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1© Copyright 2011 EMC Corporation. All rights reserved.
Unified Communications Its cool, but how can you demonstrate value to the Business?
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Toby ArmfieldSolution PrincipalEMC Consulting
Building the Business Case for UC
2© Copyright 2011 EMC Corporation. All rights reserved.
Agenda• Introduction
• Customer Challenges
• Business impact of UC
• Building the business case
• Case studies
• Why EMC
3© Copyright 2011 EMC Corporation. All rights reserved.
IntroductionClick icon to add picture
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EMC – You’re the storage guys right?
Fully Automated Storage Tiering (FAST): Automates movement and placement of data
• Enables efficient use of Flash and SATA drive technologies
• Optimizes both performance and cost based on user policy
• Supported across Symmetrix, CLARiiON, and Celerra• Business applications are always optimized• Never have to trade off between capacity or
performance• Simultaneously lower costs and raise service levels
Energy efficient tiered storage technologies• Tiering• 1 and 2 TB LP SATA • Flash drives • Energy efficient arrays• Adaptive cooling• Snapshots
Atmos CLARiiONCentera Data Domain and Disk Library
SymmetrixCelerra Connectrix
EMC’s Best-of-Breed Offerings—Superior Choices, Proven Technology, Best Value
EMC Centera 4-Node
DMX-3 and DMX-4 DMX-3 950DMX-4 950NS-960
NS-120
NS-480
VG2 VG8NX4VMAXVMAX SE
MDS-Series
B-Series
Virtual Archive
Data Domain Deduplication Storage Systems
DL5000 series
Atmos
AtmosVirtualEdition
CX4 UltraScale Series
AX4
• Deduplication• Single
instancing• Active
archiving• Spin down• Thin
provisioning• Compression
5© Copyright 2011 EMC Corporation. All rights reserved.
Today ServicesLeading information-focusedservices organization in world1
Services
SoftwareSixth largest software company#1share in total storage software3
Software
Systems#1 share in external disk, networked storage, VMware environments2
2000
1 EMC ranked in leaders quadrant Gartner Magic Quadrant for Storage Professional & Support Services2According to a Forrester Survey of 124 IT decision makers using x86 server technology, Source: IDC, March 2009; Forrester, January 2009
3 IDC Worldwide Quarterly Storage Software Tracker, Sep 2009
EMC Has Evolved
Systems
6© Copyright 2011 EMC Corporation. All rights reserved.
Who are EMC Consulting?Global ReachA global professional services provider established in 2002
Over 2700 consultants worldwide.Supplemented by almost 10,000 EMC Global Services professionals. 2009 Revenues ~ $500m
Experience Proven deployment experience that speeds implementation and minimizes risk
• Hundreds of SharePoint engagements• Over one million Exchange users migrated• Hundreds of thousands of desktop deployments; hundreds of systems management implementations• IBM Lotus Notes migration specialists—tools and methodology; hundreds of thousands of mailboxes and applications
migrated• Hundreds of innovative user experience and enterprise search designs
Talent Thought leaders with elite certifications provide in-depth expertise and insight
• Worldwide consultants certified as Microsoft MVPs, MCPs, and Certified Architects, VMware VCPs, and security: CISSP, CISA, CISM
• Over 75% of program managers are certified PMPs• Authors of System Center, ADO.NET, SQL Server, Transparent IT books• Ranked #2 Interactive Agency on the New Media Age Top 100; winner Best Online Initiative ,The Card Awards
Partner relationshipsComprehensive alliances leverage the leadership and innovation of complimentary organizations
• Microsoft Global System Integrator, Global Alliance Partner, Worldwide ISV• Microsoft Gold Certified Partner with 12 competencies• 20-time Partner of the Year winner; FASTforward Enterprise Search Innovation Award• TAPS for SharePoint 2010, Office 2010, Exchange 2010, Windows 7, Forefront, SQL Server 2008, OCS, Surface, ASP.NET,
Silverlight, Visual Studio, BizTalk 2006
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These clients already know why
8© Copyright 2011 EMC Corporation. All rights reserved.
EMC and Microsoft20 Partner of the Year awards
12 Competencies
“I'm super impressed by what EMC's done building this incredible service capability around Microsoft products in general, SharePoint in particular. They've got the largest group of trained professionals around SharePoint. It's really impressive.”
Steve Ballmer, CEO, Microsoft – February 2009
9© Copyright 2011 EMC Corporation. All rights reserved.
