Convergence from a Customer’s View
A journey or a destination
Why UC
• Not going to talk about : Why UC
• Not going to talk about : What is UC
• Not going to talk about : Best UC company
• If you are going to UC there are choices
now on the voice side for how to IP enable
your phones
Goals for the Discussion
1. Challenge the paradigm that IP voice
must go on a Data LAN to be fully
converged
2. Provide you a choice that you never
knew you had before
3. Give you knowledge so you can make
the best decision for your organization
Tremendous Business Value in Unified
Communications & IP Telephony
Internet
Cell
PSTN
IP Phone
Unified Communications Applications
DATA LAN
DATA LAN
CONVERGENCE
VOICE LAN
VOICE LAN
A Complete End to End Solution Including a Sound Foundation
Understanding Your Objective
Return On
Investment
• Ensure a good user experience
– Quality of Service & Reliability.
Applications:
Data, Voice,
Unified
Communications
• Eliminate or reduce financial risk
– Pre, During and Post Deployment.
Gear:
Computers, IP Phones,
Video, Printers
Network Foundation:
Wiring & Switches
Highest Return on Investment…
…Lowest Total Cost of Ownership
KNOWLEDGE
Investment
• Proper Budget Allocation
– Foundation, Gear, Applications
• Build Sound Network Foundation
–
–
–
–
–
QoS
Voice Continuity
Non Disruptive
Easy To Manage
Future Proof Network
• Brand Protection
– Success - on budget on time.
The Value of the Current State
Internet
PSTN
Data
Built for Data
Voice
PBX
Data Switch
Five 9’s QoS
Phybridge UniPhyer
Voice Switch
Distributed Topology
Data Path
4
3
2
1
Near Time Delivery
Acceptable
IP PBX
4
3
2
1
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
Built for Real Time
Voice Requirements
Back Up Power Source
Single Pair To
Each Wall Jack
Center Pins
Voice
RJ11 Cable
From Wall Jack
To PhyAdapter
RJ45 Cable
From
PhyAdapter
Path
to IP Phone
Point-to-Point
topology
Voice
Packets
Desktop
Desktop
Data Packets
The Right Foundation - Key To Success
Your Choices:
Prior to Innovation:
Converge at every desktop with
IP phone acting as switch for
data device.
Converged LAN foundation
is critical to IP telephony
and Unified Communication
success.
After Innovation:
Converge once centrally
leveraging your existing
voice infrastructure.
Prior To Innovation
Internet
Existing Voice
Infrastructure
Not Used
One Network
Data Switch
One Paths
Phybridge UniPhyer
Voice Switch
IP PBX
Back Up Power Source
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
Single Pair To
Each Wall Jack
Center Pins
RJ11 Cable
From Wall Jack
To PhyAdapter
Data switch reach
limitations and
wiring requirements
did not give
businesses many
options.
RJ45 Cable
From
PhyAdapter
to IP Phone
Convergence Point
is every IP phone.
Post Innovation
Internet
PSTN
One Network….Two Paths
Data Switch
Data Path
Voice Path
Phybridge UniPhyer
Voice Switch
Ethernet & PoE
over existing
voice
infrastructure
with 4 times the
reach.
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
IP PBX
Data Switch
Back Up Power
Source
Phybridge UniPhyer
Voice Switch
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
IP PBX
Back Up Power Source
PhyAdapter
IP Phone
Single Pair To
Each Wall Jack
Center Pins
Single Pair To
Each Wall Jack
Center Pins
Convergence is
once centrally in
main closet.
RJ11 Cable
From Wall Jack
To PhyAdapter
RJ45 Cable
From
PhyAdapter
to IP Phone
RJ11 C
From Wa
To PhyA
Review Your Options
What’s best for your business eliminating any industry biases
and conflict of interest.
