Annual Partner Seminar 28th January 2016 Introduction
Nick Goodenough Partner Service Manager Morning Agenda
Part 1: now! • Core Network Upgrades • Data Centre Connectivity • Broadband Competitor Analysis • Ethernet Enhancements Part 2: 11.45am • Web ordering and portal • RIPE: the future of IP Addresses • SIP new services & development • 3CX Cloud • Hosted Shootout • Industry update Afternoon Lunch & Networking
• 1pm: lunch • Demonstrations of 3CX & SIP Communicator • Networking • 2.30pm: Arsenal FC & Champagne draw Essentials
• Please switch your mobiles to silent • No fire alarm practice • Fire Exits at front and rear • Loos & cloakroom on this floor Awards 2015 Reviewed
• Winner of Best Hosted Platform – again! • Best ISP – Highly Commended - again! • Turnover up 8% • Core network enhancements • New products – On-net data centres & Hosted/VM 3CX • Super Connected Cities • New web-site • Systems & Staff Training New Team Members
New London Account Managers
Henry George Taler Ryan Tom New & Expanded Midlands Office
Steve Tom • Midlands office was opened in 2007 • Moved to larger office with space for training and demonstrations • 20 Midlands partners here today • Two new Account Managers Team Members Boosted
Elinor Perks: Senior Engineering Account Manager • Joined the Partner Team from the Support Desk • Experienced CCNA qualified technician • Account manages a number of partners and is expert on more complex solutions
Annie Phelps: Partner Service Co-ordinator • Responsible for training, commission and documentation • Taking the lead with team marketing 2016 Plans
• New products • AWS, Azure & AWS connectivity • 3CX Cloud per extension & per instance • Further product development • Enhanced Service: • Full web-ordering & partner access to customer portal • SLAs for new products 2016 Brand Awareness Core Network Upgrades
Tom Fellowes SALES DIRECTOR Choosing a Connectivity Provider
• Data centre & Cloud provider versus connectivity provider • Importance of high quality direct connectivity • Remove the vagaries of the Internet • When to choose your connectivity provider • Our aim is to be your first choice of connectivity provider Changes to Our Core Network
The aims of the improvements to our core network are as follows: • Increase resilience in our core network - minimising impact of data centre, hardware or network failure • Deliver supplier and customer interconnectivity across different network nodes • Design resilient circuit options via different network nodes • Interconnect with our network from a variety of datacentre and cloud provider networks New Core Network
Customer Internet Site Internet Customer Customer Rack Rack Customer TTB Broadband Circuit Customer Rack Rack
Cross Connects Cross Connects Customer LINXCustomer Site Equinix Telehouse N Site EAD Circuit EAD Circuit Equinix Telehouse N Verizon Equinix Telehouse N Call BTW Termination Call TerminationEAD CircuitTTB Printworks Telecity EAD Circuit Customer HE Customer Site BTW BTW Site Cross Connects SIP Printworks Telecity Call Call HE CustomerTermination TerminationCustomer Customer Rack Site Printworks Telecity Customer HE Site BTW BroadbandSIP Circuit BTW Broadband Circuit Call BTW Ethernet Circuit BTWTermination Ethernet Circuit TTB Broadband On-Net Services
Andy Duncan IT Interface Manager On-Net Services
AWS
V V Azure/O365
SIP Communicator Resilience V V Equinix Telehouse N CloudConnect Hosted PBXs Equinix Telehouse N MPLS Equinix Services Telehouse N
