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Aastra overview

Aastra overview. August 4, 2008 Pierre-Alexandre Fuhrmann. Aastra Technologies Limited. International Enterprise Communications Company Headquarters in Toronto, Ontario, Canada Toronto Stock Exchange (TSX: “AAH”). 1983 1992 1996 1996-1999 2000-2005.

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Aastra overview

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  1. Aastra overview August 4, 2008 Pierre-Alexandre Fuhrmann

  2. Aastra Technologies Limited • International Enterprise Communications Company • Headquarters in Toronto, Ontario, Canada • Toronto Stock Exchange (TSX: “AAH”)

  3. 1983 1992 1996 1996-1999 2000-2005 Engineering consulting – Aerospace & Defense Market Entered Telecom equipment Market – Consumer products Listing as a Public Company in Canada Organic Growth (from 3 Mio. € to 60 Mio. €) Growth through Acquisitions Corporate History

  4. Aastra Acquisitions

  5. Aastra : A Global Leader in Enterprise Communications 5 • Focused 100% in Enterprise Communications Business • Responsive and dynamic company • Stable Financially

  6. European Unified Communication marketAastra : a global leader Source: Canalys EMEA unified communications call control market Q4 2007 2003 : Aastraenters in the European Enterprise Comm. Business 2008 : Aastranew leader in Europe 6

  7. Aastra Value proposition • Alcatel • Cisco • Siemens • Nortel PROPRIETARY IP Communication Solutions OPEN IP Communication solutions 7

  8. Aastra: Customer Solution Centric OPEN IP Communication solutions Technological elements integrated for a Complete Solution • Innovations • Investment Protection • Time To Market

  9. Focused efforts on R&D through Centers of Excellence • With a focus on open standards, Aastra invests approx. 10 percent of revenue on R&D. • Global Centers of Excellence, where we focus our competence on: • Hybrid, IP and SIP-based call managers • Terminals • Contact centers • Hosted solutions • Platform independent applications • Mobility

  10. Professional IP terminals IP PBX and IP Telephony solutions IP Network access gateways Wireless solutions Large mission-critical contact centers Aastra product portfolio

  11. IP PBX Call Manager Open Source Microsoft IP end-points for Centrex Aastra: Complete Coverage • Aastra offers you complete Enterprise Communication Solutions :

  12. Appliances Servers Common terminals Common FMC solutions Common Applications Aastra: Natural Convergence Legacy Innovation Open Standards - SIP Ascotel Unified Communications MX-ONE Fixed-Mobile Convergence NeXspan Video Presence Opencom 12

  13. Aastra groupGlobal organisation Francis SHEN Charmain & Co CEO Legal HR Tony SHEN Co CEO Finance Region Unit Europe A Product organisations Region Unit Europe B Centre of Excellence Industrialization Americas Supply Chain Asia Pacific 13

  14. AASTRA France Tony SHENPresident Finance S. Terrades Bernard ETCHENAGUCIAGeneral Manager PA FUHRMANNDelegate General Manager Legal T. Garnier IS/IT L. Bizos Products & Solutions Pierre-Alexandre FUHRMANN HR S. Couvret Center of Excellence Large Enterprise Solutions Logistics C. Simon Distribution & Services Bernard ETCHENAGUCIA Country Sales Unit France 14

  15. French CSU Organization Bernard ETCHENAGUCIA Business Development X. Hottelart Sales Jean-Marc ODET Telesnap David Perrot Marketing Communication JD Garo Customer Services Michel CARDIET SPC Meeting - French CoE review 15

  16. French CSUSales Breakdown • Strategy • Grow in >500 with A5000 • Pursue development of Ascotel • New channels opportunities with SIP sets • Stabilize P12 sales in 2008 • 2008 Sales (Forecast)

