Selling 8x8 Voice for Microsoft Teams...2020/07/08 · Teams users need an enterprise grade...

© 8x8, Inc. All Rights Reserved.

Selling 8x8 Voice for Microsoft Teams Sales Enablement Training for Master Agents and Sub Agents

28x8 Voice for Microsoft Teams

© 8x8, Inc. All Rights Reserved.2 | © 8x8, Inc. All Rights Reserved.

Course Layout1-Introduction

● Overview and objectives● A quick preview video● About Microsoft Teams● Messaging reset: what happened to the Bot?

2- Buyer’s Journey

● What is the problem we are trying to solve?

● What are the stages in the buyer’s journey?

● Who are the personas?

3- What is our Value Proposition?

● What is 8x8’s unique value proposition for Teams?

● How does 8x8 solve this problem?

● Messaging pillars

4- Competition

● Types of competition

● Direct routing comparisons

● Why we’re better than the others

5- How the Product Works

● What is Microsoft’s Direct Routing and why is this

better than other types of integrations?

● How does the 8x8 Voice for Microsoft Teams

Direct Routing integration work?

● The admin interface

● The desktop and mobile user experience

● SFDC integration

● Contact Center integration

● Analytics

6- Product Limitations

● Changes to SLA’s, compliance, security

● What the product doesn’t “do” anymore with

Teams

● Combo Deals: Partial teams deployment,

● Combo Deals: What happens with VCC?

7- Prerequisites

● Microsoft Licensing and technical requirements

8- Competition

● Comparison with order Direct Routing solutions

● Objection Handling

9- Resources



3

Introduction



Overview and ObjectivesThis training will give you everything you need to position and sell 8x8 Voice for Microsoft Teams.

Microsoft Teams is the fastest growing enterprise collaboration application globally. Increasingly prospects that are looking for a communications solution will only consider vendors that integrate with Teams.

Teams users need an enterprise grade telephony provider to offer PSTN calling services, and cloud providers such as 8x8 are uniquely positioned to offer this complementary capability. You’ll learn why 8x8 is uniquely positioned to complement Microsoft Teams as its underlying

communications layer while keeping Microsoft Teams at the center of the user’s collaborative experience.

In this module you will learn:

● The value 8x8’s communications platform brings to Microsoft Teams● How the solution works● The prerequisites needed to enable the solution● How to position and sell 8x8 to prospects and existing customers using Teams● Competitive differentiation and handling objections



Before we begin, how about a quick little promo video ...

http://www.youtube.com/watch?v=z8kvK565qNc



What is Microsoft Teams?Teams is Microsoft’s enterprise collaboration solution. It is part of the Office365 suite of collaboration products. Here’s a quick tour of Teams.

http://www.youtube.com/watch?v=jugBQqE_2sM



How is Microsoft Teams sold?

Microsoft Teams is included in every Office 365 license, but there are different licensing tiers based on the type of license purchased.

Learn more about Microsoft’s Licensing tiers for different verticals by following these links:

Office 365 for Business

Office 365 for Education

Office 365 for Government

Office 365 for Non-Profit

Office 365 for Firstline Workers

https://www.microsoft.com/en-us/microsoft-365/business/compare-more-office-365-for-business-plans

https://www.microsoft.com/en-us/microsoft-365/academic/compare-office-365-education-plans?activetab=tab:primaryr1

https://www.microsoft.com/en-us/microsoft-365/government/compare-office-365-government-plans

https://www.microsoft.com/en-us/microsoft-365/nonprofit/office-365-nonprofit-plans-and-pricing?activetab=tab:primaryr1

https://www.microsoft.com/en-us/microsoft-365/business/office-365-f3?activetab=pivot:overviewtab



QUIZ: How many Teams Daily Active Users?

How many Microsoft Teams daily active users are there globally as of this writing?

