OpenScape Web Collaboration- StandaloneIndirect Sales
“Collaborate Everywhere”
Sep 2011
June 2011
Page 1
Colin Corbett
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2011. Alle Rechte vorbehalten.
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Agenda
• Web Collaboration
• Solution Overview & Fact File
• Competitive Overview
• Go to Market Plan
• Example Pricing
• Demo+ reseller portal training
June 2011
Page 2
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Trends in collaboration
“Due to global economic challenges, interest in Web conferencing is at an all-time high as
companies look to cut costs.”
Gartner, November 2010
"The market growth is primarily being driven by the relentless and unchecked globalization. Many
company employees are nowadays spread across not only the entire country, but all over the
world. Consequently, it is essential to find cost-effective ways to network the individual parties
involved quickly and efficiently without incurring the overhead of expensive business trips every
time".
Frost & Sullivan, August 27, 2009
 Enterprises are leaking incredible amounts of money each
year because frequent collaboration with existing
communications systems is not effective.
 Employees spend an annual average of 11 days on internal
team meetings requiring travel.
 Unnecessary business trips translate to an expense of $3400
per person per year (in the U.S.) when travel is domestic.
 When travel is international in nature, the annual expense
jumps to $4070 per person.
June 2011
Page 3
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OpenScape Web Collaboration
What is it? Solution Overview
Rich multi-media collaboration
at an affordable price
 Full-featured web conferencing solution can be installed quickly,
cost-effectively, and with minimum IT resources
 Simple, intuitive interface with one-click access to all features
 Integrated text, data, web, voice and multi-party H.264 desktop
video conferencing
 Mobile client that runs on any smartphone device including
iPhone, iPad, and iPod Touch
 High capacity: up to 1000 session participants
 High scalability: virtually unlimited via cascading server
architecture
 Flexible deployment models: on-premise and hosted
 Highly secure 256-bit AES encryption
June 2011
Page 4
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OpenScape Web Collaboration Mobile Client
Accelerate responsiveness by providing employees a convenient way to
instantly collaborate in real-time from anywhere
 Actually participate in critical business meetings from anywhere
 Access conferences even when you are running late!
 Desktop and application sharing
 IM and multi-party chat
 Video conferencing
 Easy self-installation for
iPhone, iPod Touch, and iPad
June 2011
Page 5
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OpenScape Web Collaboration
OpenScape Web Collaboration is a scalable, secure, and highly reliable web
conferencing solution providing rich multimedia collaboration for every enterprise, at
an affordable price
Unique Selling Points
Customer Benefits
 Zero-footprint client – no installation or
configuration
 Enhance communication quality and
productivity
 Plug-in integrations for OpenScape UC
App, Microsoft, and IBM groupware clients
 Minimize costs vs. expensive 3rdparty conferencing services
 End-to-end enterprise-grade security via
SCS server-based encryption
 Customer Portal enables users to easily
tailor Web Collaboration modules to their
own individual needs
June 2011
Page 6
 Reduce travel expenses
 Presence information enables
spontaneous, easy to initiate sessions
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OpenScape Web Collaboration is the only Solution
of it’s kind featuring SCS: Secure Connect Service
Customer Benefits of SCS?
 Safe to use for confidential sessions with
external partners
 No possibility to decrypt Web
Collaboration content at the OpenScape
Web Collaboration server, i.e. it does not
matter where the server is located ->
ideal for cloud deployment.
 Possibility to securely transfer files
across company borders
What is SCS?
OpenScape Web Collaboration is secured with
multiple levels of security mechanisms
Level 1: Data-encryption between Clients and
Web Collaboration Servers
Level 2: Secure end to end Data Control signaling
between Web Collaboration Clients
Level 3: Encrypted Storage and Transfer of Web
Collaboration “payload”
How do we prove SCS?
OpenScape Web Collaboration has been
thoroughly tested by German TÜV and has
received their security certificate.