Equinix Telehouse N Hosted Firewalls Printworks Telecity HE Printworks Telecity HE V Hosted Firewalls V Printworks Telecity V HE V SIP Communicator Printworks Telecity HE 3CX Cloud Hosted PBXs On-Net Services
Spitfire On-Net Services enable customers to directly access a range of directly connected services without implementing additional connectivity. • Spitfire services (natively connected) • Hosted 3CX & Avaya, SIP Communicator, Hosted Firewall • Partner services (via cross-connect) • Direct connections to partner ecosystems • Cloud Service Providers (via CloudConnect) • Microsoft Azure and O365 • Amazon Web Services (AWS) On-Net Services
All On-Net Services are enabled via a customer MPLS • Each service is implemented as a new virtual site or VLAN on the MPLS. • No additional circuit requirements • The connections are low latency and guaranteed bandwidth. Ideal for performance dependent services such as VDI and SIP • Connections from 50Mb to 1Gb bandwidth are available. On-Net Services On-Net Services
CloudConnect provides direct, guaranteed bandwidth connections to Amazon and Microsoft online platforms • IPsec VPNs via internet breakout is no longer required but should be retained as a backup route • Internet transit requirements and costs are minimised • Customer requires: • CloudConnect VLAN (monthly rental based on bandwidth allocation) • Microsoft ExpressRoute or Amazon Direct Connect subscription (monthly rental based on bandwidth allocation) On-Net Services
Partner Connections are enabled as a single or resilient pair of 1Gb cross-connects • A VLAN is configured for each customer, terminating on the customer MPLS • Or the partner creates an MPLS for multiple customers • All partner services are then On-Net for their customers and customers have minimal additional cost over a standard internet circuit • Partner connection and CloudConnect can co-exist within an MPLS How to Create Your Own Cloud Services Fraser Bell Partner – Northern Star Who Am I?
• Fraser Bell • 25 years IT Industry (20 Years MSP) • New Ventures • Cloud Services Company • MSP NYC Why Would you Want to?
• Mistrust of Public Cloud • Loss of Customer Control • Billing Relationship • T&Cs of reseller cloud service providers • Create Sticky Situation • Provide Better Service & Security • Make More Money What do you need to do?
• Choose a DC • Buy the Kit • Configure Exchange/ SP/ TS etc. • Choose Connectivity • Create Contracts and T&Cs • Sell it to your Customers Choosing a DC
• Looked at 6 • Location • Accessibility • Customer Service & Support • Cost • Contract • Connectivity • Accreditations • Look the Part Data Centre Pricing
Name Location Price Setup Fee Telehouse Docklands (london) £13,575 £2,695
£2,500 (plus £1,000 Telecity London £8,280 for IPMH install)
Virtus London (Hayes) £7,080 £900
City Lifeline London (Tech City) £7,032 £1490 / 36
Coreix London (Enfield) £8,400 £1,200 Equinix London (NW10) £12,850 £1,075 Virtus London (Hayes) £11,400 £1,800 Volta London (Farringdon) £7,200 £0 What Did We Ask Them?
• Free Support • SLA & Planned Downtime • Access at Short Notice • Security • Locks on Cages • Carbon Footprint • Spares What Did We Ask Them?
• Insurance • Fire Suppression • 24 x 7 NOC • Accreditations • Customer Visits So Who did we Choose?
Telehouse North • Impressive • Security • Cost • Connectivity Connection to Internet & Customer Sites And What Services Do We Provide?
• Virtual Private Servers • Virtual Private Cloud • Hosted Exchange/SP etc. • OnNet connectivity to Spitfire • Reseller Channel • THE FUTURE THROUGH TECHNOLOGY • Available over lunch Spitfire MPLS Network
Peter Oosthuizen Partner Team Leader MPLS Overview
• What is MPLS?