● 1 million● 100 million● 85 million● 44 million

ANSWER: 85 million daily active users



The opportunity for 8x8

85M 90% 100%daily active users on

Microsoft Teamsof large organizations using Teams will use a 3rd party for PSTN connectivity by 2022

of all PSTN telecom providers will be

connecting with Teams using Microsoft Direct

Routing by 2022Source: Gartner



10

Buyer’s Journey



Our personas and their pain points we are addressing

Susan - The VP, SVP, EVP of IT and CIO

● I need a single global PSTN communications solution that works for my MS Teams users as well as my non MS Teams users

● I need to show a significant ROI on my communications and MS Teams investments

● I want to minimize the number of vendors we have to manage

John - The IT Manager, Director, Sr. Director of IT

● I want to minimize the number of support calls we get and keep our support and maintenance costs down

● I don’t want to have to retrain employees on how to make and receive calls in MS Teams, nor change my employee onboarding programs

● I want to minimize the number of vendors I need to deal with when troubleshooting a problem



12

I’ve picked Teams as our unified collaboration application and need to add PSTN communications

Buyer’s decision making process

I can purchase a cloud overlay solution (bots/apps)

I can purchase Microsoft Calling Plans

I can purchase a traditional direct routing solution

I can purchase a comprehensive direct routing solution

I have a few options



Evaluating all of my optionsMicrosoft Calling Plans Direct RoutingCloud Overlay

The Pros

Add-on to Microsoft Phone System

Single vendors solution

Lower up front cost compared to 3rd party

The Cons

Higher complexity to deploy

PSTN support in only 10 countries

Limited calling plans

Requires separate infrastructure and carrier

for more country and calling plan options

Requires separate telephony solution and

infrastructure for non MS Teams users

The Pros

Single telephony vendor solution for my entire

organization

The Cons

Requires add-on app and bot that disrupts the

Teams UE

Vendor applications and devices need to be

installed and used for calling

IT must manage and maintain multiple apps

from multiple vendors

The Pros

Direct connection with the Microsoft Phone

System allows my users to use the Teams

client natively

Several global PSTN carrier options with

calling plans

The Cons

Requires either acquiring Microsoft certified

SBCs or engaging an MSP to host and

manage the SBCs

Requires separate infrastructure (SIP trunking)

to connect to carriers for PSTN access and

calling plans

No single SLA and multiple vendors to

manage which will be costly



Why wouldn’t I choose a Microsoft Calling Plan?● Calling plans in only 12 countries, with 2 supported through partners

● Only includes up to 600 international minutes:

○ Domestic: 3000 domestic minutes in the US and Puerto Rico

○ 1200 domestic minutes in the UK

○ 600 international minutes

● Only available for MS Teams users, requiring either:

○ A separate PSTN communications solution for all other employees, creating

communications siloes

○ Ordering additional MS Teams licenses

https://www.microsoft.com/en-us/microsoft-365/microsoft-teams/voice-calling#coreui-contentrichblock-3vnwuep



Why wouldn’t I choose a cloud overlay app/bot option?

are great for

automation

UE assist

add-ons

but not so great for

modifying existing

functionalityanalytics

Communications bot integrations are fundamentally dysfunctional:➔ They require additional work by IT to download and install➔ They break the current user experience requiring specialized training➔ A separate vendor-provided application is still needed for calling:

◆ A vendor supplied separate desktop or web application ◆ A vendor supplied mobile app, requiring app switching



What are my direct routing options?Service Provider Direct Routing with Other UCaaS ProvidersDirect Routing MSPs

The Pros

Global PSTN access and calling plans beyond

what Microsoft Callins Plans has to offer

One carrier for the entire organization

The Cons

Requires a Microsoft certified SBC that I either

have to purchase and implement, rent through

a MSP or the carrier

Management of multiple vendors and

infrastructure with no end to end SLA

Complex and expensive to manage and support

No end to end analytics

Disaster recovery requires additional

investment

The Pros

No need to own and manage any Microsoft

certified SBCs

SLAs on connectivity and up time

The Cons

Requires separate infrastructure (SIP trunking)

and subscription plans to connect to a service

provider for PSTN access and calling plans

Management of multiple vendors and

infrastructure with no end to end SLA

Complex and expensive to manage and support

No end to end analytics

Disaster recovery requires additional

investment

The Pros

Single communications provider for the entire

organization

Native Microsoft Teams UE for calling

Disaster recovery is typically included

The Cons

Two vendor approach with the UCaaS

provider’s Direct Routing partner resulting in

managing two vendors with two SLAs

Separate user configuration and

synchronization which is involved and time-

consuming

Lack of native contact center and native

business application integrations

Limited end to end analytics



What will influence my selection?● Can I select a single PSTN communications vendor for users across my entire

organization, regardless of whether they are Teams users or not?

● Does the vendor have a global PSTN presence, in the countries my organization

operates and does business in?