  17. French CSU OrganizationSales • Sales management for • Aastra 5000 / NeXspan • Ascotel • SIP sets / SIP DECT • MD-Evolution & MX-ONE • Customer satisfaction management • Deliverables • Revenues • Customer satisfaction • Feedback fromfield (customerneeds & competitive info) Sales JM Odet 5 Sales Regions Direct Touch Channel Account Management 17

  18. French CSU OrganizationMarketing Communication • Multi-CoE Sales Marketing missions • End-usersneeds / Aastra solutions • Sales oriented marketing tools (verticals, incentive, newsletter …) • Sales support for otherCoE’sproducts • Marcom / Events taskssplittedinto the team • Communication included in Marketing to leverage marketing awareness • Animation of consultants community • Deliverables • Customer events : Roadshow, tradeshow • Business generation : incentive, leadgeneration • Sales support : training, assistance • Marketing tools (except A5000/Nexspan) • Marketing slides • Product Guide / Sales Guide / Ordering Guide • Marketing collaterals • Marketing awareness • Web content / Newsletter • Press relations • Goodies / Panels Marketing Comm JD Garo Communication/ Events French consultants Multi-CoE Marketing Support Other CoE Marketing Support French CoE Marketing Support 18

  19. French CSU OrganizationBusiness Development • Develop sales for new products • Open new channels • Sales support withdemonstration / mock-up • Deliverables • New business / contracts • Mock-up for tenders • Demonstrations / Trade-show assistance • Uptodate Briefing center Business Development X. Hottelart Business development Mock-up / demonstrations Briefing center 19

  20. French CSU OrganizationCustomer services • Training center for resellers / end-userscustomers (France + International Nexspanchannels) • Services to help resellers (audit, deployment, expertise…) • Customer project management (large accountproject assistance) • Level 2 support for NeXspan/A5000 & P12 portfolio for French channels • Deliverables • Training materials & training sessions • Services & Revenues associated • Channels interface for Level 2 Support • Project follow-up • Customers case resolution • Follow-up of certification commitment Customer services M. Cardiet Training Services Customer project management Level 2 Support 20

  21. One common global organisation Multi-country teams and deployment Team to coordinate international requests Global partners that handle global customers Aastra global sales strategy New and existing customers Aastra Direct Sales Resellers ChannelPartners & Distributors Carriers Indirect Sales System Integrators Aastra Local Coutnry Sales units Direct Touch

  22. French market sales strategy Mainly indirect sales (95% of business) Distribution through distributors (2-Tier) and resellers (1-Tier) : 150 integrators Certification to guarantee the level of service to end-customers Specific Partnership with EADS for Defense markets AASTRA 5% 10% Distributors 85% Direct Integrators OEM Resellers 5% 20% 65% 10% End-customers (SME/LME) 22

  23. Strong position on French market • Strong position with Alcatel • Growth opportunities in 2 segments • Below 10 extensions • Above 500 extensions Growthopportunitieswith new full IP solutions : A800 & A5000

  24. French CoE Organization Pierre-Alexandre FUHRMANN Dominique Poizat (Deputy) R&D Isabelle SAINT-GILLES Jean-Pierre TOULAT (deputy) Marketing Dominique POIZAT Professional Services Emmanuel Blanc CSU Sales Support PAF (Acting) Quality PAF (Acting) SPC Meeting - French CoE review 24

  25. French CoE OrganizationMarketing Marketing Dominique POIZAT Marketing Solutions L. Madelaine Marketing Operations JM Deny • Marketing Solutions • PLM • Marketing Support NeXspan/ A5000 • Pre-Sales NeXspan / A5000 • Marketing materials • Marketing operations • Pricing • Sales tools (tarif, eQuation..) • Certification • Services sales • International NPI 25