• Key benefits
• Circuits and hardware available with Spitfire MPLS
• MPLS Monitoring
• Case Studies MPLS Networks – (Multiprotocol Label Switching)
• Spitfire’s MPLS Managed Network provides secure, high speed inter-site connectivity between multiple sites
• It is faster, more efficient and more flexible than IPSec VPN
• Compatible with all Spitfire’s circuit types, including Fibre, EFM, GEA, SDSL, VDSL and ADSL MPLS Networks
• Secure Internet Access can be provided, with remote workers and overseas offices catered for by IPSec VPN
• Spitfire offer Cisco firewall equipment within the network for security
• We can also offer rack space for partners to host their own managed firewall within the MPLS network MPLS Networks
• Many of you use our MPLS services – offering excellent value multi-site connectivity
• The core product remains the same, with the addition of On-net datacentres and CloudConnect as mentioned earlier
• Using a “Partner Connection” within an On-net data centre, we can directly connect your rack to your customers site with QoS and guaranteed bandwidth MPLS Monitoring
Monitoring facility available upon request
• Customer accessible web portal allows you to view: • Status and performance of circuits • Custom Notifications • Usage details • Only Spitfire managed SNMP capable routers support full monitoring MPLS Case Studies
Case Study 1 - Scenario • Customer with 1 site in Gravesend acquired a second business (second site) in Orpington • Required a quality data connection between sites • Connection was required for data only, no voice • The client was cost conscious due to high costs of acquiring a business • Customer considered 2 options: 1. Internet circuits with IPSec VPN between the two sites 2. Point 2 Point Ethernet circuit between two sites MPLS Case Studies MPLS Case Studies
Case Study 1 - Proposal • Spitfire proposed a 3rd option, MPLS • Options 1 and 2 would require Ethernet circuits as would MPLS however MPLS would also offer QoS and guaranteed bandwidth between sites whereas IPSec VPN would not • P2P option would offer QoS and guaranteed bandwidth however due to the geographical locations of the two offices P2P was very expensive • MPLS offered a lower cost than P2P solution and better quality bandwidth speed vs an IPSec VPN. The MPLS was cost neutral vs the IPSec VPN solution • MPLS would also mean less network management/maintenance and easier troubleshooting for IT support MPLS Case Studies MPLS Case Studies
Case Study 2 - Scenario • Customer with 3 sites • VPNs configured between all sites and local internet breakout at each site • Struggling with performance when transferring data between sites • Not enough bandwidth to support traffic over VPNs • High maintenance with multiple firewalls and inter-site VPNS • Inconsistent network performance due to lack guarantees on bandwidth over VPN • Partner unable to provide a definitive service level on network performance MPLS Case Studies MPLS Case Studies
Case Study 2 - Proposal • Spitfire proposed replacing the VPN connections with Spitfire MPLS • MPLS offered the following to resolve their issues • Addressed quality issues with guaranteed bandwidth and performance SLAs between sites • Consolidation of internet bandwidth across all sites • Centralisation of internet security with a single firewall • Provide clear SLA and accountability for partner and service provider • Cost neutral project
• By introducing MPLS we have once again reduced management & troubleshooting and simplified the IT support/maintenance MPLS Case Studies MPLS Case Studies
Case Study 3 - Scenario • Customer with 1 office • Customer facing webservers hosted in existing data centre and looking to bring second data centre online for back office servers • Circuit resilience required at Head Office • Existing onsite PBX with requirement to move off site MPLS Case Studies
Case Study 3 - Proposal • Spitfire recommended Equinix as second data centre for back office servers enabling cross- connect with Spitfire • This offered a low cost, high quality direct link into their MPLS. Customer had 1Gb connection between rack space and MPLS core. Roughly £150pm • We linked the existing data centre into Spitfire MPLS using the existing 10Mb point to point connection MPLS Case Studies
Case Study 3 – Proposal Continued • 3CX Cloud provided an offsite PBX solution with direct connectivity to MPLS. This ensured guaranteed call quality with QoS configured across the network • Diversely routed Fibre and EFM circuits from Head Office terminating on different Ethernet nodes for added resiliency MPLS Case Studies MPLS Summary
• MPLS not only designed for large multi site businesses
• Excellent for providing a direct link between geographically distant offices
• CloudConnect offering bandwidth guarantees with direct link to Amazon, Azure, Office 365 etc.
