1. The Collaborative Contact Centre Tom Perry Marketing Director EMEA

2. Some themes for today’s session Complexity Slows Business

3. Is the device relevant? 3

4. 4 Human latency slows things down

5. Communications Enabled Business Process 5 CEBP Removing human latency from the business process

6. Death of the Voice Centric Contact Centre 50% less calls through Call Centres in 5 years time?

9. Productivity

10. Low TCOCosts

12. Unhappy Customers

14. Downtime

15. Time to repair

16. Speed of changeCosts

17. Why should it be complex?

18. The Contact Centre Market & Trends

19. Market Analysis

20. As the economy started to show signs of a recover in 2010, reducing costs and maximizing employee productivity and efficiency while gaining a competitive edge continue be to high on many organisations agenda Economic Downturn To ensure that customers are dealt with in the most efficient manner, contact centre vendors are incorporating UC technologies such as instant messaging within their contact centre solutions. This gives agents access to skilled workers within the organisation that are not part of the formal contact centre to ensure first contact resolution. UC Integration With organisations looking to improve productivity of their agents in the difficult/challenging economic climate, workforce management (WFM) applications are allowing companies to maximise the efficiency of agents within their contact centres Agent Productivity Contact centre organisations are increasingly demanding the ability to be able to have employees work from home and remote location which can lead to cost saving for the organisation and better work-life balance for employees Remote Workers Contact Centre – Market Trends Contact Centre – Market Trends

21. In a worsening economic environment with less new customers available, organisations are looking to retain existing customers to develop future business where a high level of customer services is essential. In addition, organisations are looking to attract new customers where a high level of customer service can differentiate from the competition. Contact centres provide a key tool to achieve both of these goals. Customer Retention and Generation As e-commerce continues to grow, contact centres are having to deal with various different communication mediums such as e-mail and web-chat. The recent increase in Web 2.0 applications/sites such as Facebook and Twitter is creating demand for new mediums of communication within the contact centre. Multimedia Contacts As organisations try to remove costs from their contact centre, they are looking to self-service applications such as IVR/Voice Portals to reduce the need for live agents and further automate processes for the customer. Organisations have to carefully analyse which contacts can be effectively handled by an automated solution to ensure high levels of customer satisfaction are maintained. Cost Reduction Organisations have started to use contact centre technology within back office environments to effectively deal with media not traditionally handled by the contact centre such as white mail Back Office Integration Contact Centre – Market Trends Contact Centre – Market Trends

22. Multimedia Contact Centre – Market Trends Multimedia Contact Centre – Market Trends Customer expectations have changed – email is now a standard form of contact and as broadband becomes increasingly adopted this will drive the requirements for web interaction Customer Expectations Different generations are used to communicating via different channels. For example, one generation may regard voice as the chief means of communicating with a contact centre, whereas others may consider social media (e.g. Twitter and Facebook) as the chief means of communicating. Generational Shift The contact centre is a critical communication point between the customer and the organisation. Through utilising multimedia capabilities effectively, organisations are able to sustain/increase customer satisfaction/retention. Customer Satisfaction The advent of 3 and 4G technologies (mobile handsets) is expected to initiate/drive this type of communication between customers and centres/agents throughout the projection period Video Communication

23. UC in the Contact Centre

24. Is this how you imagine home-based contact centre agents?

25. Or this?

26. It is/would be difficult to manage homeworking agents effectively Contact centre’s experience of using homeworkers Source: ContactBabel UK Contact Centre’s Decision-Makers’ Guide, 2009

27. Voice Unified Messaging Business Processes Office Mobile Hotel Office Apps Integration Presence and IM Home Contact Centre Mobility Video Web Collaboration Conferencing Deliver the Same Unified Comms Functionality Anywhere !

31. Auto Attendant

32. System AdministrationThird Party Voicemail Third Party Phones ShoreWare Director IP WAN Virtual Contact Center – Architecture is Everything!

33. Manage the Experience In any customer interaction, there are eight key stages where the opportunity exists to fundamentally impact the quality of the experience.

34. Best Practice - All In One Solution Base package comes with all functionality No expensive upgrades to add web chat, email or outbound Built in IVR engine for self service Built in Outbound Dialer for preview / progressive campaigns Single management interface Single reporting engine All features can run in a single server Integration to ERP / CRM + Social Analytics 22

35. ShoreTel’s End-to-End Solution

37. IM, Video, Chat, Call history, directory, video, conferencing, presence

38. All CC functionality accessible through the client

39. Simple yet powerful application for remote agents

40. Reduced training, friendly interface – don’t treat your agents separately24

41. 25 Reporting – Sophisticated yet Simple Extensive Statistical reporting Built-in – Crystal Reports not required Numerous statistics for reporting – agents, groups, DNIS, wrap codes, work codes, IVR usage, campaigns, abandon logs etc. No database programming Create your own formulas Agent Manager Updates every second, role based Extensive real-time views 25

42. Enterprise Contact Center – Cure for the Complex Call Center 26

43. Social Analytics & CRM in the Contact Centre

44. Social Analytics is the Key to Pulling Information into the CC 30% of enterprises will introduce a social media strategy to assist with corporate brand management and customer satisfaction perception BUT WHY BOTHER? New Sales opportunities Customer Support – expected medium Channels monitoring – internal & external 28

45. Process Flowfor Social Media in Contact Centre 29 Customer Social Media Social Analytics Layer CRM / ERP Contact Centre Agent

46. Best of Breed Social Analytics CRM / ERP

47. ShoreTel Open Integration Open Integration Enterprise applications seamlessly integrate into the system Out-of-the-box implementation User productivity & efficiency greatly enhanced Open API for custom integrations 31

48. The Key Advantages of the Social Layer + CC 32

49. The Key Advantages of the Social Layer + CC 33

50. A Case Study

52. Enables ‘warm transfer’ customer service via ‘presence & skills-based routing’

53. Slashes counsellor appointment process from 2 days to under 2 hours

54. Intuitive management reporting helps CCCS better manage resourcing

55. 40% of client enquiries being resolved on their first call’ vs. 5% beforehandChallenge CCCS, the UK’s leading debt charity had outgrown its 10+ communication systems & needed consolidation Solution Shoretel’s UC & contact centre system supports new client contact process & faster resolution “We are seeing how UC & contact centre technologies are really making a difference in giving faster, more effective advice to our 500,000+ callers each year - in what is a stressful situation.” Gordon Bell CEO

56. Summary

57. Social Media - Get on the same page

58. Prepare your network & best of breed apps – keep it simple

59. Always pilot ShoreTel always offers you demo & pilots

60. 40