● Does the vendor sell an enterprise grade communications platform that gives my

organization the highest quality of service and an end to end SLA for calls that run on

their platform?

● Can my users continue to use Teams without any modification to the user experience

which would mean additional support and training considerations?

● Does the vendor offer end to end analytics of all call activity across my entire

organization, including MS Teams users?

● Does the vendor have a contact center solution that integrates with MS Teams?

● Can the vendor easily integrate with my current business applications?



A searchable list of competitors

https://8x8.highspot.com/items/5ecd6d1ab7b7396b897eb0e3



19

8x8’s value proposition



“8x8 provides a single enterprise grade cloud

telephony platform for the entire organization

while allowing Microsoft Teams users within that

organization to continue to use Teams as the

center of their collaboration experience.”



Not a Virtual Office Desktop or Virtual Office Mobile Sale

● 8x8 is being sold as a complementary solution to Microsoft Teams

● 8x8 is the telephony platform that powers Microsoft Teams, handling

all PSTN communications for Microsoft Teams users

● Microsoft Teams (desktop, mobile, web) is the sole collaboration UI

● No changes are required to the Microsoft Teams user experience to

make and receive calls using 8x8

This is a key part of our value proposition statement



8x8 Voice for Microsoft Teams messaging pillars

One Communications Platform

A single enterprise-grade cloud communications

platform for your entire organization, including your

MS Teams users with a truly global reach and central

administration

One Collaboration Client

MS Teams can continue to be used as the sole

collaboration interface with no modifications required

to the user experience

End to End Analytics

Provides end to end analytics, with full insights into

all calls and call activity including call details and

speech analytics

Native Contact Center

Includes native contact center support with a suite of

contact center applications that integrates and

shares contextual information with MS Teams

Business Application Integrations

Includes native integrations with 35+ business

allowing MS Teams to share contextual information

with those applications



Microsoft cloud telephony is complex & expensive

3rd Party Services

Office E1 - E4License

Phone Systems License

SIP Trunks + MInutes

Premise SBC

Premise PBX for Contact Center

Contact Center Solution



SIP Trunks + MInutes

Hosted SBC




Premise PBX for Contact Center


Customer Managed Direct Routing

3rd Party Managed Direct Routing

Microsoft Teams Cloud Telephony



X1 - X8 X Series License

Microsoft Teams with 8x8

Voice for MS Teams License

Complexity

Microsoft

3rd Party Contact Center

8x8Calling Plans



PSTN Replacement in 38 Countries/Territories

Americas:Brazil, Canada, Chile, Colombia, Costa Rica, Guadeloupe, Martinique, Mexico, USA

Europe:Austria, Belgium, Bulgaria, Croatia, Czech Republic, Denmark, Finland, France, Germany, Hungary, Ireland, Italy, Luxembourg, Netherlands, Norway, Poland, Portugal, Romania, Spain, Sweden, Switzerland, UK

APAC:Australia, China, Hong Kong, Malaysia, New Zealand, Singapore, Turkey



Build Presence in 120+ Countries with Local or TF Numbers

DID & Toll Free Numbers

Toll Free Numbers Only

DID Numbers Only



Global Reach™

15geographically redundant data centers + global public cloud infrastructure provide seamless connectivity and built-in disaster recovery

(2) Santa Clara, CAUS

(4) LondonUK

AmsterdamNL

SydneyAUS

SingaporeSN

(2) SaskatchewanCAN

Hong KongPRC

New DelhiIndia

Ashburn, VAUSA

Rio de JaneiroBrazil

15 Private DC Locations

8 Public Cloud Location

Oracle/AWS WestUS

Oracle/AWS EastUS

Oracle/AWS Canada

Oracle/AWS Brazil

Oracle/AWS Germany and UK

AWS Singapore

AWS Australia

A global enterprise telephony presence.



In addition, 8x8 also provides … end to end analytics



... and also native Contact Center integration ...



... and native integration with 35+ business applications



QUIZ: What’s the real value to 8x8 in selling the add-on?

8x8 Voice for Microsoft Teams is an add-on license for X Series customers. What is the real value the add-on brings to 8x8? Choose all that apply.

1. Selling a lot of add-ons will dramatically increase our revenue2. The add-on provides functionality that was previously unavailable with MS Teams3. The add-on gives 8x8 a route to market with MS Teams customers that otherwise would not have considered 8x84. The add-on enables 8x8 to sell new X Series licenses to MS Teams customers that previously would not have considered 8x8

ANSWER: 3 and 4



31

How the product works



What is 8x8 Voice for Microsoft Teams?