• Low latency and guaranteed bandwidth between sites
• Easier management, troubleshooting and greater flexibility compared to IPSec VPN MPLS Summary Continued
• Simplified troubleshooting. Clear where the fault lies and who is responsible. Quicker resolution
• Extremely cost effective. Incremental costs between Ethernet and Ethernet over MPLS is £10/month & only £5/month for Broadband
• MPLS can work out less expensive compared to multiple circuits with local breakout from each site due to the ability to share transit across all sites and thus less bandwidth required
• Customer more money to spend on partner services
• Generous partner commission available. 20% of MPLS setup and monthly costs Competitor Analysis
Nick Goodenough Partner Service Manager Improving our Products
• Ongoing surveys of existing Spitfire customers • Analyse competitors using websites and mystery shoppers • Feedback from partners and customers • The information we gather helps to improve our products and services • Partners have asked us to share this competitive information Competitor Analysis
Detailed analysis of 10 or so main competitors for the following product categories: • Broadband • Ethernet • IP Telephony • WLR telephone line rental & calls Competitor Analysis Parameters
Comparison looks at the following factors: • Initial costs • Monthly costs • Hidden/optional costs • Cost over 1 & 2 years AND! • Service levels & SLAs • Support & helpfulness • Any other useful information Broadband Competitor Analysis 1
Looked at: • ADSL2+ • ADSL2+ Annex M • SDSL M • VDSL
We shall focus on VDSL pricing today but have included comments on other services Broadband Competitor Analysis 2
Costs: • Short term discounts • Charges for fixed IP address • “Free” routers with chargeable post & packing • Analogue bearer line rental & call charges Broadband Competitor Analysis 3
Service: • No SLAs • No optional Service Level enhancements • No Expedite Service • Call answer times • Scripts & multiple support level tiers Back-up Circuit Comparison
Back-up circuits: • No other company recommended back-up circuits • All charged at normal prices rather than free/subsidised • Generally a single circuit provider (mostly BT Wholesale) so less resilience • Use different IP addressing complicating failover Broadband Competitors Analysed VDSL 80/20 Standard: Spitfire
“VSTREAM” VDSL 80Mb down; 20Mb up; Standard Traffic priority
• £31.00 per month • Free connection and router on 2 year contract • Analogue line = £99.00 connection; £10.00/month • Back-up circuit = £7.00 per month VDSL Fibre Broadband Cost Comparison
Broadband Broadband Telephone line Competitor Connection Router Rental 1 x Fixed IPv4 rental incl. Delivery per month per month per month
Spitfire £0.00 £0.00 £31.00 £0.00 £10.00 BT £90.00 £8.00 £35.00* £4.50 £13.00 Eclipse £0.00 £62.50 £45.00 £0.00 £12.50 Zen £25.00 £5.79 £25.00# £0.00 £17.00 Talk Talk £80.00 £4.99 £27.00 £0.00 £15.50 Plusnet £0.00 £4.99 £33.00~ £0.00 £10.50
* BT price includes £5.00/month discount # Zen charge £29.50 if don’t used them for analogue line ~ Plusnet discount = £10.00 per month for first 12 months VDSL Fibre Broadband cost comparison
VDSL & new analogue line: costs over 2 years
£1,600.00 £1,400.00 £1,200.00 £1,000.00 £800.00 £600.00 £400.00 £200.00 £0.00 Eclipse BT Zen Spitfire Talk Talk Plusnet VDSL Fibre Broadband cost comparison
VDSL, ADSL back-up & 2 x new analogue lines: costs over 2 years
£2,500.00 Costs over 2 years
£2,000.00
£1,500.00
£1,000.00
£500.00
£0.00 Eclipse BT Zen Spitfire Talk Talk Plusnet Competitor Call Charges
Competitor UK Landline call charge UK Mobile call charge Connection charge pence/minute pence/minute
Spitfire 1.00p 3.95p 0p BT 2.00-17.00p 6-22.20p 2p Eclipse 4.16p 9.16p 8.33p Zen 1.28p 9.36-12.34p 0p Talk Talk 5.50p 9.95p 8p Plusnet 3.00p 9.95p 5p Broadband Service & Range
SDSL M Router Assured Annex M Voice Free/low cost No Traffic Competitor replacement Rate ADSL 2.5Mb up Quality back-up Shaping
Spitfire Lifetime P P P P P