Desk Top Convergence
Central Convergence
Internet
Internet
Internet
Internet
Existing Voice
Infrastructure
Not Used
One Network
PSTN
PSTN
One Network….Two Paths
Data Switch
Data Switch
One Paths
Data Path
IP PBX
Back Up Power Source
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
Voice Path
Phybridge UniPhyer
Voice Switch
Phybridge UniPhyer
Voice Switch
Single Pair To
Each Wall Jack
Center Pins
RJ11 Cable
From Wall Jack
To PhyAdapter
Fema
Amph
Distr
Block
TDM
IP PBX
RJ45 Cable
From
PhyAdapter
to IP Phone
Data Switch
Back Up Power
Source
Phybridge UniPhyer
Voice Switch
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
IP PBX
Back Up Power Source
PhyAdapter
IP Phone
Single Pair To
Each Wall Jack
Center Pins
Understand Your Options Knowledge
is Power - Technology Considerations
Consideration
LAN assessment
Desk Top Convergence
Central Convergence
Recommended to
understand if data network
can support voice
requirements.
Not Required - Dedicated
bandwidth for voice.
New Infrastructure Cabling - CAT 5E or more is Not Required - Leverage
recommended.
existing proven reliable.
Time To Deploy.
Professional Service Time
Required - High for your
staff and ours.
Quicker and Lower Cost
allocated to Professional
Services for Planning.
IDF Closets
Back up power & Cooling.
Not Required - All switches
in main closet.
Understand Your Options Knowledge
is Power - Business Considerations
Consideration
Desk Top Convergence
Central Convergence
Network or
Business
Disruption.
Rip and replacing your
infrastructure and network
may cause disruption.
Complimenting existing
data LAN leveraging proven
reliable voice infrastructure
minimizes disruption.
Financial
Considerations
Difficult to provide complete
pricing for overall project
given unknowns of a rip and
replace strategy.
We can provide you with a
not to exceed pricing once
we complete the no cost
site survey.
Voice Quality of
Service
Subjective and will require
monitoring and
management.
Guaranteed on a Phybridge
backbone given dedicated
bandwidth for each phone.
Voice Continuity
Dependent on Data LAN. If
data LAN fails, voice fails.
We can configure for voice
to continue if data LAN fails.
Understand Your Options Knowledge
is Power - Business Considerations
Consideration
Desk Top Convergence
Central Convergence
LAN Management
More involved given every
device impacts every other
device on the network. May
require software &
professional services.
Simple given physical
separation. Data changes
and increasing bandwidth
loads will not impact voice
quality or reliability.
Provider
Dependency
Potentially - Given
complexity of network
management you may
require more support and
greater maintenance
requirements.
Non - Voice switches
compliment data switches
while providing an
integrated management
capability. Two vendors, we
will keep them both honest.
Understand Your Options Knowledge
is Power - Business Considerations
Consideration
Desk Top Convergence
Central Convergence
Return on
Investment.
More of budget will be
allocated to the
infrastructure to support
and manage the IP
telephony solution.
By reducing LAN readiness
and management costs we
can allocate more of your
budget to Applications and
application adoption driving
a better return on
investment for you.
Future
Communication
Requirements
More Data speeds required
to desk top you will spend
more on: New Phone, New
PoE, and New higher speed
switches.
Significant savings - No
new IP phone, No need for
PoE to support higher
bandwidth for computers.
Convergence Today, Gigabit Tomorrow
15
Internet
Internet
Internet
Internet
SAVINGS Per 48 Users:
48 Port Switch
$5,000
48 Gigabit Phones $3,600
Phones & PoE
$8,600
PSTN
PSTN
Expert Review Score
alaScore™ standardizes thousands of professional
tests and ratings
from a great number of sources to create a
One Network….Two
Paths
comparative quality rating scale. The scale rates products from 0-100 where 100 is the highest and 0 is the lowest.
NO POE
Data Switch
Data Switch
Data Path
Amphenol To
Distribution
Block From
TDM PBX
LAN
Data Switch
Back Up Power
Source
Compare
Phybridge UniPhyer
Voice Switch
Cisco Catalyst WS-C3560E-48TD-S 48-port 10/100/1000BASE-T
Switch
IP PBX
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
Single Pair To
Each Wall Jack
Center Pins
10/100 IP Phone
$50 to $100 per
phone savings.