Customer ChallengesClick icon to add picture
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Organisational ChallengesCE
O • Increased Profitability• Lower Cost Structure• Improved Risk Management• Enhanced Brand Value• Increased Customer Loyalty• Enhanced Distribution• Product Innovation• Diversification of Revenue
Streams• Impact of M&A Activities• Leverage Technology for
Business Advantage Man
agem
ent • Increased Business Efficiency
• Enhanced Risk Management• Low Cost Channels to Market• Speed to Market• Reduce Operational Costs• Increase Competitive• Increase Customer LTV• Relationship Management• Improve Technology• Regulatory Compliance
IT • Shared Service Outsourcing• Customer Data Integration• Real-Time Integrated
Analytics Systems• Enhanced Digital Channels• Virtualisation/VDI• Reduce TCO & Cost to Serve• Enterprise Cloud (Public &
Private)• Knowledge Management
11© Copyright 2011 EMC Corporation. All rights reserved.
Consumerisation of IT
“Consumer IT will affect every enterprise. Attempts by enterprises to deny this are doomed to failure, just as previous attempts to deny Wi-Fi, 'smart' mobile phones, the Internet, and even the PC itself failed.”
– David Mitchell Smith, VP & Gartner Fellow, Gartner Inc.
12© Copyright 2011 EMC Corporation. All rights reserved.
Business ImpactClick icon to add picture
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Customers Adopting UC Recognize Benefitsin Productivity Ahead of Cost Savings
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Benefits of a Business Case• Better understanding of hidden costs and
complexity
• Improved communication capabilities within the organization
• Better alignment between business value and technical solution
• Access to financial metrics to prioritize IT projects
15© Copyright 2011 EMC Corporation. All rights reserved.
Building the Business Case
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Making the business case
Develop use cases
Assess your environment
Compare options,
develop the architecture
Identify and document cost
savings and Business benefits
17© Copyright 2011 EMC Corporation. All rights reserved.
Develop Use Cases• Mobile Workers:
– Travels regularly (more than 20% of the time)
– May not have fixed, traditional workspace
– Works from airports, hotels, client offices
– May work from home during normal business hours
– Persona: Senior executives, sales, consultants
• Departmental Workers:
– Works primarily from a corporate office
– Travels occasionally to clients or other offices, less than 20% of time
– Persona: Department roles such as marketing, engineering, finance
• Teleworkers:– May not have fixed,
traditional office workspace
– Works from home during normal business hours at least 1+ day per week
– Persona: Any employee
18© Copyright 2011 EMC Corporation. All rights reserved.
Organisational Roles• Executive
– Delegate while mobile to ensure critical decisions are made
– Be accessible to customers and internal teams
• Salesperson– Stay connected with project teams and customers
– Quickly respond to customer requests while mobile
• Departmental Workers– Collaborate on projects with distributed team
– Access information while away from their desks
• Teleworker– Work from home or elsewhere without compromising productivity
19© Copyright 2011 EMC Corporation. All rights reserved.
Assess Your EnvironmentEnvironment Potential Benefits
Early in the evaluation of UC
Value opportunities in several areas of the business
Lower TCO
Improve business processes
Enable telework
Looking to upgrade messaging system
Using legacy e-mail systems such as IBM Lotus Notes
Reduce cost of third-party solutions
Reduce impact of down time
Customers with high travel costs
Green initiatives to reduce carbon emissions
Reduce travel and training costs
Reduce audio conferencing charges
Reduce carbon emissions
Want to upgrade from legacy PBX systems
Need a solution for many locations or branches
Reduce telephony provider costs
Consolidate and centralize hardware
Reduce management and maintenance costs
20© Copyright 2011 EMC Corporation. All rights reserved.
Compare Options & Develop The Architecture
User profiles/workloads
Business Process
Remote / HomeOffice
Data Center Strategy
Existing Infrastructure
Current/FutureSLAs
UCStrategy
Network Architecture
Desktop Strategy
Governance Compliance
Virtualisation strategy
Skills &Resources
What do you require?
21© Copyright 2011 EMC Corporation. All rights reserved.
Identify Cost Savings & Benefits• Cost Reduction - by increasing the number of first time contacts,
reducing call charges and eliminating third party conferencing costs.
• Workforce Productivity – improved by several hours a week per employee through facilitating more productive communication and collaboration.
• Customer Satisfaction – is enhanced by increasing employee responsiveness to customers, partners and co-workers.
• Risk & Compliance – these are better managed by placing structure and best practice around the way you utilise communication within your organisation.
• Carbon Considerations - by enabling better remote communication and reducing the need for unnecessary face to face meetings.
22© Copyright 2011 EMC Corporation. All rights reserved.
Case StudiesClick icon to add picture
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Current challenges• Integration with other Strategic Programs and/or MS applications
– OCS/IM currently only deployed in-house– Support new initiatives such as Unified Messaging– Look at federation / Public IM connectivity
• Looking to understand the TCO of implementing audio/web/desktop sharing from OCS.