ICSA Lab Cert for NAM desirable
June 2011
Page 7
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OpenScape Web Collaboration
Comparison between Embedded and Standalone main features
Standalone
Embedded (UC or
Xpressions)
No
(planned Oct. 2011)
Yes
Portal
Yes
No
Voice-Chat
Yes
No*
Download Moderator .exe from
intranet
Yes
No
Outlook and Lotus Notes Plug-in
* The UC users have VoIP through the UC client.
** For UC users only
June 2011
Page 8
Standalone voice chat (voip) is not SIP and uses GSM codecno gateway to PSTN
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OpenScape Web Collaboration Standalone
Feature Overview – Options
Instant Meeting (any to any)
Social Conference (one to any)
Secure Advisor
(max 3)
June 2011
Page 9
(machine to machine)
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Summary
Fast
Easy
 Install server system
in less than one hour
 Simple and intuitive
user interface
 Media morphing and
fast, one-click feature
access
 Easy one-step
scheduling a voice
and web conference
 Use to deliver fast
and efficient remote
support and problem
resolution
June 2011
Page 10
 No client installation
or configuration
 Requires minimum IT
resources and no
special skills to install
Affordable
Open
 Less costly than most
other web
conferencing
solutions
 Supports integration
with virtually any
application via XMLRPC interface and
professional services
 Minimal rollout costs
for client installation
 Available as premisebased or hosted
solution
 Includes click-toconference
integration plug-ins to
Microsoft and IBM
groupware clients
 Supports industry
standards e.g. SIP,
H.264
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Solution Fact File
June 2011
Page 11
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OpenScape Web Collaboration
Fact File
Scalability
Bandwidth Consumption
 On a single server, OpenScape Web
 Desktop sharing on average requires 15Kbps
Collaboration supports up to 250 concurrent
per user
 Video 15-60 kbps per user (depends on Video
users
 On a single session, OpenScape Web
quality setting on the user interface)- H.264:
Collaboration supports up to 1,000 Mobile Client/
low 15, med 35, high 60
 Voice 30 kbps per user.
Web Browser users or 100 Desktop Clients
 Warm standby redundancy can be implemented
in the host server
 Maximum of 8 video participants per session
 Up to 30 Voice-Chat participants per session.
June 2011
Page 12
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OpenScape Web Collaboration
Fact File
Minimum Server Requirement
Desktop Client
Software Requirements
 Microsoft Windows 2003 or 2008 with the latest
Service Pack as the server OS
 OpenScape Web Collaboration Server can be
installed in a VMware ESX(i) 4.x environment
Hardware Requirements
(for up to 250 simultaneous participants)
 Xeon Processor At least 2.5 GHz
 At least 4 GB RAM
 1000 Mbps network cards
 At least 30 GB of free disk storage space
June 2011
Page 13
OpenScape Web Collaboration requirements for
running moderator and the participant client
programs
 Software Requirements
 Windows 98, ME, NT, 2000, XP, Vista,
7,Server 2000 / 2003 / 2008
 Hardware Requirements
 Internet access (can be through
proxy)processor speed at least 300 MHz at
least 64 MB RAM
Mobile Client/ Web Browser
 OpenScape Web Collaboration - Mobile
Client/ Web Browser
 Tested Browsers-- Internet Explorer > V7
Firefox; Google; Chrome; Safari; Opera
Mobile
Features
 List of participants
 Desktop sharing
 Chat
 Receive video
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Competition Overview
June 2011
Page 14
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Cisco WebEx Meeting Center 8.5
Traps & Questions
Can WebEx Meeting
Center support breakout
rooms?
No, it would require Cisco MeetingPlace integration onpremise.
How does WebEx encrypt
communications?
WebEx has 256-bit AES, but when used with MeetingPlace,
Cisco uses 128-bit SSL and HTTPS
OpenScape Web Collaboration supports up to 150
breakouts natively without additional hardware.
OpenScape Web Collaboration has the strongest
encryption in the industry with end to end 256-bit AES that
is a trusted standard for government-level encryption.
How can I archive
recorded conferences?
All WebEx conferences are stored in the WebEx cloud in a
proprietary format (.arf). The conferences will be lost if the
customer moves from the WebEx solution.