  26. French CoE OrganizationMarketing - Marketing solutions Marketing Dominique POIZAT Marketing Solutions L. Madelaine Marketing Operations JM Deny • French and international activities : Combination of PLM & Sales Marketing missions • To be closer to Sales support • Customer events / sales training / roadshow • Better feeling of market needs / sales expectation • Sales oriented marketing tools (verticals, incentive, newsletter …) • Focus on Product management rather than on R&D project • Deliverables • Customer events : Roadshow, tradeshow • Sales support : training, assistance • Product Management • Product definition • Product management : content, part number • Product forecast • Marketing tools • Marketing slides • Product Guide / Sales Guide / Ordering Guide • Marketing collaterals 26

  27. French CoE OrganizationMarketing - Marketing operations Marketing Dominique POIZAT Marketing Solutions L. Madelaine Marketing Operations JM Deny • Marketing tools & support • Common to all products • Linked to sales process • French and international activities • French pricing tools process including all products (NeXspan, Ascotel, SIP….) • International adaptation of NeXspan/A5000 • International pricing tools • Deliverables • Pricing strategy / Pricing tools (NDP, Cost) • Pricing & product database management • Sales statistics & analysis • Competition analysis (product / pricing tools / quotation) • Certification program management (France & International) • Services sales • Software subscription • Technical expertise • International adaptations (NPI) • Project management for international adaptations related to products • Product management interface with countries 27

  28. French CoE OrganizationR&D (1/3) R&D Isabelle SAINT-GILLES Jean-Pierre TOULAT (deputy) Projects B. Laffite SW: Telephony P. Laguionie SW: Framework & Managt O. Fernandez HW & Industrialization G. Escot Integration P. Rouquier Validation (DZ) FY Jacob • Projects Management • Coordination, Schedule, reporting • SW Telephony • System Architecture • Core Call Processing • Network/subscribers Interfaces • CTI Applications interfaces • SW maintenance 28

  29. French CoE Organization R&D (2/3) R&D Isabelle SAINT-GILLES Projects B. Laffite SW: Telephony P. Laguionie SW: Framework & Managt O. Fernandez HW & Industrialization G. Escot Integration P. Rouquier Validation (DZ) FY Jacob • SW Framework & Management • System Architecture • Low layers management • Management SW • SW maintenance • HW & Industrialization • HW design ( electronic, mechanics, firmware ) • Component & product database • Interface to industrialization • HW maintenance 29

  30. French CoE Organization R&D (3/3) R&D Isabelle SAINT-GILLES Projects B. Laffite SW: Telephony P. Laguionie SW: Framework & Managt O. Fernandez HW & Industrialization G. Escot Integration P. Rouquier Validation (DZ) FY Jacob • Integration • Product Testing • SW package production & patch • Technical Documentation • International adaptations • R&D Labs & R&D tools • Validation • Solution testing • Check solution vs requirements • Non-regression tests 30

  31. French CoE Organization • International Support • Level 2 support for RoW channels • Level 2+ for CSU • Tech transfert for CSU • Product Support • Product expertise • Field Trials Professional Services Emmanuel Blanc International Support E. Blanc Product Support R. Addi 31

  32. NeXspan / A5000 businessKey figures • 100 MEUR revenues • 72% of business made in France • 6% outside Europe • Medium & Large system business focus • Joined Aastra in 2005

  33. NeXspan / A5000 businessKey figures • Strong increase of IP sales and systems software • Medium to large systems mainly sold in • France • Italy • RoW channels • Applications sold mainly in France

  34. Aastra 5000Product description Web-based Network. Mgt Unified applications Microsoft Integration SIP mobility DECT / WiFi / FMC Gateways IP Trunking IP sets • SIP Call Manager • IP Trunking • Seamlessnetworking • Scalable and secure architecture • Virtualized Software • Easy IT integration Aastra 5000 - SIP Call Manager

  35. Aastra 5000 offeringFrom distributed networks to hosted services Full IP offering Hybrid & Full IP Aastra 5000 - SIP Call Manager Hybrid offering XL XS XD A500 50 users 100 users 500 users 150 000 users 5000 users 35

