No hay notas en la diapositiva.
You should usually have this discussion on the title slide. Talk about why the customer is speaking with you about unified communications, ask why they are interested in it and the challenges they are trying to face. Almost always the challenges will fall into the four buckets on this slide. It makes for a nice transition into the presentation and ensures that you have a discussion around the customer’s specific challenges vs. just telling them what you think their challenges are. When discussing the four areas of challenges on the slide, cover the following:
This is primarily an end-user challenge. Highlight that while more communications modes have become the norm (from phone, to phone + e-mail, to phone + e-mail + conferencing, to phone + e-mail + conferencing + IM), end-users are struggling with which communications modes to use and how to control how and when they are reached. So it is a combination of controlling how they communicate out and how people communicate with them. Also, as we have moved to an “always connected” work life balance in many areas, being able to shut off communication in down time or just to focus on something is critical. Distractions consume as much as 28% of the average U.S. worker’s day, costing $650 billion per year (Business Week, May We Have Your Attention, Please?, June 2008, Maggie Jackson) and while some of these are people looking on the Web, a la Facebook, much of it stems from communications distractions due to people not knowing if they should interrupt someone or not. Clearly users need a way to control all these tools and a streamlined experience.
Distributed teams, partners, and customers
At the same time that communications tools proliferate and controlling communications is becoming more difficult, most employees are seeing increased needs to work with distributed team members, partners, and customers. Whether it is someone across the hall or across an ocean, people need to connect and share information to succeed in the workplace. Sharing information and working together top many CIO concerns. This trend will only continue as organizations become more global, people take advantage of flexible work times and telecommuting, and customers and partners increase their expectations on how closely they work with companies.
Security and compliance
The other issue we are hearing is that there is an increasing risk in insecure communications and that the need for more transparency is driving increased compliance needs. While communications modes proliferate, so do the attack vectors that people wishing to cause harm can use. And the cost of securing disparate systems is extremely expensive. Across communications modes we need to move to a more uniform security model that doesn’t incur so much cost. The same is true with compliance. As companies struggle to manage communications within their new and evolving compliance policies, they are also seeing increased complexity and cost.
High cost of communications
The increased modes of communications, increased requirements people have in working together, and the increased need to manage secure and compliant communications in a world of increasing transparency are leading to increased costs for companies. In many cases the costs of not communicating are far higher than the costs of communication, so people end up paying the price. But the many different tools and the disparate networks bring in cost not just from the solution acquisition costs, but also the costs of managing and maintaining the solutions. Not to mention the costs that end-users incur trying to use the solutions and playing communications tag over phone, e-mail, and IM. Our studies show that the cost of managing communications solutions far outweighs every other cost element, so streamlining that experience on the backend is critical.
These challenges, and the opportunity to help solve them, is what drives our investment in Unified Communications.