All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.
– Israel (395), US (140), Europe (30), APAC (25), LATAM (10)
AudioCodes: A Brief Introduction
The Communications World:
TDM All IP
2030
What AudioCodes Does…
All IP World
Applications
Mobile UC Cloud
MSBG SBC IP PhonesResidential GatewaysMediant Gateways
• Communications - world is shifting towards an all IP infrastructure
• Growth driven by desire for unified communications, cloud computing and mobility
• Incumbent vendors struggle to adapt to demands of newly emerging software applications
AudioCodes innovative, interoperable and diverse portfolio
of solutions are uniquely positioned to enable this transition
AudioCodes
What is SIP Trunking?
SIP trunking is a Voice over Internet Protocol (VoIP) service based on the Session Initiation Protocol (SIP) by which Internet telephony service providers (ITSPs) deliver telephone services and unified communication to customers ...
Service Provider Certifications
How Businesses Connect Voice Today
0% 20% 40% 60%
Non-SIP VoIP trunk
Standard analog/digital phone lines
ISDN BRI
SIP VoIP trunk
ISDN PRI
T1 lines
PB
X T
run
kin
g S
ervi
ces
Percent of Respondents
2013
Now
Source: Infonetics Research, SIP Trunking Deployment Strategies: North American Enterprise Survey, April 2011
The Case for SIP
•SIP Trunking- one of the fastestgrowing servicesto Enterprises
•SIP Trunking brings cost savings and operational efficiencies
•North America leads adoption
CY08 CY09 CY10 CY11 CY12 CY13$0
$1
$1
$2
$2
$3
$3
$4
0
1
2
3
4
5
6
Reve
nue
(US
$B)
Trun
ks (M
)
Revenue Trunks
Source: Infonetics Research, Inc.
How SIP Trunking Achieves Cost Savings• Eliminates dual last mile facilities• Mixed voice, video, data on same infrastructure• More competitive market• Greater geographic reach• Improved flexibility
“Fortune 1000-size organizations can save anywhere from 25-60%
on their telecom expenses.”
Sorell Slaymaker, Unified IT Systems
“SIP Trunking returns an average savings of 25%
vs. a traditional separate voice and data infrastructure”
Global Crossings, 2011
“SIP Trunking Infrastructure cost reductions will allow
Triton to realize ROI in as little as 3 months”
Cameron Symonds, Director IT/TS, Triton Technologies
“SIP Trunking can deliver savings of 30-50% for branch environments in mid-size and
large enterprises”
Gartner, Inc., 2009
SIP Trunking Looks Good; Upgrading PBX environment …“Not So Good”
• Continuing pressure to reduce operational costs• Postponing/avoiding major capital expenditures• Legacy (TDM, IP-PBX) infrastructures still work• Effort to upgrade is slow and a distraction • Carrying over certain existing functionality may
not be supported
T1/E1 or Analog Trunks
IP
TDM
Fax
Firewall Router
Analog Phones
PSTN
Step 1 – Assess the Situation
InternetLAN
SIP orDigital Phones
PC Users
PBX
Where are the costs and inefficiencies?
Cost of two facilities
Trunking,Local andLong Dist.
Maintenance Costs
Lack of Integration
Costs from Conferencing Services
Moves, adds and changes
• Upgrade PBX?• Replace PBX?• Expansion?• Consolidation?• Eliminate PSTN• When and at what cost?
Step 2: Planning
SIP Trunking Trial Eliminate PSTNTrunking
Implement IP-PBXOr Unified Communications
With SIP Trunking
Goal
T1/E1 or Analog Trunks
IP
TDM
Fax
Firewall Router
Analog Phones
PSTN
Step 3: SIP Trunking Trial
InternetLAN
SIP orDigital Phones
PC Users
PBX
Gateway MakesCall RoutingDecisions
“Drop and Insert” Architecture•Eliminates PBX expansion/changes•Makes IP-PBX/UC Upgrade easier
SIP Trunks
GatewayS
IP T
run
k
TDM T1/E1/J1/BRI/AnalogPRI/CAS/MFC R2
Loop Start/Ground StartDID/DTMF…
SIP Ethernet
TDM Interface
DSPs(Codecs)
SIP Stack
Command/Control/Config.
How does a Media Gateway Work?