Back Up Power Source
New POE
RJ11 Cable
From Wall Jack
To PhyAdapter
RJ45 Cable
From
PhyAdapter
to IP Phone
RJ11 Cable
From Wall Jack
To PhyAdapter
RJ45 Cable
From
PhyAdapter
to IP Phone
New Gigabit
Phones
48-port 10/100/1000BASE-T Gigabit Ethernet managed rackmountable switch with 2 X2-based 10 Gigabit Ethernet
ports and IP Base software feature set (IPB)
Cisco IP Phone CP-7971G #17038
Cisco IP Phone CP-7971G
Only difference
See
Managed Switches
MFGAll:
#: WS-C3560E-48PD-EF
| CDW #: 1172999
is PoE - $5,000
Availability
Cisco
Catalyst
WS-C3560E-48PD-EF
48-port 10/100/1000BASE-T PoE Switch
See All:
Managed
Switches
Orders
placed today will ship within 5 days.
per 48 port
Availability
48-port
10/100/1000BASE-T
rackmountable switch with 2 X2-based 10 Gigabit Ethernet
3-5
days
Compare
Orders
placed
today will ship Gigabit
within 4Ethernet
days. managed
ports
and IP Base software feature set (IPB) and 740W available for PoE, allowing full 15.4W to all 48switch
ports
$8,429.99
(CP-7971G - Cisco IP Phone CP-7971G Eight-line
Executive Business Phone)
Cisco IP Phone CP-7971G #17038
Details
MFG #: WS-C3560E-48TD-S | CDW #: 1172991 Compare
Cisco
Catalyst
WS-C3560E-48TD-S
48-port 10/100/1000BASE-T Switch
See All:
Managed
Switches
Availability
Cisco Catalyst
WS-C3560E-48PD-EF
48-port 10/100/1000BASE-T PoE Switch
48-port
10/100/1000BASE-T
Gigabit
Orders placed today will ship within 5Ethernet
days. managed rackmountable switch with 2 X2-based 10 Gigabit Ethernet
ports
and
IP Base software feature
(IPB) managed rackmountable switch with 2 X2-based 10 Gigabit Ethernet
48-port
10/100/1000BASE-T
Gigabitset
Ethernet
3-5 days
ports
and
IP
Base
software
feature
set
(IPB)
and 740W available for PoE, allowing full 15.4W to all 48 ports
$8,429.99
MFG
#: WS-C3560E-48TD-S | CDW #: 1172991
2-4 days
$13,401.99
MFG #: WS-C3560E-48PD-EF | CDW #: 1172999
See All: Managed Switches
Availability
Cisco IP Phone CP-7971G
Sku
CP-7971G
Price New:
US $ 350.00
(CP-7971G - Cisco IP Phone CP-7971G Eight-line
Weight
5.00 lbs
Executive Business Phone)
Details
Sku
Weight
CP-7971G
5.00 lbs
Price New:
US $ 350.00
Like New:
US $ 275.00
Like New:
Cisco IP Phone CP-7971G-GE
CP-7971G-GE
Cisco IP Phone CP-7971G-GE
CP-7971G-GE
US $ 275.00
$75 per
phone
savings
CP-7971G-GE - Cisco IP Phone CP-7971G-GE Eight-line Executive Business Phone
CP-7971G-GE - Cisco IP Phone CP-7971G-GE Eight-line Executive Business Phone
New: US $ 425.00New: US $ 425.00
Like New: US $ 325.00
Like New: US $ 325.00
Compare
Single Pair To
Each Wall Jack
Center Pins
RJ11 Cable
From Wall Jack
To PhyAdapter
Plus: less disruption & risk.
Gigabit phone
not required
PoE Not Required.
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
IP PBX
Single Pair To
Each Wall Jack
Center Pins
Up Power Source
48-port 10/100/1000BASE-T Gigabit Ethernet Back
managed
rackmountable
switchPackets
with 2 X2-based 10 Gigabit Ethernet
Voice
Expert
Review
Score
ports
and
IP Base
software feature set (IPB)
alaScore™ standardizes thousands of professional tests and ratings from a great number of sources to create a
comparative
quality rating scale.| The
scale
rates products from 0-100 where 100 is the highest and 0 is the lowest.
