Ten member firm with roots back to 1973
Owner / Principal Consultant: J.R. Simmons
➢ 32 years as an Independent Consultant
Contributing member of BC Strategies
Regular articles for No Jitter
Current President of the SCTC International
➢ Society of Communications Technology Consultants
➢ Ethics based association of independent consultants
➢ Booth 108 at Enterprise Connect this year
COMgroup
Different set of providers and options
Features not always comparable to premises versions
Op-Ex model harder to determine price components
Minimal comparative marketplace numbers are available
Collaboration offerings are layered on top of or instead of UC
Buyer likely have no previous experience with cloud UC / WCC
Contracts are different; new ones are needed
Cloud Licensing Conundrum
✓ Most of the following slides were provided by the vendors
✓ Obtain a copy of this presentation if you want to read the details
✓ Additional details (and confusion) gladly supplied by the vendors
✓ Presented in the order provided (chronologically)
Disclosure / Excuse
ShoreTel CONNECT — PROFILES AND LICENSE BUNDLES
ADVANCEDSTANDARD
• All “Essentials”
licenses
• Mobility client*
• Remote phone*
• Salesforce
/other CRM
integration
ONSITE
• All “Essentials”
services
• Voice mail +
Scribe
• On-demand call
recording
• Mobility client
with IM
• 25-party audio &
web confer.
• Salesforce
/other CRM
integration
CLOUD
• All “Standard”
services
• Full call
recording
• 100-party
audio & web
• Unlimited
archiving
(IM, call
recordings &
conferencing
• Operator
CLOUD
• All
“Standard”
licenses
• Operator
ONSITE
• All Telephony
services
• Desktop client
w/softphone
and Outlook
integration
• Web & app
dialer
• Mobile
extension
(Find Me)
• Instant
messaging
• 8-party audio &
4-party web
CLOUD ONSITE
• Ext + Mailbox
• Up to 8-party
audio conference
• Desktop client
w/ softphone and
Outlook integration
(Pro Call Manager)
• IM & collaboration*
• Web & app dialer
ESSENTIALS
*Hardware may be required.
Circuit Standard Packages (recommended pricing)All in one collaboration solution targeted to specific team needs
FREE
100
3
3 foundational
1 GB per user
Self service, no SLA
TEAM
$3.95
1 TB, per Tenant
unlimited
6
foundational
5 GB per user
SLA, add. features
1 TB, per Tenant
Unlimited
Unlimited
Foundational & commercial
20 GB per user
Enterprise-grade features
PROFESSIONAL
$6.95
1 TB, per Tenant
Unlimited
Unlimited
Foundational & commercial
Telephony, UHD+ add. features
Users
Concurrent session users
Integrations
Storage
Built-In add-ons
Expansions
ENTERPRISE
$14.95
10 GB per user
Unify – Circuit
Unify – CircuitCapabilities Free User Team Professional User Enterprise UserMeeting Guest Access ✔ ✔ ✔ ✔
Dial-in support for Meetings ✗ ✔ ✔ ✔
Meeting Scheduling via circuit ✗ ✔ ✔ ✔
Meeting Recording ✗ ✗ ✔ ✔
Moderation ✗ ✗ ✔ ✔
MS Outlook Calendar Plug-In ✗ ✔ ✔ ✔
Foundational Integrations 3 ✔ ✔ ✔
Commercial Integration ✗ ✗ ✔ ✔
Internet Explorer WebRTC Support available for 30 days ✔ ✔ ✔
Basic Telephony Integration ✗ ✗✔
additional charges apply✔
additional charges apply
Advanced Telephony Integration ✗ ✗✔
additional charges apply✔
additional charges apply
User Provisioning via AD / LDAP ✗ ✗ ✔ ✔
SLA ✗ 99.00% 99.50% 99,9%
FuturesAnalytics ✗ ✗ ✗ ✔
Transcription ✗ ✗ ✗ ✔
Cloud Identity Management via OpenID & OAuth
✗ ✔ ✔ ✔
Identity Management via SAML ✗ ✗ ✔ ✔
MS vCard Plug-In ✗ ✗ ✔ ✔
Contact Center Integr. ✗ ✗ ✗ ✔
VDI Support Vmware ✗ ✗ ✗ ✔
VDI Support Citrix ✗ ✗ ✗ mid 2016
Choose your level of Message and Meet Services
Business Messaging
Business Messaging & Basic Meetings
Business Messaging & Advanced Meetings
1
2
3
Choose your Call Services
Hybrid Calling
Cloud Calling
Choose your Spark Service Add-Ons
Room Registration
Conference Audio – Toll Dial-in and Callback
Centers
Cisco - Spark
Cisco Offer Packaging – Hybrid Calling
Available in most Geos
M2Everything in M1, and:
• Host 25-party meetings with screen sharing with other Spark users
