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
2011 Lync Voice Gateway Partner of the Year
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)
2011 Lync Voice Gateway Partner of the Year
AudioCodes Market Leadership
Low Density Market Share – Q4 2010
Others
16%
Others
16%
Huawei
5%
GENBAND
8%
Dialogic
22%
Mid Density Market Share – Q4 2010
AudioCodes
46%
Metaswitch
10%
GENBAND
20%
Cisco
8%
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
2011 Lync Voice Gateway Partner of the Year
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
2011 Lync Voice Gateway Partner of the Year
Mediant Adds Unmatched Value to Lync 2010
• Multi-functional Appliances
•
•
Survivability
WAN
Lync
PSTN Networks
PSTN
• 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
Secured SIP Trunking
Legacy TDM PBX
IP-PBX
TDM
Trunks
SIP
Trunks
PBX
E1/T1/BRI/FXO
3rd party Analog SIP
based Phone Support
SIP
IP Phones
Survivable Branch Appliance
Legacy Fax & other
Analog devices
Non certified IP PBX
TDM PSTN
SP PSTN
….
•
• 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
AudioCodes
MobilityPLUS
SIP
2011 Lync Voice Gateway Partner of the Year
SmartTAP
Recording solution
Centralized Network
Management
Broad Scaling Options
Features
Office
Communications
Server 2007 R1/R2
(Gateway Type)
MediaPack 1xx
Mediant 800
Basic
Basic
Lync Server 2010
(Gateway Type)
Analog Device
Filed Upgradable Firmware upgrade
Enhanced
SBA
Mediant 1000
Mediant 2000
Basic
Basic
Basic-Hybrid
Basic-Hybrid
Enhanced
Enhanced
SBA
SBA
SPS
SPS
Mediant 3000
Mediant 8000
Basic
Basic
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
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 (DS3) ports
Up to 252
E1/T1/J1 trunks
Fixed
configuration
gateway
Full Modularity
Fixed configuration
digital gateway
Fixed configuration
digital gateway
Full Modularity
Full E-SBC
Up to 1000
concurrent
Sessions
B2BUA
Transcoding
Application
PSTN Interfaces
Modularity
Fixed configuration
analog gateway
2011 Lync
Voice
Partner
of the Year IP to IP
Full
E-SBCGateway Full
E-SBC
SBC / IP to IP
N/A
Up to 24
concurrent
Sessions
Up to 150
concurrent
Sessions
Up to 240
concurrent
Sessions
Use cases
Basic PSTN Connectivity
Lync PC
Clients
Mediation
Server
Mediant 3000
“Enhanced” Gateway
Analog
& Fax
Lines
Lync SIP
Phone Clients
Headquarters
PSTN
PBX
• 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
2011 Lync Voice Gateway Partner of the Year
End Office
or POP
SIP Trunking
Lync PC
Clients
Mediation
Server
Mediant 3000
“Enhanced” Gateway & SBC
Analog
& Fax
Lines
Lync SIP
Phone Clients
Headquarters
ITSP
PSTN
PBX
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
2011 Lync Voice Gateway Partner of the Year
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
919-992-0002
…
919-991-999
…
191-555-5462
123 Main St, Metroplis
123 Main St, Metroplis
123 Main St, Metroplis
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
321 Smart St, Metropolis
2011 Lync Voice Gateway Partner of the Year
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
•
•
2011 Lync Voice Gateway Partner of the Year
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!
2011 Lync Voice Gateway Partner of the Year
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
2011 Lync Voice Gateway Partner of the Year
AudioCodes SBA
• Microsoft Survivable Branch Appliance (SBA)
• Ensures Lync functionality when
Remote Location is Isolated
• Plug-in CPU or standalone server
• Supported by AudioCodes
Remote
• Rich Mediant Capability Set
•
•
•
•
Enhanced Gateway functionality
FXS for FAX and Legacy TDM phones
PRI and FXO for PSTN and PBX connectivity
PBX
Enterprise Session Border Controller w/
programmable SIP mediation and Media
Transcoding
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
2011 Lync Voice Gateway Partner of the Year
AudioCodes in Lync 2010 Reference Topology
Central Site
• Central site to SIP
Trunking & PSTN
DC
Parent Domain
contoso.com
Branch 1
CA / DNS
• SBAs at Branch
Child Domain
Offices for local
connectivity
Survivable
Branch
Appliance
Edge Server
pool
File share
retail.contoso.com
Exchange UM Server
• Analog MGWs for
PSTN
WAN
Back End
Servers
HTTP reverse
proxy
A/V Conferencing
pool
Director
pool
- MobilityPLUS
- SPS
mobile clients
Survivable
Branch
Appliance
SIP Trunk
Monitoring pool
• MobilityPLUS for
Branch 2
Front End pool
legacy phones
Enterprise SBC / GW
2011 Lync Voice Gateway Partner of the Year
• SIP Phone
ITSP
Support (SPS) for
legacy handsets
AudioCodes in Microsoft Exchange Online Architecture
Contoso
(Office 365 customer)
VoIP
Gateway
PBX
Voice (circuit-switched)
