NEC Options for Nortel Channel Partners

NEC Options for Nortel Channel Partners

By Jim Burton October 18, 2010 Leave a Comment
NEC-Logo and Unified Communications Strategies
NEC Options for Nortel Channel Partners by Jim Burton

UCStrategies offered UC vendors the opportunity to present their migration options for Nortel customers and channel partners now that Avaya has delivered its roadmap for Nortel products. 

In this presentation, Drew Beckmann, Director of Business Development, NEC, presents NEC's options for Nortel channel partners.

For additional information about NEC's dealer program, to register if you are interested in becoming a dealer of NEC products, or for more information and video demonstrations of Sphericall, visit  

For more Nortel migration options on

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Transcript for NEC Options for Nortel Channel Partners

Welcome to our discussion of Nortel Migration Strategies for Dealers, featuring NEC’s Univerge Sphericall. Hello, my name is Drew Beckman.  

Our first slide defines the Sphericall solution as an IP-based communications platform delivered in a single, easy-to-deploy application. That is correct. It’s one application providing the IP PBX, voicemail, auto-attendant, unified messaging, unified communication tools, a full blown system-wide call recording, business continuity, and wraps it all into a single management interface. It’s highly scalable, going from a handful of users to tens of thousands of users. It’s also easily distributed. No organization is single site any longer so we recognize that we need to be able to address a multisite environment easily as well as mobile users. It’s also network agnostic, allowing us to do implementations on customers’ networks with what they have in place today. We don’t dictate the vendor or brand on the network infrastructure, and while we do have system requirements, we’ll do a network assessment and most customers are good to go with what they have today.

It’s also standards based, and we don’t pay lip service to do this. We do a pure implementation of the standards and do nothing proprietary to make those standards effective. We’re able to take those standards, deliver the features that people expect and do a lot more than you would imagine with just off-the-shelf components for things like gateways and phones based around SIP and the other standards in the industry. It’s also engineered for a service oriented architecture, so any organization looking to be a little bit more sophisticated with things like computer enabled business process initiatives, have the ability to take our freely available SDK, our developers kit, and create custom applications, do application integration or integrate to other software systems.

The next slide talks about Sphericall’s value and we have five hallmarks that we hold ourselves accountable for. The first being easy to quote, install, manage and support. This is a product that is very much streamlined in the acquisition process. We drive out costs by not having to be so dependent on hardware and by having everything fully integrated into one application, it’s easy to install running an application script and then the appliances are plug and play on the back end. So one management interface, full active directory support, as well as LDAP support so a single database to manage and again I can do that either from central location or remotely making this very easy over time.

We also redefine the basic communications solutions by including, not only the PBX capabilities but voice mail, unified messaging and unified communications right up front. We provide the good stuff and deliver on the promise of voice-over IP. We don’t ala carte it, we don’t make it complex; we drive very good solution sets into the dealer’s hands to go out and talk about a full breadth of offerings for a customer organization. And again, the management tools come right with that. 

It’s also engineered for a mission critical environment. So whether you’re a small organization or a multi-side enterprise, we make sure that we have the right things from an architectural standpoint and a security standpoint. And we validate that by taking this product into the U.S. Department of Defense and get their certification through the joint interoperability test lab that they run, also known as JITC. And it provides certification in two categories: high availability, which means our architecture does five nines or better and meets the demands of the most rigid, strictest networks on the planet, as well as the information assurance piece which means that our encryption and security steps that we have added into the product, meet anyone’s expectations. So, you may not be a DOD customer but maybe your financial institution or health care institution for instance, with compliance and regulatory issues to address, we understand that environment and we can work through our dealers to make sure we do the right things for the end user.

We also provide tangible productivity gains. By building the good apps in right up front and level setting it at that point, we can provide the communications tools that guarantee an organization gets their return on investment immediately, if not through anything else, the personal productivity of unified communications. We streamline the operations of course, having the single management interface for multiple locations and all the services we provide. We reduce hardware, not only reducing the acquisition cost but reducing power and consumption needs so it’s inherently green as well.

And then finally designed for long term business. I’ve talked about the web services within our Sphericall developers kit, but we also have a very economical software assurance program that keeps a customer up-to-date at all times. We have, on average, two releases a year, it’s a nice software-based annuity for our dealer community, but it provides 7x24 support from NEC’s award winning NTAC as well as the regular releases of any form to keep a customer up-to-date and flush with new features on an ongoing basis.

So who uses Sphericall? This slide shows you a nice sampling of what we’ve got out there: Walter Reed Army Medical Hospital, a few thousand users on a campus environment; City of Oceanside, 3,700 users that include the police and fire department; Serta International, a large distributed manufacturing organization that spans the United States; Red Bull, Archer Daniels Midland, Keller William’s Realty, Memphis City Public Schools—Memphis, hitting the peak of around 23,000 lines to 205 locations, all driven through a central data center. So some fantastic stories out there, all of them who can articulate the benefits of cost savings of moving from their traditional solutions into a Sphericall environment.