  36. Market target 500 – 150 000 users Full IP configurations Medium to large networks Pricing structure Licence per user Licence for SIP & non-SIP users From 95 € to 53 € per user Sales strategy NeXspan channels IT-oriented channels Hosted services Competition Cisco, Alcatel OxE, Siemens HiPath 8000, Key customer references 35 000 lines already sold Bordeaux Hospital : 12 000 lines University of Metz : 4000 lines Soissons Hospital : 1800 lines – 300 IP DECT users Beauvais Hospital : 1500 lines – 300 IP DECT users CIRTIL (Tax board) : 5000 lines with 500 Contact Center agents Aastra 5000Market positioning

  37. Customer needs Virtual teams – Centralized management Business continuity Virtualization of the service Unified communications Openness Reduced TCO Strenghts of the products Seamless networking, free-seating, mobility services Redundant Call Manager & Gateway, hot-swappable cards Virtualized software, Licence per user, multi-tenant Web-based unified. App, SIP Video, MS integration SIP, LDAP, Linux, Active Directory Easy IT integration, Ease of deployment, IP Trunking Aastra 5000Key selling points

  38. Various services to help supporting the NeXspan/ A5000 business Business & pre-sales support Marketing support Demonstration, Mock-up New Product Introduction support Technical support Extranet to provide all information related to Products Nexspan / Aastra 5000 businessCSU / ISU Support ONE SINGLE POINT OF CONTACT FOR EVERY CSU NPI : Frederic SCHILTON ONE SINGLE POINT OF CONTACT FOR EVERY AREA

  39. Nexspan / Aastra 5000 business CSU / ISU Support - Point of Contacts • François DUVAL fduval@aastra.com Office : +33 1 30 96 42 82 Mobile : +33 6 85 74 44 45 • CSU D, SP, Nordics, UK • Magali BORLOZ mborloz@aastra.com Office : +33 1 30 96 42 35 Mobile : +33 6 08 91 81 54 • CSU I, P • ISU Africa, Eastern Europe… & Mexico • Sébastien HAON shaon@aastra.com Office : +33 1 30 96 43 02 Mobile : +33 6 07 74 59 28 • CSU BeNeLux, • ISU Maghreb-Africa / Mediterranean • For any area not covered by CSU, please contact • Christophe RACHEL crachel@aastra.com • International Sales Unit, Director (Deputy of VP) Office : +33 1 30 96 45 29 Mobile : +33 6 75 31 00 29

  40. New Product Introduction • Extranet : • http://support.nexspan.net/extra/NPI/GlobalNPI/GlobalNPI_en.php • All information related to product introduction • News • Planning of introduction • Presentation • Points of contacts list / NPI process • 2 seminars per year • CoE / Product information • International sales feedback

  41. A5000 services & certification program • Certification program to ensure quality of services for end-customers • SLA from Aastra to correct bugs • Skills &Training requirements for resellers • Software subscription program to benefit from technological enhancements • Recycling program for electronical wastes (WEEE compliance) • Professional services to accompany customers/resellers • Audit • Expertise • IT integration A single common quality requirement and 4 levels in line with the strategy and skills of our Partners.

  42. Certification – Criteria 1 product range 2 products ranges 3 products ranges 4 products ranges Competence requirements National and International Regional or National (1) Local or Regional Close proximity (1) Geographical coverage VAD TO > 1000 K€ VAD TO > 5M€ VAD TO > 500 K€ or loyalty > 30% VAD TO > 150 K€ Commercial commitments N/A VAR TO > 500 K€ or loyalty > 70% VAR TO > 50 K€ VAR TO > 150 K€ or loyalty > 50% 1 Technician per 800 K€ of Turnover 1 Sales engineer per 1000 K€ of Turnover 1 Technician per 800 K€ of Turnover 1 Sales engineer per 1000 K€ of Turnover 1 Pre-sales engineer per 1000 K€ of Turnover Training VAD 1 Technician per 100 K€ of Turnover 1 Sales engineer per 200 K€ of Turnover 1 Technician per 100 K€ of Turnover 1 Sales engineer per 200 K€ of Turnover 1 Pre-sales engineer per 500 K€ of Turnover VAR Performance indicators, dedicated support team, field test participation Services to customers 24/24 Hot Line on request, escalation procedure, Customer Relation Management tools Investigation means, levels 1 and 2, Hot line with call-backand/or restore-time commitment, On-site intervention with time commitments, spare parts