PSTN

8x8 Users

Teams Mobile / PC / tablet client or Teams Desk phone

Phone Numbers, Porting, Calling Plans

8x8 Desktop, Mobile clientor SIP Desk phone, ATA, DECT, etc.

In/Out Calling, Meetingsand Collaboration

Cloud Sync

Teams Users

In/Out Calling, Meetings and Collaboration

Teams

Clients8x8 and SIP

Clients

8x8 Cloud CC

Global carrier partners

Direct Routing



Alternative telephony models - Customer SBC

Customer Premise

SBC

Microsoft Phone SystemTelco Provider Option 2:BYON via Peering

Option 3: BYON via CPE

Telco ProviderPSTN

Option 1: Microsoft Calling Plan

PBX



Alternative telephony models - Managed SBC

Customer Premise

SBC

Microsoft Phone SystemOption 2:BYON via Peering

Option 3: BYON via CPE

Telco ProviderPSTN

Option 1: Microsoft Calling Plan

PBX

Managed Service Provider

Telco Provider



Microsoft Teams with 8x8

Customer Premise

Microsoft Phone System

SBC

PSTN



A single unified communications platform for all employees

PSTN

8x8 Users & Endpoints

Teams Users &

Endpoints



Demo - The Admin Interface



<script type="text/javascript" async src="https://play.vidyard.com/embed/v4.js"></script>



<img

style="width: 100%; margin: auto; display: block;"

class="vidyard-player-embed"

src="https://play.vidyard.com/YGXtw8ePpJvN5Y4TmFRGjf.jpg"

data-uuid="YGXtw8ePpJvN5Y4TmFRGjf"

data-v="4"

data-type="inline"

/>



Demo - The Desktop Experience




<img



src="https://play.vidyard.com/45ErsiCFnqYHAmYxQSoYEn.jpg"

data-uuid="45ErsiCFnqYHAmYxQSoYEn"

data-v="4"

data-type="inline"

/>



Demo - The Mobile Experience




<img



src="https://play.vidyard.com/nm7VRcr7ajNV8pxLxP78ta.jpg"

data-uuid="nm7VRcr7ajNV8pxLxP78ta"

data-v="4"

data-type="inline"

/>



Demo - SFDC integration




<img



src="https://play.vidyard.com/1himJeS5fZpcSRF8oGVVFq.jpg"

data-uuid="1himJeS5fZpcSRF8oGVVFq"

data-v="4"

data-type="inline"

/>



Demo - Contact Center integration




<img



src="https://play.vidyard.com/uA2wXLveTpuk91mFHrVius.jpg"

data-uuid="uA2wXLveTpuk91mFHrVius"

data-v="4"

data-type="inline"

/>



Demo - Analytics




<img



src="https://play.vidyard.com/dGgvZeVM4mZcGocqaSL3YA.jpg"

data-uuid="dGgvZeVM4mZcGocqaSL3YA"

data-v="4"

data-type="inline"

/>



Full Product Demo



<img



src="https://play.vidyard.com/QZa4rbb9iiwNg8KhZbSwtW.jpg"

data-uuid="QZa4rbb9iiwNg8KhZbSwtW"

data-v="4"

data-type="inline"

/>



44

Product Limitations



Handsets & Virtual Office

Why aren’t we selling handsets as part of this integration?

Only Microsoft Teams certified handsets are certified for use with Microsoft Teams. These are highly specialized devices that have firmware developed by Microsoft and that run a device version of the Teams UI and that are sold by specialized and certified resellers such as UnifiedCommunications.com. As a result, 8x8 is not selling any Microsoft Teams certified handsets.

Is this a Virtual Office Sale?

No, the only UI used for this integration is Microsoft Teams. It is the reason we designed the integration this way, to make it as easy as possible for Teams users to use and for companies to adopt as a result.



Feature CompatibilityHow do I know what 8x8 features will work with Microsoft Teams?