T1/E1 or Analog Trunks
IP
TDM
Fax
Firewall Router
Analog Phones
PSTN
Step 4: Reducing/Disconnecting the PSTN
InternetLAN
SIP orDigital Phones
PC Users
PBX
Change RoutingRules to move
more trafficto SIP Trunks
SIP Trunks
Gateway
• Leading provider of Business Process andInformation Technology Outsourcing
• Headquartered in Los Angeles, CA with offices in 14 locations around the globe
• New client required 1,000 new agents in new offices• Wanted to utilize existing Avaya Predictive Dialer (TDM) with
SIP Trunks to reduce costs• Selected Intelepeer CloudWorx™ for SIP Trunking• Integrated with an AudioCodes Mediant 3000 Media Gateway• Currently active, making thousands of calls a day
Case Study: VXI with Intelepeer
T1/E1 or Analog Trunks
IP
TDM
Fax
Firewall Router
Analog Phones
PSTN
Step 5: Migrating to Unified Communication
InternetLAN
SIPPhones
UnifiedCommunications
Clients
Upgrade toEnterprise Session Border Controller
(E-SBC)SIP Trunks
SIP to SIP Connectivity?
SIP Variant 1
Enterprise Session Border Controller
(E-SBC)
SIPSIP
IP Phones
IP-PBX ?SIP Trunks
SIP Interoperability
SIPRFC 3261
This is supposed to work!
SIP interworking and normalizationSignaling mediation
Media mediationTranscoding
SIP Trunks
InternetSIP
Enterprise LAN
SBC
Bad
E-SBC
Stuff
Security
Call Admission Control (CAC)Encryption & AuthenticationTopology hidingProtection against DOS attackSurvivability
PSTN
How Does an E-SBC Work?
SIP Ethernet LAN
SIPStack
DSPs(Codecs)
SIPStack
Command/Control/Config.
Security Policy Management
SIP Ethernet WAN
Media (RTP)
Signaling (SIP)
Case Study: Georgia Military College
• Liberal Arts Junior College• Main campus in Milledgeville, GA• 6 campuses across Georgia• 500 Full-time employees• 5000 Students• 1800 computers• Centrex from National SP
• Costs– Like many public institutions, college is
very sensitive to operating costs– Centrex costs were very unpredictable– Moves, adds and changes were $
• Need for Collaboration– Staff spread across six different campuses– Delays/costs incurred while commuting between
campuses• Retention of Existing Telephone Numbers
– Local presence is important• Reliability
– Campus Autonomy - no outage should effect other campuses
Challenges
Mediant 1000 E-SBC
Mediant 800 E-SBC
Main CampusMileldgeville, GA
Atlanta, GA
Mediant 800 E-SBC
Augusta, GA
Mediant 800 E-SBC
Columbus, GA
Mediant 800 E-SBC
Warner Robins, GA
Mediant 800 E-SBC
Valdosta, GA
SIP Trunking
Solution Architecture
• All six campuses are now on Microsoft Lync• Vastly improved collaboration environment• Campuses are functionally autonomous• One Minute Provisioning
– “hand them a phone”• Retained local DID numbers• Network security is maintained• 30% reduction in travel costs • Realized an 80% savings in
monthly reoccurring charges
Results
“By migrating to UnifiedCommunications with MicrosoftLync, AudioCodes and Broadvox,Georgia Military College was ableto reduce monthly reoccurring costsby 80%, allowing the college toinvest in other important studenteducation programs”, said DragoTotev, Associate Vice President -Telecommunications & Networking,Georgia Military College.
• Interoperability and Compatibility– Leveraging the investment in our experience and interoperability lab
• Architecture Flexibility and Scaling– Range of solutions that fit your particular implementation
• Migration Strategy– Start today, upgrade later
• Security– JTIC-validated device and network security
• Superior Voice Quality– First vendor to pass all 12 ETSI Speech Quality Tests
• Quick Time-to-Savings (ROI)
Benefits of Working With AudioCodes
The Financials for VARs are More than Good
• Consider:– The volume of customers unlikely to
upgrade the PBX; yet still want SIP– Typical gross margins Gold VARs earn for
products, sold at MSRP, are 28-34%– The customer who today needs a gateway
and wants to migrate gradually.
