WELCOME
TO THE NEW
PC ERA
Transform for SMB
Presentation for ANZ Indirect Resellers -March 2014
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
AGENDA
1
Why manage your customer installed base
2
Program overview
3
Benefits
4
Marketing resources
5
Process
2
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Why a new TRANSFORM program ?
IMPROVE
WHAT WAS
RATED WEAK
NEW
Extend the program to competition
• REPLACE now opened to existing OXO and 4200 customer as well as LG customers!
NEW
Simplify the discount levels
• Now 1 single discount across the whole program
NEW
Improve discount of Upgrade scenario
• Now Upgrade and Replace benefit from same discount
3
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
WHY
MANAGE
YOUR
INSTALLED
BASE?
Why manage your installed base?
A huge installed base of OmniPCX Office
systems to update!
17 millions ALE SMB lines sold over the last years
• On top of 12M lines of previous generation solution A4200 sold
• Big part of these systems not yet replaced
Most of the systems still running old R1 to R8 software
• R1 to R7 not supported anymore
OPPORTUNITIES TO
SELL NETWORK
INFRASTRUCTURE
SOLUTIONS
RE ENERGIZE
YOUR
SERVICE
OFFER
More than 700 000 SMB companies use Alcatel-Lucent
solutions
• Most of the companies are still using basic telephony
Most of the wired and wireless terminals are outdated
• No more support, repair or spare parts: maintenance at risk!
5
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Move to IP, deploy
WLAN solutions
One single supplier
with consistent and
unified processes and
tools
PROGRAM
OVERVIEW
Program Overview
TRANSFORM for SMB:
TIME:
UP TO DEC ’14
REGION: WW
BPS: DR, VAD
Migrate legacy Alcatel-Lucent
systems or targeted competitors
to OpenTouch™ Suite for SMB
Upgrade or replace existing installation:
Help Assist and accelerate migration to release 9
High level of discount on Software licenses:
To help your customer discover and use advanced
features
Special loyalty premium conditions for existing Alcatel
customers
Promote indifferently IP or TDM migration
Marketing activities
End customer “campaign-in-a-box” for BPs
Easy process – promotion included in ACTIS
Telemarketing activities with MyMarketingAgency
7
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
BENEFITS
Benefits for your customer
RENEWING THEIR
COMMUNICATION SOLUTIONS
Give SMBs more efficiency for minimal
investment
Moving to OmniPCX Office RCE:
A more powerful and performing technology
A feature-rich and cost saving solution
The most complete and compelling solution on
the market place to answer SMB needs
Voice, Data, Internet, Applications
The last engine for higher
performance PowerCPU
More powerful
Future proof technology
The latest architecture
SIP at the core
One single vendor with consistent and unified
processes and tools
9
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
New & improved devices
& applications, increased
capacities
MyIC Phone & 8000 Series,
New Premium Deskphones,
SIP phones, MyIC family,
etc…
TRANSFORM For SMB: 1 PROGRAM, 3 PROMOTIONS
UPGRADE
REPLACE
Addressing OmniPCX Office
installed base
Addressing ALU legacy installed
base
(from R1 to R8)
(T1600, A4100, A4200)
Upgrade to latest R9
Replace with OmniPCX Office
Addressing LG base (Australia)
Addressing Samsung base (NZ)
Replace with OmniPCX Office
Up to 22% SDR on Software Licenses and Applications (CC30)
Contact your Distributor for the actual discount they are extending
PROCESS
• Obtain discount value from your distribution partner
• Apply discount to all software in category CC30
• Validate discount with your distribution partner
10
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
MARKETING
RESOURCES
Marketing Resources
Ready-to-use campaign to explain to your Customers the benefits of moving to the latest release
Fully customizable, ready to use assets
• Sales brief
• Event invitation
• 4 eMailers (html, oft – Outlook)
• Template
• Visual identity (horizontal & vertical banner)
• High def resources available on demand
Campaign-in-a-box
MyMarketingAgency
Available on the business portal
www.mymarketingagency.net
Execute the campaign by yourself
Execute the campaign by certified experts
12
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
PROCESS
Upgrade Program
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
UPGRADE Program
Update OmniPCX Office system and get the best
with the latest release
R9.0 software & Up-to-date hardware
A simple upgrade path to R9
Validity
- Software only (upgrade license) from R8
- Until End 2014
- Software (upgrade license) and CPU from
releases prior to R8
Restrictions
- If the CPU has been changed, the old one must be
destroyed or recycled
- This discount cannot be cumulated or substituted by
another (ex. SDR)
15
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Content of R9.0 Upgrade
HARDWARE
SOFTWARE
(for OXO prior to R8.0 only)
- R9.0 upgrade software license
- 10 mixed board license
- 4 IP Channels license
- New powerful PowerCPU
- Call Accounting over IP license
- 16 IP resources
- DISA transit license
- 2GB SD card
- Remote customization license
- 10mn music on hold license
- 4 system languages license
PowerCPU (3EH04026AA)
+
Upgrade License (3EH03300AB)
16
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Process
• Contact your Distribution Partner to identify the level of discount they are supporting with the
Transform Program
• Manually apply that discount to all software in Category CC30
• Validate the discount with the Distribution Partner prior to quoting the customer.