We are maintaining a running list that you can keep track of here.

https://docs.google.com/spreadsheets/d/1EAf-NSfJPCTz9nLtVKNHnVNlFTlYTLefxZW0si8CXSU/edit?usp=sharing



Call Tracking and Analytics

● MS Teams to MS Teams calls do not touch the 8x8 platform and hence are not tracked or

recorded by 8x8, and will not appear in Analytics

● Calls from an MS Teams user to another MS Teams user’s 8x8 DID are not tracked or

recorded by 8x8, and will not appear in Analytics

● Transfers to call queues and ring groups are not possible

● Call quality analytics are not supported as 8x8 cannot monitor MS Teams endpoints

(clients or devices)

● 8x8 Call Park is not supported



Presence Detection

● 8x8 cannot detect MS Teams presence information, as it is not provided by MS Teams,

meaning 8x8 calls can still be presented to MS Teams users even if they are set to

unavailable, DND, busy or away

● 8x8 calls placed from and received in MS Teams will change the presence indicator to busy

but users can manually change the presence information to another state with 8x8 being

able to detect that change



Contact Center and Business Application Integrations

● Inbound calls can only be answered by the business application embedded client, not

within Teams

● Inbound calls can only be answered by the contact center application, not within Teams

● Outbound calls can only be answered by the business application embedded client, not

within Teams

● Outbound calls can only be answered by the contact center client, not within Teams



50

Licensing Prerequisites



What Microsoft licensing is required?

Office E1 - E4license

Phone Systemlicense

Office E5 license (Phone System license included)

OR



What 8x8 licensing is required?

Office E1 - E4license

Phone Systemlicense


Office E5 license (Phone System license included)

OR






53

What and how to order



Ordering Information

● Available for X Series customers only● Orderable as an add-on SKU (requires X Series license)● Orderable via QTC● PartnerXChange, GTV and SelfServe will be available in Q3

SKU: VOSVC0216-09

United States $2.50

Canada $3.50

UK £2

EMEA €2.50

Australia $4

New Zealand $4



55

Competition



QUIZ: What types of competitors are out there?

What are the main categories competitors fall into when it comes to integrating with Microsoft Teams (check all that apply)?

● Bot vendors● App vendors● Browser extension vendors● Direct Routing vendors

ANSWER: All of them



Comparing 8x8 with other direct routing vendors

Single vendor solution for

both MS Teams and non-

Teams users

Calling plans and PSTN

access only (requires

separate MSP )

Provide MS Phone

connectivity SIP

connectivity to a carrier for

PSTN required

Requires a separate

partner integration,

meaning two costs and

two vendors to manage

End to end SLA for calls traversing the 8x8 network

Requires multi-vendor SLA, resulting in vendor triage when troubleshooting



DR options at no cost during Teams outages

Charge separately for direct backup DR solution directly with carrier

Will not operate during a Teams outage

DR options vary from no cost to at cost

End to end analytics for calls traversing 8x8 network

CDR reporting for call activity only

CDR reporting for call activity only

End to end analytics for calls traversing their network

Native contact center and apps integration

No contact center or app integration support

No contact center or app integration support

Inconsistent app/contact center support

Carriers MSPs UCaaS



To summarize ...

● Direct Routing is the best approach for integrating with Microsoft Teams

● 8x8 is the only vendor to offer a comprehensive Direct Routing solution that provides:○ Global end to end connectivity with MIcrosoft Teams○ One communications platform for all employees using

their UE of choice○ Contact Center and business application integrations○ End to end analytics



Objection: The Teams Bot/App solution gives our users quick access to Teams functionality just by entering a few

commands. (Vendor Examples: RingCentral, Fuze)

8x8 Response: A Bot/App solution requires users to download a Bot/App to the end device (PC, laptop, browser extension).

This approach creates various issues that include: disrupted the end-user experience, increased IT admin burden and

cybersecurity threats from infected apps bots or malware.

It also means that end-users need to learn new commands to initiate Team calls or join meetings from a Bot/App, which

hinders Microsoft Teams adoption and impacts Office 365 + Teams ROI.

Bots/Apps also breaks the Teams user experience with outgoing calls made from the Teams app, but incoming calls are

received on another communications app which disrupts the regular Teams workflow and creates user pathy and confusion.

Each time the Bot/App is updated, users are required to install the new version of the Bot/App on their devices. Users that don’t

update experience problems, leading to increased IT support calls from irate users unable to access Teams functionality.

Why 8x8 offers the best alternative: With 8x8 Voice for Teams, there are no Bots/Apps or extensions for users to download or

install. Our solution provides a native Teams user experience. That means no additional end-user training is needed as they

seamless access the 8x8 voice network for PSTN Teams calls. From an IT perspective, IT admins can quickly add, remove or

manage users from a single admin portal, with the need to create or configure complex Powershell scripts. That eliminates the

IT admin burden, especially if there are 100’s of Teams voice users on the enterprise network.