OpenScape Web Collaboration conferences are stored
locally for ease of use and editing.
June 2011
Page 15
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Citrix GoToMeeting 4.5
Traps & Questions
How will the NetViewer
products be integrated
into Citrix?
The NetViewer product line has been cancelled in favor of
the Citrix products.
How does Citrix encrypt
communications?
GoToMeeting only uses 128-bit SSL.
Can Citrix GoToMeeting
support multilingual
users?
GoToMeeting only supports English, French & German,
unlike competitors who match web browser language to
interface.
FastViewer was integrated into the OpenScape architecture
and has a robust product roadmap.
OpenScape Web Collaboration has the strongest
encryption in the industry with end to end 256-bit AES that
is a trusted standard for government-level encryption.
OpenScape Web Collaboration supports multiple languages
and being based on Unicode can support new languages
quickly.
June 2011
Page 16
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Microsoft Live Meeting Pro
Traps & Questions
What resources are
required of attendees?
Live Meeting attendees will need Java Virtual Machine, QuickTime,
Flash and Windows Media Player to support all feratures.
OpenScape Web Collaboration does not require attendees to install
software prior to a session.
Is Live Meeting secure?
Partially, Microsoft uses several codecs for security of differing parts
of communication. Proprietary PSOM (Personal Shared Object
Module) encrypts documents, while TLS is used elsewhere.
OpenScape Web Collaboration has the strongest encryption in the
industry with end to end 256-bit AES that is a trusted standard for
government-level encryption.
Can Microsoft support
my mobile users?
June 2011
Page 17
Microsoft only supports Windows based devices.
OpenScape Web Collaboration supports the iPhone and iPad.
Mobile users can actively participate and control a meeting.
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Price Comparison
25000
Siemens Web Collab-Confered-Capex 2yr inc
SWA -List price
Euro / Month
20000
Cisco Webex
List price
15000
Citrix Go to meeting
List price
10000
5000
0
10
35
110
250
510
Number of users
June 2011
Page 18
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Go to Market Plan
June 2011
Page 19
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Three cool tools to generate interest and increase
sales
30 Day Free Trial
iPhone Demo Video
 Demonstrates the solution’s simplicity from an
iPhone
Web-Based Savings Estimator
 Enables prospects to experience the solution
for free
 Registration and download takes minutes
 Trial can be extended for 60 days if needed
 Integrated with Global One database for
tracking and weekly follow up
 www.siemens-enterprise.com/webtrial
June 2011
Page 20
 Provides estimated savings and payback term
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OpenScape Web Collaboration
Using Partner Portal - customized GUI for the “wow-effect”
Splash-Screen:
Sidebar:
Customer-Logos can be added :
Participant-Login:
June 2011
Page 21
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OpenScape Web Collaboration
Customer & Reseller Portal
Customer
Portal
Reseller
Portal
June 2011
Page 22
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OpenScape Web Collaboration Standalone Go to Market

Pricing tools ready for order – Web Shop and also Quicksales

Sales training- SVU on demand- https://training.globalintra.net/enweb/search.jsp?quickSearch=OWCBASSDV&lang=en

Pre-sales- SVU on demand- https://training.globalintra.net/enweb/search.jsp?quickSearch=OWCBASSDC&lang=en

Technical training- SVU on demand.. 45mins OpenScape Web
Collaboration for service - installation and configuration - WBT
Standard (OSWADMISDS)
https://training.globalintra.net/enweb/beschreibung1.jsp?Course=BAABMTP



June 2011
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30 day trial available – reseller portal can be used to issue demos
Now at Sales Release for on premise version
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Pricing
June 2011
Page 24
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OpenScape Web Collaboration Standalone
Pricing and Onboarding
 Pricing: the pricing is available in the sales tools and in the webshop for the
channel partners.
 discounts will apply according to their agreements in the Go-forward contract;
The Go-Forward discount is the same as the partner already gets for “UC
Application”.
 Software Assurance- 2 year contract mandatory..