  43. Certification – Levels and ranges of products ENTERPRISE TELEPHONY ENTERPRISE TELEPHONY NETWORKS A single common quality requirement and 4 levels in line with the strategy and skills of our Partners. IP TELEPHONY MULTIMEDIA APPLICATIONS

  44. Aastra Product Ranges Single-site installations: NeXspan/ X series gateways S/L/D Ascotel, Multi-site networks < 3 nodes & TWP CTI, ATDC/PC, IP LAN, administration (M7420, M7425) ENTERPRISE TELEPHONY ENTERPRISE TELEPHONY NETWORKS Large systems & multi-site networks - NeXspan 50, NeXspan 500 Mails on PC (UCP), management centre (M7430, M7450) & TWP Communication Server, IP multi-site networks - IP network (data), Call server application - operating system (Windows) - security products & TWP IP TELEPHONY Contact Centre – NeXspan Communication Portal TWP (toolkit, internet) Multimedia portal MULTIMEDIA APPLICATIONS

  45. Showroom access Certification – AASTRA Services Pack Lab training Lab training Study day 2/year Study day 5/year Showroom access Showroom access Showroom access Technical monitoring committee 2/year Technical monitoring committee 4/year Technical monitoring committee 11/year Global monitoring and performance committee 1/year Performance report 11/year Performance report 2/year Performance report 4/year Uncertified distributor Fault resolution time 8d / 30d Fault resolution time 5d / 25 d Fault resolution time 4d / 20d Fault resolution time 4d / 20d All on-site interventions invoiced All on-site interventions invoiced Response time Response time Software version invoiced Response time Response time Corrective software version (1) software version invoiced Corrective software version (1) Corrective software version (1) Corrective software version (1) Patch invoiced 8H Hot line, technical Extranet and co-marketing access, on-site intervention (2), sales support, commercial and pre-sales training, Mktg information, configuration and costingtools , demo pack at preferential price Hot Line access invoiced per call Extranet Marketing access (1) If correction required and customer identified. (2) On-site intervention, decided by both parties, is free of charge only if the fault is due to the manufacturer, otherwise it is invoiced.

  46. Part of Services Pack AASTRA Call Centre commitments(1) (1) : Commitments for a 3 years period from the date of products’ purchase (2) : working day at normal business hours. Maximum time (3) : The answer is the supply of a solution or an action plan and a time of resolution of the claim

  47. Certified PARTNER local support commitments Expert Silver Expert Gold et Gold International BLOCKING claims 90% of claims whose state 90% of claims whose state 90% of claims whose state OPEN- STANDBY < 8 days OPEN- STANDBY < 5 days OPEN- STANDBY < 4 days 90% of claims whose state O - < 20 days PEN SOLUTION DELIVERED 90% of claims whose state 90% of claims whose state 90% of claims whose state MAJOR claims OPEN- STANDBY < 25 days OPEN- STANDBY < 20 days OPEN- STANDBY < 30 days 90% of claims whose state O - < 90 days PEN SOLUTION DELIVERED MINOR claims NA

  48. Partnerships • A2P2 partnership program • Data infrastructure • HP Procurve : Technical validation and resell of equipments • WiFi infrastructure • Trapeze networks • HP, Meru, Aruba on-going • FMC • Quescom • IT infrastructure • Dell, Stratus servers • Applications • Microsoft OCS, Exchange 2007 Unified Messaging • IBM SameTime on-going • Carrier networks • Orange, Verizon IP trunking

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