Handling objections - Bot/App Vendors



Handling objections - Carrier VendorsObjection: Service providers like AT&T offer a Direct Routing solution, and it seems cheaper than yours, why is it more

expensive? (Vendor Examples: ATT, BT, Verizon)

8x8 Response: Service Provider Direct Routing solutions are based on SBC technology and require a subscription to an SBC

service or on-premises SBC installation. It also involves the procurement of SIP trunks, call plan subscriptions and monthly SBC

management/maintenance fees. This solution is highly complex due to various solution components required to provide the

direct routing capabilities. Due to the complex nature of the solution, the deployments begin with expensive professional

services consulting engagements.

In most cases, Service Provider Direct Routing solutions also have limited country calling plans. That means that organizations

need to procure additional gateways, purchase local numbers and port numbers where the service provider does not have

coverage, which adds costs, increases time to market and creates a heavy IT burden.

Service Provider Direct Routing solutions are also considered “pure bit-pipes” just routing Teams voice traffic, without adding

customer value or providing IT intelligence and insights. They also rely on 3rd parties to provide additional services like contact

centre, analytics or CRM integrations.

Why 8x8 offers the best alternative: 8x8 is more than just a PSTN carrier, it is an end to end cloud communications solution

that includes the Microsoft certified SBCs needed to connect to MS Teams. In addition to a native Teams user experience and

simple IT admin experience. We offer end to end analytics, native contact centre, “out-of-the-box” CRM/Business Apps

integrations and a single unified communications platform for all users in an organization. 8x8 Voice for Teams provides a

“one-stop-shop” with a single inclusive price for 8x8 voice for MS Teams (includes SIP trunking and SBC pricing). Local PSTN

replacement in 38 countries and local numbers in 47 countries. That level of voice coverage is usually not even available with

large telecom carriers.



Handling objections - Direct Routing VendorsObjection: With so many direct routing solutions for Microsoft Teams available on the market, why should we consider 8x8 Voice

for Microsoft Teams? (Vendor Examples: Gamma, Mitel, Metaswitch, Vonage)

8x8 Response: These Direct Routing solutions are very similar to those offered by Carrier Service Providers. The solutions are based

on SBC technology and require a subscription to an SBC service or on-premises SBC installation. It also involves the procurement of

SIP trunks, call plan subscriptions and monthly SBC management/maintenance fees. This solution is highly complex due to various

solution components required to provide the direct routing capabilities. Due to the complex nature of the solution, the deployments

begin with expensive professional services consulting engagements.

In most cases, these Direct Routing solutions also have limited country calling plans. That means that organizations need to procure

additional gateways, purchase local numbers and port numbers where the service provider does not have coverage, which adds

costs, increases time to market and creates a heavy IT burden.

These Direct Routing solutions offer some customer value by adding 3rd parties services and capabilities like contact centre,

analytics or CRM integrations. However, integration with these 3rd parties are costly and introduce IT management complexity into

the customer communications network.

Why 8x8 offers the best alternative: 8x8 Voice for Teams is the only direct routing solution with a native Teams user experience and

simple IT admin experience. We provide end to end analytics, native contact centre, “out-of-the-box” CRM/Business Apps integrations

and a single unified communications platform for all users in an organization. 8x8 Voice for Teams provides a “one-stop-shop” with a

single inclusive price for 8x8 voice for MS Teams (includes SIP trunking and SBC pricing). Local PSTN replacement in 38 countries

and local numbers in 47 countries. There are no Bots/Apps or extensions for users to download or install. Our solution provides a

native Teams user experience. That means no additional end-user training is needed as they seamless access the 8x8 voice network

for PSTN Teams calls. From an IT perspective, IT admins can quickly add, remove or manage users from a single admin portal, with

the need to create or configure complex Powershell scripts, removing the IT admin burden.



