcatel-Lucent strong gain in ability to execute = = Cisco and Avaya unchanged positions = 2008 leaders positions

  6. Quotes in Gartner Worldwide MQ Corporate Telephony – August 2009 • “Alcatel-Lucent's OmniPCX Enterprise (OXE) is a well-designed, highly scalable and commercially attractive platform for IP telephony. The SIP architecture supports a strong migration for multimedia, and helps with the dynamic enterprise strategy to bridge enterprise and carrier markets.” • Scalability (15k IP users / 100k in a network, 250 networks) to support centralization projects • Hybrid IP/TDM technology to leverage past investments • Lower TCO with embedded SIP controller and OV4760 SIP device management • Deployed with Alcatel-Lucent NGN carrier solutions • “Partnerships announced this year with HP and IBM are promising ventures for midsize and large organizations with requirements for UC that leverage Alcatel-Lucent's telephony base.” • “The vendor has a complementary portfolio of UC solutions, including creating packaging for IM and role-based requirements, as well as for a number of vertical markets.” • User profiles for OmniTouch 8400 Instant Communication Suite for Enterprise • Innovative UC wins in education, smart communities, finance, etc.

  7. Rating in CurrentAnalysis Enterprise PBX assessment Best in security/reliability Best in architecture/protocols “OmniPCX Enterprise is a market share leader throughout much of Europe. This lends the platform a considerable amount of credibility as the trusted platform for enterprise communications on an international basis.” “OmniPCX Enterprise is a highly secure IP telephony platform.” “In both centralized and distributed configurations, OmniPCX Enterprise offers complete feature transparency and local PSTN access to extend a full feature set” • September 2009

  8. Alcatel-Lucent reinforces its leadership position in Gartner’s Magic Quadrant for Unified Communications – September 2009 • “Alcatel-Lucent has a comprehensive UC solution portfolio, offering its own native functions in all areas, combined with integration options for a wide range of partners, for instance, for video or collaboration.” • “Alcatel-Lucent is well-represented in most regions of the globe, and has the ability to offer integrated solutions that span carrier and enterprise environments.” Alcatel-Lucent YoY analysis on MQ leaders: Alcatel-Lucent improves on vision (ICS) Avaya improves on vision, behind A-L Nortelleaves the leaders quadrant Cisco, IBM, Microsoft, Siemens unchanged =

  9. Alcatel-Lucent strong UC executionAlcatel-Lucent 2008 sales figures – made available to analysts # Users 2008 Growth vs. 2007 Installed base 665 k +40% UC users (Enterprise channels) 2.2 M 550-700 k +10% UC users(Carriers, OEM) 2.2-2.7 M Overall new users in 2008 1.2+ Million More in speaker notes

  10. 2. Leverage battlecards – Cisco

  11. Cisco Intercompany Media EngineTargets: B2B UC across the Internet • Complex proprietary p2p technology • April 2010 release limited to SIP trunks • High TCO: needs CUCM + ASA 78xx security appliances • Not compatible with other Cisco SBC or standard SBC • No QoS Product descriptionmentions 3 SP only UndefinedRoadmap item UndefinedRoadmap item UndefinedRoadmap item Avaya, Nortel, Microsoftsupport only Only SIP trunk support Cisco UCM Session Management Edition Targets: SIP aggregations for PBX, devices and applications • Limited high availability and scalability -> single point of failure • Not compatible with applications (including webex) • Only 3 SP tested (OmniPCX Enterprise: 40+) • Poor flexibility: monolithic architecture • High TCO: no centralized management with other CUCM clusters Cisco UC 8.0 April 2010New components

  12. CUCM 8.0 Proprietary enhancements New ISA codec from GIPS New APIs to… Cisco Policy engine Limited scalability 8 servers cluster for 30,000 users Weak inter-cluster service level New Service Advertisement Framework(directory number advertising between clusters) New free-seating feature Virtualization limited to Cisco hardware High TCO for management New “analysis manager”: a trace tool Full IP deployment / Survivability on Cisco routers only OmniPCX Enterprise 9.1 Standard-based ITU-T G722 wideband support CSTA, RSI + OmniTouch 8410 XML Scalability 1 server for 15,000 users Flexible support of distributed & centralized architecture Single image network for 100,000 users Full-featured networking for 250 networks BiCS virtualized on IBM, HP in 2010 Low TCO centralized management OmniVista 4760 scalability and embedded apps VitalSuite performance monitoring for network, communication servers, applications Hybrid flexible deployment, survivability whatever the network infrastructure Cisco UC 8.0 April 2010Enhanced components

  13. CUCM Business Edition 8.0 500 users / 20 sites No support of 99xx and 89xx Series Unified IP Phones 8900, 9900 Series Business video Wifi USB/Bluetooth BiCS 2.1 Embedded 1000 users / 32 sites All OmniPCX Enterprise, and ICS 6.0 endpoints are supported Free trial licenses Cisco UC 8.0 April 2010Enhanced components • old-looking ergonomics compared to large touchscreen slider phones • Wifi desktop phones : wireless network dimensioning issues • Bluetooth supported on IP Touch for 4 years • A very high list price is expected

  14. 3. Leverage battlecards – Avaya

  15. New Aura Session Manager • SIP trunk centralization, PBX routing • No support of applications, no services Legacy portfolio receives new brand High TCO UC solutions • Large number of components running on several OS and hardware No centralized management(limited to Session Manager) Discrepancy of mobility features depending on mobile clientPoor UC features when mobile High TCO clustering • No single image across CMs High TCO of SIP support • No embedded SIP server beyond 100 SIP users No clear blade center support SIP trunk with Cisco, Nortel High TCO of survivability for branch offices • Embedded survivability < 450 users • Additional server required otherwise Avaya Aura

  16. 4. Find out more

  17. Where to get more information • MLE sharepoint: • https://sps.eu.alcatel-lucent.com/sites/Enterprise.le_segment/MLE_Solutions/default.aspx • Battlecards aboutAastra, Agito, Avaya, Cisco, HP, Microsoft, Mitel, NEC, Nortel, Open source, Siemens • One-page reports with hot buttons + companion detailed reports • Actionable reports with product analysis

  18. Conclusion

  19. Conclusion • Alcatel-Lucent is # 1 Enterprise telephony in EMEA • Alcatel-Lucent • is recognized WW leader and improved its position • in Gartner Magic Quadrant for Corporate Telephony (Aug 2009) • in Gartner Magic Quadrant for Unified Communications (Sept 2009) • is in top 3 of Enterprise PBX assessment from Current Analysis • Sept 2009 • Actionable tools exists against competition • Analyst quotes and reports • Battlecards

  20. Contacts • For questions or inputs about IPT/UC product competitive watch • Competition watch: Jean-Claude Jacotin Jean-Claude.Jacotin@alcatel-lucent.com • IPT: Jean-François Rey, Jean-francois.rey@alcatel-lucent.com • UC: Gianvero Durly, Gianvero.durly@alcatel-lucent.com • For questions about how to use contents from analysts • Michael Lawrence, Analyst Relations - Enterprise • michael.lawrence@alcatel-lucent.com

  21. www.alcatel-lucent.com

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