17
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Mandatory item in the order
• The order must contain one of the following items.
• If not, standard price will apply.
• Software license upgrade from R8 to R9
3EH03346AA
• Software license upgrade from <R8 to R9
3EH03345AA
18
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
UPGRADE
Discounts
Software Suites or Upgrade license
>
Upgrade software license, Advanced software suite
Vsmall, Small, Medium, Large, IP software suite
User & Trunk licenses
>
IP users & trunks, Digital & Analog users, IP
channels, Mix boards licenses
Mobility-related licenses
>
DECT & IP-DECT users, WLAN users, Nomadic users,
MyIC Mobile, SIP Companion
Productivity licenses
>
PIMphony full offer, Conferencing
Greeting licenses
>
Call Center full offer, Voice Mail options, Single &
Multi Auto-attendant
Apps Openness licenses
>
Accounting, CSTA, TAPI interfaces, MyIC Social
Networks, SIP Open Pack
*Contact your Distributor for the actual discount they are extending
19
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Up To
22%*
Replace Program
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
REPLACE Program
Leverage installed base of legacy Alcatel-Lucent
systems to OmniPCX Office solution
•
With latest OmniPCX Office Rich Communication
Edition R9
Facilitate and accelerate migration of the
Alcatel-Lucent installed base
Special loyalty premium conditions for existing
customers
Validity
- Until End December 2014
- Alcatel, The last remaining 4200’s
Restrictions
- Focused competitor : LG Installed Base (Australia)
- Replaced system must be destroyed or
recycled
- Focused competitor : Samsung Installed Base (NZ)
- This discount cannot be cumulated or
substituted by another (ex. SDR)
Promote both IP or TDM migration
- Leverage migration with New Premium Deskphones
21
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Process
• Contact your Distribution Partner to identify the level of discount they are supporting with the
Transform Program
• Manually apply that discount to all software in Category CC30
• Validate the discount with the Distribution Partner prior to quoting the customer.
22
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Mandatory item in the order
• The order must contain one of the following items.
• If not, standard price will apply.
• IP Software suite
3EH03340AA
• Advanced Vsmall software suite
3EH03336AA
• Advanced Small software suite
3EH03337AA
• Advanced Medium software suite
3EH03338AA
• Advanced Large software suite
3EH03339AA
REPLACE
When replacing a competitive system you must also provide the model of the System, the name of the customer,
the main contact at the customer, and contact number for the customer.
23
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Discounts
Software Suites or Upgrade license
>
Upgrade software license, Advanced software suite
Vsmall, Small, Medium, Large, IP software suite
User & Trunk licenses
>
IP users & trunks, Digital & Analog users, IP
channels, Mix boards licenses
Mobility-related licenses
>
DECT & IP-DECT users, WLAN users, Nomadic users,
MyIC Mobile, SIP Companion
Productivity licenses
>
PIMphony full offer, Conferencing
Greeting licenses
>
Call Center full offer, Voice Mail options, Single &
Multi Auto-attendant
Apps Openness licenses
>
Accounting, CSTA, TAPI interfaces, MyIC Social
Networks, SIP Open Pack
*Contact your Distributor for the actual discount they are extending
24
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
Up To
22%*
v
25
COPYRIGHT © 2013 ALCATEL-LUCENT. ALL RIGHTS RESERVED.
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