 GLP is 7% of the related GLP of the product order position per year
 Partners receive the normal GoForward discount, but no additional
discount will be acceptable
 Maintenance provided by reseller
.
June 2011
Page 25
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OpenScape Web Collaboration Standalone
Pricing examples- approx £14 per user
500 user example..
2000 user example..
June 2011
Page 26
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Supporting Slides
June 2011
Page 28
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Green Enterprise with WebCollaboration
A significant contribution for Green IT OpenScape WebCollaboration
•
•
Travel Savings
Amortization Travel Cost
License Cost
4.000,00 €
3.000,00 €
Web Collaboration Sessions as well as Remote
Suppport Sessions provide significant Reduction
of CO2 – emission
due to reduced travel
2.000,00 €
1.000,00 €
-
€
1
3
5
7
9
11
13
15
17
21
23
Time Savings
Amortization Time Savings
As side effect:
significant travel cost and time savings
19
License Cost
15.000,00 €
10.000,00 €
•
•
5.000,00 €
Online Exchange of Documents and Presentations
via Web Collaboration Sessions allows significant
reduction of printer emmission and reduces power
and paper consumption -> paperless Office
Amortization combined Savings
Online Software distribution as well as Online
Manuals prevent CD production as well as
packaging materials.
20.000,00 €
15.000,00 €
10.000,00 €
5.000,00 €
- €
-
€
1
1
3
3
5
5
7
7
9
9
11
11
13
13
15
17
19
21
23
Combined Savings
License Cost
15
17
19
21
23
Checkout the Savings Estimator and the free Trial version
June 2011
Page 39
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OpenScape Web Collaboration
One-click access to a comprehensive set of features
 Intuitive user interface:
 Multi-screen capability
 Media morphing
 Undocking
Draw using
Whiteboard
Share your
desktop
Take
control or
pass
control
Undock tabs and
move on your
desktop
Invite
others
View
participants
Filter what
they see
View their
video
Share your
video
June 2011
Page 40
Send text
messages
Share files
 Collaborative data sharing
and document creation:
 Desktop/application
sharing
 White-boarding
 File sharing
 Co-browsing
 URL push
 Session recording
 Real-time Interactions:
 IM chat
 Video chat (or insert
your favorite photo)
 Remote control for
technical support
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OpenScape Web Collaboration Standalone
Order structure
Part Number
Name
L30280-D622-C500
L30280-D622-C501
L30280-D622-C502
L30280-D622-C503
L30280-D622-C504
L30280-D622-C505
L30280-D622-C506
L30280-D622-C507
L30280-D622-C508
L30280-D622-C509
L30280-D622-C510
L30280-D622-C511
L30280-D622-C512
L30280-D622-C513
L30280-D622-C514
L30280-D622-C515
L30280-D622-C516
L30280-D622-C517
L30280-D622-C518
L30280-D622-C519
L30280-D622-C520
OS WebCollab. DVD with Software
June 2011
Page 41
GLP £
OS WebCollab. Base License
OS WebCollab. Server License
OS WebCollab. Tenant License
OS WebCollab. Presented Lic. 1 Room
OS WebCollab. Presented Lic. 10 Room
OS WebCollab. Presented Lic. 50 Room
OS WebCollab. Presented Lic. 100 Room
OS WebCollab. Supported Lic. 1 Room
OS WebCollab. Supported Lic. 10 Room
OS WebCollab. Supported Lic. 50 Room
OS WebCollab. Supported Lic. 100 Room
OS WebCollab. Confered Lic. 1 Room
OS WebCollab. Confered Lic. 10 Room
OS WebCollab. Confered Lic. 50 Room
OS WebCollab. Confered Lic. 100 Room
OS WebCollab. Remoted Lic. 100 Client
OS WebCollab. Remoted Lic. 500 Client
OS WebCollab. Remoted Lic. 1000 Client
OS WebCollab. Remoted Lic. 2500 Client
OS WebCollab. Remoted Master Lic.