M3Everything in M2, and:
• Host WebEx-powered meetings with screen sharing and with external participants
• Personal Meeting Room• Scheduled Meetings
M1• Business-class
Messaging• 1:1 and 3-party video
calling with screen sharing
• Join Spark and SIP-based meetings
Hybrid
Calling
~ $10 ~ $16 ~ $35MSRP:
Cisco Offer Packaging – Cloud Calling
Available in select Geos, SMB focused
Available in most Geos C2Everything in M2, and:
Cloud Calling*• Business-class voice
and video• Mobility• Voice Messaging
M2Everything in M1, and:
• Host 25-party meetings with screen sharing with other Spark users
C3Everything in M3, and:
Cloud Calling*• Business-class voice and
video• Mobility• Voice Messaging
M3Everything in M2, and:
• Host WebEx-powered meetings with screen sharing and with external participants
• Personal Meeting Room• Scheduled Meetings
C1Everything in M1, and:
Cloud Calling*• Business-class voice
and video• Mobility• Voice Messaging
M1• Business-class Messaging
• 1:1 and 3-party video calling with screen sharing
• Join Spark and SIP-based meetings
*Excludes PSTN Services
Cloud
Calling
~ $23 ~ $29 ~ $45MSRP:
Mitel - MiCloud Enterprise Licensing
21
Basic IPT Entry UCC Standard UCC Premium UCC
MiVoice Business Virtual
MiCollab Virtual
Bas
eU
ser
Lice
nse
Use
r Se
rvic
es
Voice Services(1 device max)
Optional Mobile Client + Softphone1,2
Basic UC Client(basic web/desktop client,
chat, deskphone ctl)
Entry UC Client(+ presence)
Included PC Softphone
Full UC Client & Features
Voice Mail + UM
Voice Services(4 devices max)
Voice Services(4 devices max)
Optional PC Softphone1
Included Mobile Client + Softphone
Audio, Video & Web Collaboration
Incl. Mobile Client
Opt. Mobile Softphone
Included either PC Softphone or Mobile
Softphone
Mitel - MiCloud Enterprise User Licensing
22
Basic IPT$7.50
Entry UCC$10
Standard UCC$15
Premium UCC$20
Twinning a a a
Multiple Devices a a a
Voice Mail w/Fwd2Email a a a
Unified Messaging a a a
Desktop or Web Client a a a a
IM/Chat a a a a
Presence (incl. Tel.) a a a
Work at Home (TW) O(1) O(1) a ax3
Conf & Collab a(2) a(2)
Softphone O(1) O(1) a a
Mobile Client
O(1,4) O(1,4)
a a
Mobile Softphonea(3),O(1,4)
a
Call Handoff a
Google Integration O(1) O(1) a a
SFDC Integration O(1) O(1) O(1) a
Lync Integration O(1) O(1) O(1)
Notes:
(1) Certain features not included in user license may be available as optional add-ons. Consult MSP Licensing Guide.
(2) 1 port for every 10 Standard UCC Users; 1 port for every 5 Premium UCC Users; 9 ports in base
(3) Choice of PC Softphone OR Mobile Softphone; if both required then Optional Mobile Softphone must also be licensed
(4) Mobile Softphone option now comes with Call Handoff enabled
Conclusions and Findings➢ Vendors love to use small print
To repeat,
Vendors love to use small print …
and even smaller print for
the caveats, exclusions, and extras!
Conclusions and Findings
➢ UCaaS leaders are not the same as premises UC leaders
➢ Private cloud solutions (hosted) are not the same as UCaaS
➢ Cloud collaboration solutions are NOT the same as cloud unified communications solutions
Nor do the vendors of the former want it seen that way
➢ The marketplace is still not mature and change is inevitable
Conclusions and Findings
➢ Cloud software license definitions and packaging (suites) don’t always match premises versions
➢ New types of cloud services (collaboration focused) are not aligned with premises licensing – and lack features
➢ Most vendors do not have a formal plan to provide credits or discounts for customers that already own premises licenses
➢ Negotiations required – but discount levels are smaller
Conclusions and Findings
➢ Vendors make more money on their hosted / cloud solutions
➢ Average Revenue Per User (ARPU) number are larger than the per user licensing charge
➢ Financial justification, when present, is not based strictly on total payments to the service provider
➢ Justifications are not just based on the financials