– How would this integration work with a cloud based solution– Understanding the risk vs. value of staying with Cisco/Webex or moving to full
MS solution
• Challenges with Video Conferencing– Currently from large meetings– Looking to support desktop ad-hoc video– Challenges in delivering conferencing facilities in a globally distributed env
• Regulatory / Compliance requirements
• eDiscovery – compliance/litigation needs
24© Copyright 2011 EMC Corporation. All rights reserved.
Deliverables• Detailed current infrastructure assessment
• Define end-state / Services Requirements – Users requirements: UCC Capabilities (E.g. Full IM, single number, UM, eDiscovery, etc)– IT Requirements: SLAs, Manageability, Security
• Detailed Options and ROI analysis– Deployment options including: in-premise and cloud (by default CIO asks for Cloud)– Differences between Exchange 2007 and 2010
• Recommended implementation plan– Roadmap with individual phases/projects showing ROI, Risks, Dependencies, and Metrics to
measure benefits.– Budgets and Milestones for each deployment phase/project
”We want vendor expertise and leadership guiding and shaping this work, rather than us defining the specific process and deliverables from the
beginning.”
25© Copyright 2011 EMC Corporation. All rights reserved.
Cost Savings & Benefits• The following benefits could be achieved as the solution is rolled out and users
start to use the advanced functionality
• Decreasing Costs:– Reduce Travel Costs $1.3M– Reduce Conferencing Costs $450K– Reduce Telephony Costs $820K– Reduce Messaging Costs $185K
• Improving Business Outcomes:– Faster Project Completion $3.2M– Shortened Sales Cycle Times $5.9M– Increased User Productivity $3.5M
• Total Potential Annual Benefits: $15.5M
26© Copyright 2011 EMC Corporation. All rights reserved.
Mth 1 Mth 2 Mth 3 Mth 4 Mth 5 Mth 6 Mth 8 Mth 10 Mth 12 Mth 14 Mth 16 Mth 18Investment $1,011,573 $25,000 $50,000 $146,200 $50,000 $231,996 $197,133 $194,266 $1,186,113 $115,820 $115,820 $115,820 $3,439,741BenefitsProductivity Increases $0 $0 $0 $0 $0 $0 $2,316,667 $2,316,667 $2,316,667 $2,316,667 $2,316,667 $2,316,667 $13,900,000Cost Reductions $0 $0 $0 $0 $0 $0 $242,500 $242,500 $242,500 $242,500 $242,500 $242,500 $1,455,000Net Cash flow $1,011,573 $25,000 $50,000 $146,200 $50,000 $231,996 $2,362,034 $2,364,901 $1,373,054 $2,443,347 $2,443,347 $2,443,347Cumulative Net cash Flow $1,036,573 $1,086,573 $1,232,773 $1,282,773 $1,514,770 $847,264 $3,212,165 $4,585,219 $7,028,565 $9,471,912 $11,915,259 $11,915,259
Roadmap & Business Benefits
Peer to Peer Audio & video: Users can elevate IM
conversations or set up ad hoc and scheduled audio or video conferences from their desktops (HW permitting) to
improve collaborative working
Dial in and Web Conferencing: Enable users to launch
scheduled and ad-hoc web conferences (Live meeting) and
voice conferences with both internal and external
participants
Mobile Working: Enable users to have access to all services from any location and setup home offices / teleworking
facilities
27© Copyright 2011 EMC Corporation. All rights reserved.
EMC’s Business Benefits• Direct Cost Savings
– Exchange Unified Messaging Voicemail• Eliminate voicemail systems/support/software costs
– Voice calls over IP/Communicator• Reduce PSTN phone calls and charges• Reduce long-distance charges
– Internal hosting of LiveMeeting• Reduce dependency on hosted solution (previously spending thousands/month)
– Cost avoidance• IM rather than voice• Reduce travel costs (hold virtual meetings rather than physical)
• Indirect Benefits– Accelerate Sales Process– Increase customer satisfaction– Accelerate problem resolution– Increase team collaboration
28© Copyright 2011 EMC Corporation. All rights reserved.
Why EMC?Click icon to add picture
29© Copyright 2011 EMC Corporation. All rights reserved.
NetWorker, NMM integration with MS VSS
EMC Data Domain
EMC Centera
RSA Data Loss Prevention Suite
RSA enVision, RSA SecurID, RSA Adaptive
Authentication EMC Consulting
Services
EMC Tiered Storage
Proven Solutions and documented best practices for optimal layout and design
Implementation services
VMAX
RecoverPoint, SRM EMC Consulting
Services
Best practices and Proven Solutions for deploying on HyperV or VMware ESX
EMC Tiered Storage
EMC Consulting Services: Virtualization leadership
VirtualInfrastructure
Tiered/Unified Storage
Backup andRecovery
Business Continuity
Archive Security
EMC Consultin
g
EMC Consulting Services
• Strategy Services: Assessment of present environment, Business Case for Change, “To-be” Architecture, Transformational Roadmap, PMO.