BT 1 year O O O O P
Eclipse 1 year O O O O O
Zen 1 year O O O O P
Talk Talk 1 year O O O O O
Plusnet 1 year O O O O O BT Retail Drawbacks
• No voice quality Broadband or Annex M/SDSL M • Bandwidth shared with Wi-Fi hot spots • Support from large call centres, script based • No account management except through BT Local Business dealers - quality varies widely • BT Sport = no free football • BT provides PC and Server support.... Zen Drawbacks
• No voice quality Broadband or Annex M/SDSL M • Ethernet pricing generally uncompetitive • No telephone systems and very limited voice network services Plusnet Drawbacks
• No voice quality Broadband or Annex M/SDSL M • No Ethernet products • No voice products other than analogue lines • Support e.g. Call Answer Time averages • No on-site support – engineering or account management Talk Talk Drawbacks
• No voice quality Broadband or Annex M/SDSL M! • Reputation: tops OFCOM’s complaints chart Eclipse Drawbacks
• No voice quality Broadband or Annex M/SDSL M • Only analogue lines supplied • No telephone systems other than hosted Spitfire’s Strengths
• Transparent, competitive pricing across the board • Back-up circuits free or £7.00/month • Widest range of business Broadband in the UK • SDSL M products with voice quality guarantees • Wider range of telephony products than any UK Internet Service Provider including BT • Telephony costs lower than all major ISP competitors Ethernet Enhancements
Josh Davis Partner Team Leader • Ethernet Types
• xDSL v Ethernet
• Competitor Analysis GEA Ethernet
Generic Ethernet Access • Available bandwidth up to 20Mb • Uses FTTC infrastructure • 4629 exchanges in UK enabled for FTTC (21.01.16) • Fixed price of £149.00 • More Cost effective than traditional Ethernet / Leased Line options. EFM – Copper Ethernet
Ethernet in the First Mile
• Soon to be branded “CopperStream” • Available bandwidth 2Mb – 35Mb • Uses existing copper infrastructure (multiple pairs) • One pair fails, the other pairs keep the circuit live • 3 pair pricing = from £155 • 5 pair pricing = from £200 Fibre Ethernet
• Soon to be Branded “FibreStream” • UK’s Premium data connection • Available Bandwidth 10Mb – 1Gb • Dedicated fibre cabling infrastructure from the local exchange direct to the customer premises • Ubiquiti Routers now available for 1Gb bearer circuits • Pricing: • 20/100Mb from £290 • 50/100Mb from £325 • 100/100Mb from £450 Super Connected Cities Legacy
• Spitfire had huge success in providing customers with Fibre Ethernet using the Government Grant • 395 Grants were issued • In order to sustain this growth: • Free Connection (36 month term) • Router Rental Options • £2,800 excess construction charges included • Router Monthly Rental Pricing (36 month term) • Cisco 881 (SIP Ready): £9.93 • Cisco 1921: £14.64 • Cisco 1921 Autofailover: £27.32 • Cisco 1921 SIP & Autofailover: £34.80 Ethernet Benefits
Uncontended Fully symmetrical Guaranteed 100% throughput Target uptime of 99.95% to 100% depending on circuit type Back-up ADSL included (manual or automatic failover) Utilises exclusive exchange equipment Self healing MPLS core Ethernet network xDSL v Ethernet
xDSL Ethernet GEA EFM Fibre Bandwidth 8 - 80Mb down 2-20Mb 2-35Mb 10Mb – 1Gb 1-20Mb up Repair time SLA 40 hours 5 hours Service Credits No Yes 24/7 Monitoring No Yes SLA – Target uptime N/A 99.95% 99.95% 100% SLA - Guaranteed throughput N/A 100% SLA - Max packet loss N/A 0.01% SLA - Max latency N/A 10ms SLA - Max jitter N/A 3ms Ethernet Competitors Fibre Ethernet SLAs
Spitfire BT Retail
Target Uptime 100% 100%
Target Fix Time 5 clock hour 5 clock hour
Service Credit Up to 100% monthly Capped at 33% rental service credit monthly rental service credit Spitfire Online Services
James Davis PARTNER TEAM LEADER Spitfire Customer Portal
• A central place for relevant information • Empower Customers & Partners • Save Customers & Partners time & effort • Additional Service to Personal Account Management Spitfire Customer Portal
What will it allow you to do?