MFG
#: WS-C3560E-48TD-S
CDW
#: 1172991
Cisco
Catalyst
WS-C3560E-48TD-S
48-port 10/100/1000BASE-T Switch
See All:
Managed
Switches
Availability
48-port
10/100/1000BASE-T
rackmountable switch with 2 X2-based 10 Gigabit Ethernet
Compare
Orders placed
today
will ship Gigabit
within 5Ethernet
days. managed
Expert
Review
Score
ports
and
IP Base
software feature set (IPB)
3-5 days
alaScore™
standardizes thousands of professional tests and ratings from a great number of sources to create a
Phone
$8,429.99
comparative
quality rating scale.| The
scale
rates products fromIP0-100
where 100 is the highest and 0 is the lowest.
MFG
#: WS-C3560E-48TD-S
CDW
#: 1172991
See All: Managed Switches
Availability
Compare
Orders placed today will ship within 5 days.
3-5 days
Compare
Cisco Catalyst WS-C3560E-48TD-S 48-port 10/100/1000BASE-T Switch
Up to $5000 per
switch savings
$8,429.99
One Paths
Phybridge UniPhyer
Voice Switch
Voice Path
Phybridge UniPhyerCompare
Expert Review Score
Voice Switch
alaScore™ standardizes thousands of professional tests and ratings from a great number of sources to create a
Female
RJ21
comparative quality rating scale.
The
scale other
rates
products from 0-100 where 100 is the highest and 0
is the
lowest.
Every user
users on
IP impacts
PBX
Data Packets
Existing Voice
Infrastructure
Not Used
One Network
RJ45 Cable
From
PhyAdapter
to IP Phone
Blinded by Industry Biases?
The Unfortunate Reality:
• Your data switch provider
may not recommend the
alternative even if it is
better for you.
• We are committed to your
success with no biases.
Your Success - Our goal.
Your Objective, Our Goal.
 Ensure a good user experience
 Quality, Reliability, Application Focus
Highest Return on
Investment
 Eliminate or reduce financial risk
 Pre, During and Post Deployment.
 Proper Budget Allocation
 Foundation, Gear, Applications
 Build Sound Network Foundation
Lowest Total
Cost of Ownership.
 QoS
 Voice Continuity
 Non Disruptive
 Easy To Manage
 Future Proof Network
 Brand Protection
 Success - on budget on time.
Hosted IP PBX Offering
Making Office Deployment Quick, Easy, Repeatable, Predictable, Scalable
Small Office
Home
Office
Router
MPLS or
Fibre
Router
Hosted IP
PBX
SERVER
MPLS or
Fibre
Large Office
Router
Wiring Closet
Emergency response
•
•
•
Local responders need the EXACT location so
they can react immediately
Remote responders need the address
Point to point topology is the only way to
accurately pinpoint exact location
Allowing the movement
of devices throughout
the buildings or across
the campus, while
maintaining control
Dynamic or Manual
updates
High Quality Network Switch
 24 & 48 port configuration,
stackable
 Two Ethernet ports for
daisy chaining or spanning
tree for redundancy
 Fiber connections for
multiple buildings,
campuses
 Remote management
 Ethernet with PoE over a
single pair with 1200 foot
reach. – NO LOCAL
POWER REQUIRED.
