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Battle Cards & Competitive Information 2009 EMEA Partner Conference

Battle Cards & Competitive Information 2009 EMEA Partner Conference. Christian Ehinmola Presales Engineer EMEA. Agenda - Sales Battle Cards - Structure , Contents, Layout, Location - Aspect Software - Background, Strengths, Cautions. Structure . Each Battle Card has:

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Battle Cards & Competitive Information 2009 EMEA Partner Conference

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  1. Battle Cards & Competitive Information 2009 EMEA Partner Conference Christian Ehinmola Presales Engineer EMEA

  2. Agenda • - Sales Battle Cards • - Structure, Contents, Layout, Location • - Aspect Software • - Background, Strengths, Cautions

  3. Structure • Each Battle Card has: • Company Profile • Alliances, Locations, Geography • Company Information • Product Overview • Primary Message • ININ Strengths • ININ Cautions • Resources

  4. Sales Battle Cards

  5. Battle Card: Nortel Nortel Software

  6. Battle Card: Aspect Aspect Software

  7. Aspect Software – Profile From the Aspect website: “Aspect provides software and consulting services that turn the potential of unified communications into real business results across the enterprise and in the contact center. Applying 35 years of insight and experience, Aspect helps two-thirds of the FORTUNE Global 100, as well as small and medium enterprises, power their business processes with communications.” Website focus has recently changed to more direct UC message as opposed to a product based approach.

  8. Aspect Products (1)

  9. Aspect Products (2)

  10. Aspect Products (3)

  11. Aspect Software – Our Strengths (1) • Has grown through a number of acquisitions and mergers • Overlapping functionality and markets, with different architectures and life cycles. • Unified IP is a mixture of a number of legacy point solutions • Contact Pro, Ensemble, EnsemblePro, Unison, Conversations, • For each module in Unified IP, a server is typically required • Forklift upgrades with no data migration (especially for Signature customers)

  12. Aspect Software – Our Strengths (2) • Reference Sites • EnsemblePro was renamed to Unified IP – to fit in the market space • “Forced” migration to Unified IP • Sales of Unison & Conversations has ended (Dec 2008) • “Like for Like” licence promotion has ended.

  13. Aspect Software – Our Cautions • Mature company, with well over 16 years presence • Close Microsoft relationship (OCS) • Aspect’s PerformanceEdge suite is robust and respected in the marketplace • Complete suite of products – mature vision • Large, loyal install base • Strong customer support infrastructure • Initial stability issues with Unified IP have been overcome

  14. Where do I find Battle Cards and other information ? • Contact your Territory Manager (TM) • Your TM has access & insight to Battle Cards • Your TM will know if pending updates are due • Battle Cards are in a secure area of the ‘Marketing Toolbox’ on the Portal where only ININ employees have access – contact your Territory Manager. • Other Competitive information and documents are available to your TM. • Ask your TM for Competitive Information on specific Competitors, competing products, etc. • The more detailed and specific your request, the better information you will receive.

  15. Inputs: Where does ININ CI come from? • Subscriptions to Research & Knowledge • Gartner • Telecom Tactics • Datamonitor • Yankee • Frost & Sullivan • Others • Competitor’s web sites, other internet content • Webinars, Seminars, Trade Shows, Newsletters • ININ Partners, Industry Contacts, Consultants • ININ employees, Industry Analysts • Sales & SE’s – critical – LAST ONE IN OFTEN KNOWS

  16. Top 10 Sales (America) CI requests for ~ 5/2008 – 12/2008

  17. Top 5 Sales (EMEA) CI requests for ~ 5/2008 – 1/2009

  18. Other Competitors from CI Requests • IPFX • Oracle • CCA (T@W) • Siemens • Alcatel • Altigen • AVST • Critical Links • NEC T-Metrics • Touchstar • UCN • Verint • Aastra • Aheeva • Bluestone • Calabrio • CallCopy • Cycos • EchoPass • e-Gain • Ensemble Pro • Televantage • Transera • Vocalcom • Zultys • …many more

  19. Pricing & Features • Pricing Comparison is difficult & changes frequently • Can be difficult to obtain & quickly outdated • Never an “apples-to-apples” comparison due to the solutions proposed • Prices vary by continent, region, currency, season, day, minute…. • Discounts, specials, services, etc. change overnight

  20. Features & Functions Matrix • Features/Functions matrix comparisons are difficult & changes made frequently • Who sets the attributes to compare? • How granular do we go? • As soon as we state competitor ‘X’ doesn’t do something, it changes • We are in the solutions business, not widgets or commodities.

  21. Assistance • Any competitive information which will help with the Sales Battle Cards. Examples: competitor’s quotes, diagrams, presentations, commentaries, etc should be sent to Rob Phillips (rob.phillips@inin.com) • Use the Sales Battle Cards with your Sales Teams. Obtain their feedback and suggested updates and send to Rob Phillips. • IMPORTANT: Help with the ‘Strengths’ and ‘Cautions’ sections on the Battle Cards (Silver Bullets) • Submit impact documents for the ‘Resources’ section

  22. Questions?

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