• Review Maintenance Jobs • Check Live Spitfire Services • View Sales Ledger • Track Order Progress • Check customer contact details New Spitfire Website
• Fresh New Look • Reflective of Spitfire’s Reputation • Clear and Informative • A useful marketing tool Spitfire Web-Ordering
• Flexible and Fast • Clear & Transparent • Keeps the customer informed during order process • Coming Soon: Customer and Partner Order Generation Session 1 Q&A
Nick Goodenough Partner Service Manager Tea & coffee break
Session 2 starts at 11.45am Session 2
Nick Goodenough Partner Service Manager Pedro Vaz RIPE Spitfire IPv6
Peter Goddard Midlands Manager Spitfire & IPv6
Spitfire is IPv6 ready: • Ethernet circuits: native IPv6 or dual-stack • All Broadband circuits: dual-stack • Transit & peering routes • DNS Servers • Linux Webhosting • Windows Webhosting • /48 or /56 are free of charge
A white paper is available on our (IPv6 supported) website SIP Trunk Enhancements
Peter Goddard Midlands Partner Manager Spitfire SIP Trunks
Spitfire SIP Trunk Enhancements
• Inbound Resilience will be live later this year
• Outbound Resilience Live with separate Data Nodes and separate switches for resilience is now live
• Online / Mobile Apps • Diverts will be live later this year Spitfire SIP Trunks
Number Porting Agreements Agreements • BT • Cable & Wireless • Colt • Gamma • Magrathea • Simwood • Telappliant • Telephony Services (Gradwell) • Telserve • Virgin • Vodaphone Spitfire SIP Trunks Interoperability
• Spitfire has completed interoperability on over 48 different IP PBX’s
• This ensures that the SIP Trunks will interface correctly with your preferred IP PBX
• A list can be obtained by contacting you Account Manager Beronet Beronet
• VoIP Gateway
• Can be installed by Partners
• Anywhere in the UK
• From £490 or £16/month Spitfire VDSL (FTTC)
Converged Solution or Not? • Trial for VDSL with QoS launched last year
• QoS on Router and through Spitfire controlled services
• FTTC has a real-time QoS option, However • No Guarantees on Upload • Download based on Averages (does not account for Peak times)
• 291 FTTC nodes running HOT • Suffering from Over Bandwidth Usage • No QoS on Voice so what is going to affected? • Voice Hosted Telephony
Tim Hillier Partner Team Leader 3CX Cloud
Tim Hillier Partner Team Leader 3CX Cloud
Private Hosted 3CX 3CX Cloud 3CX Cloud 3CX Cloud
3CX Cloud – Market Position
PRIVATE HOSTED 3CX
3CX CLOUD No. Users No. SIP COMMUNICATOR
0 Low Feature Complexity High 3CX Cloud
3CX Cloud – Target Audience • Low CapEx • Feature Rich System • Multisite & Flexible • Expandable • Max. 32 Extensions, with 16 Simultaneous Calls 3CX Cloud
3CX Cloud – Feature List • Call Recording • Wall Board • Call Reporting • Remote Worker Integration 3CX Cloud - Standard
3CX Cloud – Standard • Provisioned per Extension, as per SIP Communicator • Rent no. of extensions required on a monthly basis • Spitfire Configure & Install System • Commission Paid to Partner 3CX Cloud – Self Setup
3CX Cloud – Self Setup • Provisioned per Extension, as per SIP Communicator • Rent no. of extensions required on a monthly basis • Partner configures & installs system • Connection and installation charges discounted • Partner charges for installation & support 3CX Cloud Server – Instance Rental
3CX Cloud Server – Rental per Instance • Provisioned per instance on 3CX Cloud • Rent license, providing up to 16 Simultaneous calls • Partner configures & installs system • Partner charges for installation & support Package Options