Voice over IP
Office 365 Services
SBC
Phones
Public IP Network
Fabrikam
(Office 365 customer)
IP PBX
CISCO IP PHONE
7905 SERIES
1
2
ABC
CISCO IP PHONE
7905 SERIES
3
1
DEF
2
ABC
4
GHI
5
JKL
3
DEF
6
MNO
4
4
GHI
5
JKL
6
MNO
4
7
8
9
PQRS
TUV
WXYZ
7
8
9
PQRS
TUV
WXYZ
7
PQRS
*
0
#
7
PQRS
*
0
#
*
Exchange
Online UM
Other
Services
SBC
Similar Roles to Enterprise Branch
*
IP Phones
•
•
•
•
PSTN connectivity via Enhanced Gateway
SIP Trunking connectivity via SBC
Survivability with SBA
Legacy Phone support with SPS
2011 Lync Voice Gateway Partner of the Year
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
3G/LTE
• Simplifying the solution administration with mobile
client management and automatic configuration
• Based on a certified Microsoft protocol interface
Mobile Users
2011 Lync Voice Gateway Partner of the Year
MobilityPLUS
Mobile Client
SIP Phone Support
(SPS)
SIP Phone Support (via UCMA)
PSTN
Powerful Sales Tool: Overcomes objection of what
to do with existing IP Phone investment
Microsoft OCS / Lync Pool
External Server with SPS
Inbound Routing
Mediant 2000 with SPS
Outbound Routing
Voice Mail Routing
Mediant 1000 with SPS
IM, Presence Audio, Video,
Conferencing, IVR
SIP
SIP
SIP
MP1xx
MP2xx
OC / Lync
AudioCodes 300HD
IP Phone
3rd party IP Phone
Analog Phone
User C
User B
User A
2011 Lync Voice Gateway Partner of the Year
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.
2011 Lync Voice Gateway Partner of the Year
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.)
2011 Lync Voice Gateway Partner of the Year
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.
2011 Lync Voice Gateway Partner of the Year
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
2011 Lync Voice Gateway Partner of the Year
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
2011 Lync Voice Gateway Partner of the Year
• 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
2011 Lync Voice Gateway Partner of the Year
360 Life Cycle Service
For Microsoft Lync 2010
AudioCodes 360 Professional Service Offering
• Targeted for MSFT Channels and VSPs
• Utilizes the PDI services Framework
Deploy & Installation
Media Gateway
Planning & Design
E1/T1/BRI/FXO/FXS
Planning Assessment
High Level Design
Migration Planning
Detailed Design
Staging plan
Implementation Plan
Optimization
Design & Planning
Period Support
Enterprise
Quality
Analysis
….
•
•
•
•
•
•
Fault
Analysis
Media Gateway
Implementation
• Media GWs Configuration &
Deployment
• VoIP Deployment and Acceptance
• PSTN and PBX telephony
integration
• Installation Services
• Integration and migration between
current & target voice
infrastructures
PSTN
Microsoft Unified
Communications
Post Sales Support
2011 Lync Voice Gateway Partner of the Year
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
2011 Lync Voice Gateway Partner of the Year
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
Nominated: 1-2 Per Region
Elite
Adept at 1+ AudioCodes Product Lines
-1+ business practices align with AC
-Invest in training
-Deal Registration & Marketing Funds
-Incentive for Application Sales
1-2/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
Certified
Registered
CONFIDENTIAL
The Bottom Line for Elite Partners
EXCLUSIVE: Volume Incentive Rebate
6% on
achieved
quotas
EXCLUSIVE: Priority Leads Program
Deal Registration
6% off
MSRP
Applications Sales
3% off
MSRP
Co-op Marketing
Shared
costs
Market Development Funds
1.5% of
Purchases
The Bottom Line for Certified Partners
Deal Registration
6% off
MSRP
Application Sales Discount
Co-op Marketing : Month 1-6
Market Development Funds: Month 7+
CONFIDENTIAL
3% off
MSRP
Shared
costs
1.5% of
Purchases
Enablement and Planning
Sales tools
Collateral
White Papers
Case Studies
Price Lists
Demo Gear
Quote Tool (future)
Marketing
Training
Website Presence
Webinars
Co-op Funds
Market
Development
Funds
On-line courses
CONFIDENTIAL
Equipment
Classroom
Courses
Account
Planning, Sales
Engagement
AudioCodes
Regional Sales Team
Support
AC Executive
Sponsor
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
Elite Partners sign the
VIR Program
document
Identify Training Gaps:
Sales, Pre-sales, Postsales
Set up website
presence for
AudioCodes & viceversa
Determine sales
engagement plan with
your AC team
Elites and Certifieds
Sign AudioCodes NDA
Complete the AC
Channel Partner
Profile
Purchase NFR
Equipment
Complete training
requirements within
90 days
Provide Staff with
Partner Portal Access
CONFIDENTIAL
Create a lead
generation plan
Establish regular
follow-up plan
Monitor results
against business plan
Q/A
CONFIDENTIAL