Eliminate Risk With Standard Deployment
21
Central
Call Control
Los
Angeles
Los
Angeles
Toronto
Toronto
New York
Data
Network
New York
Data Switch
Phybridge UniPhyer
Voice RJ21
Switch
Female
Amphenol To
Distribution
IP
PBX
Block
From
TDM PBX
Back Up Power Source
Single Pair To
Each Wall Jack
Center Pins
Data
Network
Data
Network
RJ11 Cable
From Wall Jack
To PhyAdapter
Data Switch
Data Switch
Phybridge UniPhyer
Voice Switch
Phybridge UniPhyer
Voice Switch
IP PBX
Female
RJ21
Amphenol To
Distribution
Block From
Back
Up Power
TDM PBX
RJ45 Cable
From
PhyAdapter
to IP Phone
Data
Network
Female RJ21
IP PBX
Amphenol To
Source
Single Pair To
Each Wall Jack
Center Pins
Distribution
Block From
PBX
Back TDM
Up Power
Source
RJ11 Cable
From Wall Jack
To PhyAdapter
 Used for hosted
deployment across many
locations
London
England
Single Pair To
Each Wall Jack
Center Pins
RJ45 Cable
From
PhyAdapter
to IP Phone
Proven Voice Topology Standard Regardless of Size.
Female RJ21
Amphenol To
Distribution
Block From
TDM PBX
RJ11 Cable
From Wall Jack
To PhyAdapter
RJ45 Cable
From
PhyAdapter
to IP Phone
Single Pair To
Each Wall Jack
Center Pins
RJ11 Cable
From Wall Jack
To PhyAdapter
 To corporate offices with
thousands of users
RJ45 Cable
From
PhyAdapter
to IP Phone
 Deployment and
management experience
will be the same given
standard topology
 Eliminate risk, reduce
stress and save money.
Customer Experiences
Trans Union Credit 1,400 end points
Eastern Illinois
College - 600 users.
Competition Offering
• Estimated Provided to
customer - $1,800,000
• 1.5 years to deploy
Competition Offering
• No economically viable
way to address LAN
readiness requirements
and cost.
Phybridge Partner Offering
• Introduces Phybridge
creating a winning
differentiator with
significant financial
savings.
Phybridge Partner Offering
• $300,000 - Savings of $1.5
million
• Fast track project by
approximately 9 months
Customer Experiences
European Government 20,000 end points
State Government 50,000 end points
Competition Offering
• No option for IP telephony on
existing infrastructure.
• Not aware of Phybridge Offering
Phybridge Partner Offering
• Introduces Phybridge Ability to
customer
• Customer tests and re issues RFP
• Partner wins deal, displacing
competition as provider.
Competition Offering
• Pilot Failed - Quality issues
• Could not provide pricing
Phybridge Partner Offering
• Successful Pilot of 7 sites, all
deployed in a single day.
• Partner provided pricing for endto-end solution.
Which is Better for Customers?
Converge Once
Converge at Every Desk
•Lower Total Cost of Ownership
•Higher Total Cost of Ownership
•Leverage proven infrastructure
•Replace or add new cabling
•Non-disruptive deployment
•Disrupt business and data network
•Easy plug-and-play deployment
•Expertise required to configure & manage
•Quick, overnight deployment
•IT Team Brand Risk
•Graceful migration –IT Brand Protection.
•Long deployment cycle
•Voice continuity regardless of LAN
•Rip and replace solution
•Simple UPS management
•Voice outages issues
•Dedicated Physical Path for Voice, no
configuration required.
•Complicated UPS strategy
•QoS guaranteed regardless of Data
loads.
•Complex configuration required to create
a VLAN for voice QoS.
•Repeatable, Predictable, Scalable
•Voice QoS Through Continual
management and monitor networks
•Guaranteed Pricing, Timing and QoS
•. No Two LAN’s Are Alike
•Better Return on Investment
•No Guarantees
Opportunity.
• Gain Knowledge - Make the Right
Decision.
– The questions they hope you never ask but should.
• Demonstrate Our Confidence
– No obligation proof of concept
– Backed by the Phybridge UniPhyer QoS guarantee
• Commitment to the Best Return on Investment
– Work with you to ensure users adopt the applications
that will drive cost savings, higher efficiency, and
improved customer satisfaction.
Thank You
We’re migrating 1,400
users and are saving
over $1.5 million in LAN
readiness costs while
fast tracking the
migration to IP telephony
by 9 months thanks to
the Phybridge UniPhyer”.
IT Director, Credit Agency
Customer References
Available.