3CX Cloud Server - Rental per License 3CX Cloud - Standard 3CX Cloud - Self setup instance Purchase 4SC 8SC 16SC 3CX Cloud Included Included Included Server instance 3CX SC License Pro Included (x50% of no. of Pro Included (x50% of no. of Standard Included N/A Included Included Included extensions) extensions)
3CX Pro license Included Included Additional charge for Pro N/A £ 6.00 £ 10.00 £ 15.00 upgrade SIP trunks Included (x50% of no. of Included (x50% of no. of extensions) SIP Trunk rental @ £4.00/SIP Trunk £ - 2 inc 4 inc 8 inc extensions)
Set up fees Per extension £30.00 Per extension £10.00 Fixed fee dependent on SC license £ 100.00 £ 100.00 £ 150.00 £ 200.00 Rental Per extension £14.00 Per extension £14.00 Per server, based on SC license £ 100.00 £ 45.00 £ 79.00 £ 145.00 model/rental fee Customer Optional Standard Standard Admin access Spitfire setup Full configuration of all standard Installation of skeleton server, Installation of skeleton server, completion by customer/partner OR full configuration offered at features, charged per extension completion by customer/partner £30 per extension Spitfire Training Optional within M25 or by partner £250.00 Not available N/A Optional if full configuration (£250)
Unlimited support of 3CX server and instance. Support of Unlimited support of 3CX server. All Spitfire support configuration unless Admin access Unlimited support of 3CX server. All configuration changes chargeable configuration changes chargeable is granted. All configuration changes chargeable Maintenance purchased annually Annual License Entitled to currently installed Entitled to currently installed (compulsory) or included within renewal Included Included Included entitlement version version monthly license rental fee Version upgrade Upgraded as per Spitfire upgrade Upgraded as per Spitfire upgrade Upgraded as per Spitfire upgrade plan plan plan SIP Communicator
Tim Hillier Partner Team Leader SIP Communicator
Hosted Phone System of Choice • 200+ Partners Completed SIP Communicator Technical Training
• With over 220 Partners Placing SIP Communicator Orders
• Remains the most popular Phone System SIP Communicator
Development for 2016 • Evolve with Market
Spitfire to Launch New Pricing Model • Eliminate CapEx Costs • 12, 24 or 36 month Contracts
Ensure Continuing Ongoing Success… Best Hosted Platform
Award Winning Hosted PBX • 2013 – SME Hosted Solution
• 2014 – Best Hosted Platform
• 2015 – Best Hosted Platform Best Hosted Platform
Partner Support • Partner support has ensured continuing success of SIP Communicator
“…SIP Communicator hosted “We have now moved our own telephony service to be an telephony and 80% of our excellent solution to offer our customers’ over to SIP clients” Communicator™”
“SIP Communicator is a complete package encompassing hardware, SIP extensions, numbering, call traffic and the circuits…” Summary
2016 – Portfolio Developments Cloud & Hosted IP PBXs
Andy Duncan IT Interface Manager Cloud & Hosted IP PBXs
Spitfire offerings • Hosted PBXs • 3CX • Avaya • Cloud PBXs • 3CX • SIP Communicator Cloud & Hosted IP PBXs
The common factor to all Spitfire hosted and Cloud IP PBXs is: • Spitfire’s ability to guarantee voice call quality from the handset to the telephony exchange Cloud & Hosted IP PBXs