Handling objections - Managed Service Provider (MSP) VendorsObjection: With so many direct routing solutions for Microsoft Teams available on the market, why should we consider 8x8 Voice

for Microsoft Teams? (Vendor Examples: Arkadin)

8x8 Response: MSPs usually have limited experience in offering cloud voice services as their core business would often be providing

value-added services to software sales. They rely on existing carrier networks to provide Direct Routing solutions and are very similar

to those offered by Carrier Service Providers. The solutions use SBCaaS which require a subscription to SBC services or on-premises

SBC installation. It also involves the procurement of SIP trunks, call plan subscriptions and monthly SBC management/maintenance

fees. This MSP solution is highly complex due to various solution components required to provide the direct routing capabilit ies. Due

to the complex nature of the solution, the deployments begin with expensive professional services consulting engagements, which

tends to be their focus. In most cases, these MSP solutions also have limited country calling plans which means that organizations

need to procure additional gateways. They may also outsource procurement of local numbers and number porting to 3rd parties

which increase time to market and can introduce procurement errors if customer requirements are miscommunicated. It also means

that customers lose sight of the progress as 3rd parties become involved in the number procurement process. MSPs also lack voice

network/infrastructure experience and usually cannot offer services and capabilities like contact centre, analytics or CRM

integrations. Some may only be able to provide these value add services through 3rd parties which add costs and introduce IT

management complexity into the customer communications network.

Why 8x8 offers the best alternative: 8x8 Voice for Teams is the only direct routing solution with a native Teams user experience and

simple IT admin experience. We provide end to end analytics, native contact centre, “out-of-the-box” CRM/Business Apps integrations

and a single unified communications platform for all users in an organization. 8x8 Voice for Teams provides a “one-stop-shop” with a

single inclusive price for 8x8 voice for MS Teams (includes SIP trunking and SBC pricing). Local PSTN replacement in 38 countries

and local numbers in 47 countries. There are no Bots/Apps or extensions for users to download or install. Our solution provides a

native Teams user experience. That means no additional end-user training is needed as they seamless access the 8x8 voice network

for PSTN Teams calls. From an IT perspective, IT admins can quickly add, remove or manage users from a single admin portal, with

the need to create or configure complex Powershell scripts, removing the IT admin burden.



Avaya, Mitel, Net2Phone, Vonage, RingCentral use Call2Teams for their Direct Routing integration. What makes 8x8 Voice for Teams different?

8x8 Other Call2Teams Vendors

Single vendor solution. That means a single point for ordering, provisioning, managing and supporting the 8x8 MS Teams Direct Routing service.

Two or more vendor solutions, requiring purchasing license from the UCaaS vendor and Call2Teams. That means customers need to have 2 or more vendor relationships to manage, introducing longer lead times,

End to end support and guarantee for the full solution. Multiple escalation paths in the event of service issues. Lack of clarity on who owns the issue - the UCaaS vendor, Call2Teams or another 3rd party. For complex problems, customers are forced to do triage and find the right vendor to help fix the issue.

Simple 8x8 owned management interface that automatically matches 8x8 users and Teams users to perform bulk synchronization with a single click.

Have a complex, unsecure, multi-step user provisioning and management process that requires either customers to export UCaaS users to a CSV (including their passwords in the clear). User information is then manually imported to Call2Teams and users are added individually, which is an inefficient use of scarce IT resources and prone to errors.

8x8 is the only vendor that offers a combination of ALL of these capabilities behind MS Teams: global footprint; native contact center integration; 3rd party apps integration; unified analytics including sentiment analysis and quality management and hybrid environment support.

While some of the vendors may have some of the capabilities, none of them provide a fully integrated solution that provides a native Teams experience with the valued added components that is vital for Enterprise customers.



64

Resources



Partner Collateral (links embedded in images below)

https://view.highspot.com/viewer/5eea14ed628ba2700a2c80c8

https://view.highspot.com/viewer/5eea161ca4dfa021008c1ad8

https://8x8.hubs.vidyard.com/watch/QZa4rbb9iiwNg8KhZbSwtW?

https://view.highspot.com/viewer/5eea163cb7b7392c43f346a9

https://view.highspot.com/viewer/5eea165ba4dfa021008c1baf

https://view.highspot.com/viewer/5eea15ae81171728a0101caa



Please visit PartnerXchange for further updates and the latest information

or contact your 8x8 Channel Account Manager

Additional information

https://8x8.force.com/partnerxchange/s/



67

Thank you

Date post:	29-Aug-2020
Category:	Documents
Upload:	others
View:	2 times
Download:	0 times

Selling 8x8 Voice for Microsoft Teams...2020/07/08 · Teams users need an enterprise grade...

Documents