***A gateway today with E-SBC licenses installed for future plans is a smart investment - and only AudioCodes has it!***
Upgrade Rate vs. Attrition Rate
• Arms Salespeople with an “Either\Or” Proposition• Doesn’t force them to leave the majority of their sales calls
empty handed• Retains the customer who is not upgrading
• Lowers customer attrition rate• Delivers more value in a consultative process
The Win for AudioCodes VARs
Customer Value Proposition– Enable UCC and CC customer to migrate from TDM trunks to SIP
trunks at their own pace and their own path
• Both SIP trunk and PSTN supported concurrently• E-SBC is a SW only upgrade!• PSTN as backup and lifeline support• Carrier class scalability and reliability
– Reduces UCC and CC customers’ TCO and network complexity• More capabilities out of same platform• Same Management tools• Maintains existing dial plan, mailboxes and phone numbers
– Fully interoperable with numerous PBX and IP-PBX vendors, allowing graceful and seamless connectivity and control of existing IP and/or legacy installations.
Unified Communications
CS recordingsolution
SmartTAP Call Recorder
3rd party Analog and SIP based Phone Support
MGW & Enterprise SBC
Legacy TDM PBXMedia Gateway
E1/T1/BRI/FXO
PBX
Legacy Fax & other Analog devicesMedia Gateway
Non certified IP PBX
Media Gateway IP-PBX
SIP
IP Phones
Fixed Mobile ConvergenceEnterprise SBC
SIP
PSTN Networks
Media Gateway
….
TDM Trunks
SP PSTN
Secured SIP Trunking
Enterprise SBC
….
SP IP WAN
SIP Trunks
AudioCodes products/Solutions for UC
Get Started with SIP Trunking from AudioCodes
Get Started with SIP Trunking from AudioCodes
Special Offer Valid: August 15, 2011– December 31, 2011
“ How will SIP Trunking work in my current environment?” How can I get there from where I am today?
What if... · Bringing SIP Trunking into your customer’s current PBX
environment could be virtually risk-free?
· G ains in operational efficiencies and cost reduction s
approach 25-35% or more?
· There’s an easy way to source a complete solution
because the guesswork is removed?
· I mplementation took less than a month?
· And ROI was under 12 months
You Can - with AudioCodes!
AudioCodes delivers a bundle of equipment and services that let your customers easily evaluate SIP Trunking
in the current PBX environment. Avoid the extra work of finding each piece of the solution separately and
paying more when purchasing ala carte products and services.
With SIP Trunking services certified SIP Trunking Service Providers, training, and AudioCodes Media Gateways
& Session Border Controllers, everything needed to “ get started” is ready to order now!
“G et Started” with SIP Trunking Promotional Offer
• 1 AudioCodes Mediant Gateway or ESBC at 50 % off MSRP to AudioCodes VARs
• Choose from Media Pack s, Mediant 1000MSBG or Mediant 1000ESBC
• Includes 1 year standard 9x5 ACTS Support Contract at 3 5% off MSRP to AC VARs
• Includes FREE -1 year Advanced Hardware Replacement
• Read more about it at www.audiocodes.com/sip- trunking
• The SIP School SIP Training and Industry-s upported SSCA Certification
• Coupon for 10% off List Price of any course (for your end- customer)
• Read more about it at http://audiocodes.thesipschool.com
There’s no need to change anything in the current PBX environment.
“Get Started” with SIP Trunking from AudioCodes Time Period: August 15, 2011- December 31, 2011
AudioCodes Promoting to Enterprise Customers• 1 AudioCodes Mediant 1000 Gateway or ESBC at
25% off MSRP (50% off MSRP to VARs) – Includes 1 year standard 9x5 ACTS at 25% off
MSRP (35% off MSRP to VARs)– Includes FREE -1 year -Advanced Hardware
Replacement• SSCA SIP Training and Certification
– 10% off List Price Plus SIP Trunking Service Providers Offer End Customers • Broadvox Go! SIP Trunking – 50% off Activation Fee• SkypeConnect – Discounts of SIP Channel Bundles
and monthly service fees• Paetec and more
Information on AudioCodes and migrating to SIP Trunking:www.audiocodes.com/sip-trunking
• Mediant 1000 Media Gateway:www.audiocodes.com/mediant-1000
http://www.tmcnet.com/channels/enterprise-sbc• Datasheets, videos, case studies, whitepapers, testimonials www.audiocodes.comNews and buzz via Social Media