• Planning Services: Unified Communications Design, Technical Planning, Operational Transformation, On-going Management
• Build Services: Messaging Migration, Application Migration, Performance Tuning, Process Automation
EMC Avamar EMC Data
Domain EMC Centera
Making Microsoft UC Enterprise Ready
30© Copyright 2011 EMC Corporation. All rights reserved.
There are Thousands of Vendors… Why EMC for Unified Communications?• We invest in Best Practices and Intellectual Property
– EMC Proven Solutions – reference technical architectures and best practices– Consulting Accelerators – delivery templates to accelerate deployment– Tailored Methodology – consistent quality and engagement
• We believe it takes more than a Technical Rock Star– We combine 5 horizontal competencies with vertically-based business consulting– EMC specializes in areas like User Adoption and Experience, Collaboration, Integration and Migration, Custom
Development– Unified Communications offshore delivery specialists – migration factory, development, testing
• We have more experience than most– 1000’s Virtualization projects over many year with proven expertize in Microsoft Hyper-v– Longstanding Microsoft relationship with deep expertise in Storage, Archiving, Data Management and Security
• We have worked hard to maximize Unified Communications investments– Software – Ionix, RSA, Archer, vSphere, Virtual Center, HA, FT, SRM– Hardware – Proven architectures for Clariion, Symmetrix, Celerra
31© Copyright 2011 EMC Corporation. All rights reserved.
EMC Consulting for Unified CommunicationsExperienceProven deployment experience that speeds implementation and minimizes risk
Thousands of Microsoft Unified Communications engagements
Early deployment partner of Exchange 2010 solutions
15+ years of UC advanced consulting services
Participation in Microsoft Exchange Solution Review Program (ESRP)
TalentThought leaders with elite Microsoft and VMware certifications provide in-depth expertise and insight
Microsoft and VMware certified consultants
PMP certified program managers
Exchange MVPs & MCMs Published authors of
Windows Server, System Center, and Transparent IT books
RelationshipsComprehensive alliances leverage organizational leadership and innovation
Microsoft Gold Certified Partner with 12 competencies
20-time Microsoft Partner of the Year winner
2010 Microsoft UC Partner of the Year finalist
Participation in Microsoft’s early adopter program “TAP”
15+ EMC product groups 90+ EMC participants in
Exchange 2010 programs
32© Copyright 2011 EMC Corporation. All rights reserved.
Assessment and Strategic Impact Plan Services
Migration Factory for Enterprise Messaging Services
Enterprise Messaging Archiving and Compliance Services
EMC’s Unified Communication Services
Tier 1 Mission Critical Application Virtualization Services
Architecture and Implementation Services
Enterprise Messaging
IM & Presence
Telephony Enablemen
t
Network Conferenci
ng
Establish a vision and strategy for organizational fit and value for an Enterprise Unified Communications solution and assess the customer’s readiness for adoptionDesign and Build Enterprise Unified Communications solution based on customer business needs
Perform large scale mail migration & support services with our proven approach using a blended onshore/offshore team model
Evaluate customers archiving requirements against tools and determine\implement optimal platform
Virtualize customers existing or planned Enterprise Unified Communications solution to consolidate, optimize, and provide HA\DR
33© Copyright 2011 EMC Corporation. All rights reserved.
Unified Communications References
EMC has performed the largest migration to Microsoft Online in the world. This customer was a large international organization leveraging EMC’s Mail Migration Factory services to quickly migrate to the SaaS solution
FACTS: 120,000 seats from Lotus Notes to Microsoft BPOS
Global Pharmaceutical Organization
Large enterprise Unified Communications solution migrating from legacy email and instant messaging technologies to a unified Microsoft platform across the enterprise. EMC also deployed enterprise archiving & compliance solution.
FACTS: 20,000 seats from Novell GroupWise to Microsoft Exchange and OCS
Global Healthcare Service
Organization
Large enterprise Unified Communications solution migrating the customer’s messaging, applications, and instant messaging platforms from Lotus to Microsoft Exchange & SharePoint.
FACTS: 15,000 seats from Lotus Notes to Microsoft Exchange 2007, SharePoint, & OCS
International Healthcare
Organization
Large enterprise Unified Communications solution migrating the customer from Exchange 2003 to Exchange 2010 in a fully virtualized, highly available, EMC private cloud infrastructure.
FACTS: 120,000 seats from Exchange 2003 to Exchange 2010
Global Aerospace Technology Company
34© Copyright 2011 EMC Corporation. All rights reserved.
35© Copyright 2011 EMC Corporation. All rights reserved.
THANK YOUTHANK YOU
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