Skype for Business as part of Office 365 online services claims to be the solution for all • Skype for Business Online is free • Skype for Business can replace my PBX Cloud & Hosted IP PBXs
Skype for Business as part of Office 365 Online Services claims to be the solution for all. However • Skype for Business Online is only included in some O365 packages or can be rented as a standalone package • Skype for Business includes no PSTN call capability • By adding Cloud PBX to Skype for Business, PSTN calls can be made. Cloud PBX is not yet available • Skype for Business with Cloud PBX will have less functionality than Lync Enterprise voice • Skype for Business will offer no call quality guarantee or in fact any QoS Cloud & Hosted IP PBXs
Until Cloud PBX is available, Skype for Business Online should be positioned as a companion to an IP PBX • Both Avaya and 3CX integrate with O365 to provide contact pop-up and click to dial • 3CX however has presence and chat capabilities of Skype for Business built in Cloud & Hosted IP PBXs
Once Cloud PBX becomes available it will compete with other Cloud IP PBXs, however: • Cloud PBX will have limited functionality • Cloud PBX will be bound to Microsoft trunks and call plans • There is no QoS offered and no call quality guarantee • There are limited handset options and these are expensive • The TCO for Cloud PBX is likely to be comparable to SIP Communicator or higher but for a lower quality and functionally inferior product Cloud & Hosted IP PBXs
Feature 3CX Cloud SIP Communicator Skype for Business Online + Cloud PBX SIP Trunk provider Spitfire Spitfire Microsoft SLA for availability Yes Yes Yes SLA for call quality Yes Yes No Softphone support Yes Yes Yes Handset support Wide range Most Snom & Yealink Specific handsets Call reporting Included Optional Basic Call recording Included Optional N/A Advanced PBX features Included Included N/A (e.g. hunt groups) Webmeeting Included N/A Optional Monthly rental per £14.00 £7.00 - £10.00 Est £9.00 extension BT Overview – January 2016
Justin Orde Joint Managing Director BT Group Structure
BT RETAIL BT WHOLESALE BT GLOBAL SERVICES
BT DIRECTORY OPENREACH SOLUTIONS
TSO - TECHNOLOGY, SERVICE & OPERATIONS (BT’s Core Network)
Under review by Ofcom! BT - Overview
• Purchase of EE given go ahead • BT wants to shut down traditional telephone exchanges in 2024 • Vodafone and TalkTalk are lobbying Government to force BT to separate Openreach into stand-alone business • Gavin Patterson • Career spent in BT Retail • Focused on consumers (BT Sport/EE) BT – Staff Changes
• Openreach CEO – Joe Garner • Joins Openreach February 2014 (from First Direct) • Leaves Openreach February 2016 (for Nationwide) • Joe comes from, and is going back to a consumer business
• Openreach CEO – Clive Selley • Joins Openreach Feb/March 2015 (from TSO) • Hopefully Clive, ex-TSO, will address engineering challenges in Openreach. BT – Storm Clouds on the Horizon
• USO – 10Mb broadband nationally • BT under fire; - for Openreach failures - slow broadband speeds in rural areas • Grant Shapps / 100 MPs / BroadBAD Report Session 2 Q&A
Nick Goodenough Partner Service Manager Actions & This Afternoon
• Fill out feedback forms & give to Spitfire staff • View 3CX and sign up for training • View SIP Communicator and sign up for training • Sign up for Anti-fraud training if you sell any kind of telephony • Eat lunch, network and enjoy • 2.30pm Champagne & Arsenal draw