So let’s talk about the core products. As I move to the next slide, you’ll see that we have a streamlined licensing methodology. We’ve got access license, the Sphericall Access License, or SAL, which includes everything. It’s based on the number of stations or users on the system. Includes the station license, the comprehensive PBX feature sets, voicemail, auto attendant, UM, UC complete with things like smart directories, presence, instant messaging, video telephony, you name it, it’s all in there. We’ve got a truck access license, so for every voice channel dedicated to trunking, we use a trunk access license. And we also sell a call recording license so our system wide call recording service is a concurrent license type approach. You can build out a pool of resources, share them across the organization whether it’s a contact center or someone who just wants to capture a record of a retail transaction, or maybe a 911 call for liability purposes, we’ve got you covered with this feature as well.

We’ve also got a line of gateways: Conference Bridge Gateway, 60 ports, we call it the meeting hub, but I can have any combinations of conversations going on up to 60 participants on the bridge so one call of 60, two calls of 30 and so on. Phone hub that allows me to bring in analog station connections for phones and fax machines, bridge them into the IP environment; a branch hub that takes analog trunks and 12 station gateways and brings that into a single appliance form factor as well as a digital trunk gateway known as the co-hub, which we’re taking a single PRI, T1, E1 or QSIG connection. QSIG being something I might use to do a tie line into a Legacy PBX as I start my migration process, but again, very simple plug-and-play gateways. Now if I need something of lower density, let’s say two or four ports out at a remote, maybe I need survivability, I can go and get a SIP gateway, pull that in, also offered from NEC, and that allows me to either scale the solution down or maybe I need to scale it up, have multiple PRI’s and do a single form factor—we’ve got the right solution for you.

Terminal options: we provide HD voice and very strong feature sets on basic SIP handsets offered from both NEC and Polycom. The fantastic thing about this is you’ve got a wide range of phones to choose from, both wired and wireless and it all incorporates things like the HD voice codex and encryption out to those devices so that we can maintain our security and all that good stuff. We do presence-enable all these phones; we can do video telephony on those end points that are capable, as well as tie into the back boardroom solutions for video conferencing. So some real nice stories there.

We also have dedicated phones for things like hospitality, so if you need an IP phone or SIP based phone for hospitality that does certain things with say, wake up call buttons, we draw from Teledex and Telematrix’ lines and we provide those as well. So a lot of flexibility using standard SIP-based off-the-shelf components.

How does it all fit together? Here is a very simple diagram that shows that. I take a business communication server, a server dedicated to the Sphericall manager, and I go ahead and I install that on my network. I plug in my phones, they’ll check in automatically. I plug in a gateway like the branch hub, it checks in automatically. The branch hub supports those analog trunk lines, those legacy TDM connections, things like analog devices, so analog stations and fax machines, and I’m off and running. Very easy to understand. Now if I had a PC sitting next to the terminals, whether an analog device or an IP phone, I can also do my Sphericall desktop which is the application for unified communications.

It gets more interesting when we start to talk about multisite. In the old days, I’d have a large corporate location with a PBX, remotes with smaller key systems, maybe I’ve mixed and matched vendors and the challenge is to tie them together to get a seamless dialing plan and all that good stuff. Well Sphericall changes the game entirely. It’s a cloud-based approach. It’s a software-based approach. It’s one system for every location. Geography is irrelevant because with network connectivity between every location, I’ve got a single seamless system. Now, what I can do is distribute my software instances to all these locations and have complete ability to stand alone and complete business continuity. What’s neat about that is we do not have a server software charge. We give the server software away for free and we license the end points, we license the trunks and make this very, very convenient for the end user. We do everything you need to do in a large distributed environment: single system database, we’ve got automatic route selection, lease cost routing, real time load balancing, calling emission control so you don’t need to do that in the router, we can do that in software, and of course E911 is just a basic feature that we provide as part of our package.

We also have solutions for small remotes. If I don’t want to do an instance of the Sphericall server software, whether on a dedicated server or in a virtual environment, I can do it, do survivability through a SIP gateway. So that means it’s very cost effective. A two- or four-port device may only run me $300. It’s not plugged into a router which could be a single point of failure in case I’m worried about the WAN going down. So I can move that outside and provide basic PBX features and inbound-outbound call routing through a SIP survivable gateway.

And then finally, what’s really important for this discussion is, how do I migrate people away from legacy Nortel solution set? I can do a QSIG or SIP tieline into those Nortel systems and start to move people over into the Sphericall environment very easily. I can also start to add more features to everybody on the system whether they are on the legacy system or not by starting to provide things like video capability, audio conferencing, a whole bunch of other stuff. So it’s a very friendly migration story. It’s also very economical because you pay as you go and based on the open standards you’re assured to have these customers locked in for many years to come. When I think of my customers today, none of them are coming to me saying my system’s old I want to get out of it. They’re coming to me saying you know, “I’ve had this system for 10 years and I’m as current today as any new customer jumping into the technology,” because things like our software assurance package has given them everything on a rotating basis so that year after year, they’ve got the latest, greatest and they are 100% up to speed.

So, as a dealer, what are you looking for? This particular slide just summarizes that for you. You’ve got a core platform that addresses not just IP PBX and voice, but a full boat of unified communications capabilities and wraps into a single management interface to make your life easier. It’s very cost effective; we’ve redefined the basic communication solutions by getting the good stuff in there right up front. It’s definitely something for a mission critical environment. And finally, from an NEC perspective, we have a comprehensive dealer program with free technical and sales training, demo systems, promotional incentives. You can read more about this product, see video demonstrations at You can also register if you’re interested in becoming a dealer of NEC product. I thank you for your time and encourage you to follow up and look into what we have to offer. 


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