17.00
12.75
594.15
594.15
126.65
756.50
3357.50
5865.00
636.65
5015.00
20825.00
33150.00
756.50
5865.00
25075.00
41650.00
1691.50
6332.50
8415.00
16787.50
84.15
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OpenScape Web Collaboration Standalone
Configuration and order positions
Ordering positions for the 1st OpenScape Web Collaboration Server
The ordering positions below are always required for the OpenScape Web Collaboration.
The following positions must always be ordered:
• L30280-D600-C500 – CD OpenScape Web Collaboration
• L30280-D622-C501 – OpenScape Web Collaboration Base license (Standalone)
• L30280-D622-C502 – OpenScape Web Collaboration Server license (Standalone)
Ordering positions for further Servers (used for redundancy or scalability)
Whenever your customer requires a warm standby server or scale their solution to over 250 simultaneous users, it is
requires per server an additional BDC502 license.
For additional servers, the following position must always be ordered:
•L30280-D622-C502 – OpenScape Web Collaboration Server license (Standalone)
June 2011
Page 42
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OpenScape Web Collaboration Standalone
Configuration and order positions
Ordering positions for the Tenancy on OpenScape Web Collaboration Server
The tenant or also called ASP license allows the same OpenScape Web Collaboration system
to be used by several companies within the same Server infrastructure. Typically using a web
Server and multiple applications(tenants) with separate logins – e.g telco (PSR)
The following positions may be ordered:
•L30280-D622-C503– OS WebCollab. Tenant License
Ordering positions for Remoted Master License (per admin)
The master license enables the remote access to the computers and unattendant servers that have the remote client
installed. This license is required per IT Help Desk user.
For additional servers, the following position must always be ordered:
•L30280-D622-C520 – OS WebCollab. Remoted Master Lic.
June 2011
Page 43
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OpenScape Web Collaboration Standalone
Order structure- Software Assurance – per year
Part Number
Material Description
Sales Price
£GBP
L30220-S632-L772
SWA OS WebCollab. Server /yr
41.82
L30220-S632-L773
SWA OS WebCollab. Tenant /yr
41.82
L30220-S632-L774
SWA OS WebCollab. Presented 1 Rm /yr
9.18
L30220-S632-L775
SWA OS WebCollab. Presented 10 Rm/yr
53.55
L30220-S632-L776
SWA OS WebCollab. Presented 50 Rm/yr
234.60
L30220-S632-L777
SWA OS WebCollab. Presented 100 Rm/yr
410.55
L30220-S632-L778
SWA OS WebCollab. Supported 1 Rm/yr
44.88
L30220-S632-L779
SWA OS WebCollab. Supported 10 Rm/yr
351.90
L30220-S632-L780
SWA OS WebCollab. Supported 50 Rm/yr
1458.60
L30220-S632-L781
SWA OS WebCollab. Supported 100 Rm/yr
2320.50
L30220-S632-L782
SWA OS WebCollab. Confered 1 Rm/yr
53.04
L30220-S632-L783
SWA OS WebCollab. Confered 10 Rm/yr
410.55
L30220-S632-L784
SWA OS WebCollab. Confered 50 Rm/yr
1754.40
L30220-S632-L785
SWA OS WebCollab. Confered 100 Rm/yr
2917.20
L30220-S632-L786
SWA OS WebCollab. Remoted 100 Clnt/yr
118.32
L30220-S632-L787
SWA OS WebCollab. Remoted 500 Clnt/yr
443.70
L30220-S632-L788
SWA OS WebCollab. Remoted 1000 Clnt/yr
589.05
L30220-S632-L789
SWA OS WebCollab. Remoted 2500 Clnt/yr
1175.04
L30220-S632-L790
SWA OS WebCollab. Remoted Server/yr
June 2011
Page 44
6.12
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OpenScape Web Collaboration (Stand-alone)
On-premise scenario
OpenScape Web Collaboration Server(s)
Mobile Client/
Web Browser
Participant
LAN
Gateways
Internet
PSTN
UMTS
Internet Cafe
Client Participant
Mobile Client/
Web Browser
Home office user
Client Master
Participant via
June 2011
Page 45
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OpenScape Web Collaboration