selling 8x8 voice for microsoft teams...2020/07/08 · teams users need an enterprise grade...
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© 8x8, Inc. All Rights Reserved.
Selling 8x8 Voice for Microsoft Teams Sales Enablement Training for Master Agents and Sub Agents
28x8 Voice for Microsoft Teams
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Course Layout1-Introduction
● Overview and objectives● A quick preview video● About Microsoft Teams● Messaging reset: what happened to the Bot?
2- Buyer’s Journey
● What is the problem we are trying to solve?
● What are the stages in the buyer’s journey?
● Who are the personas?
3- What is our Value Proposition?
● What is 8x8’s unique value proposition for Teams?
● How does 8x8 solve this problem?
● Messaging pillars
4- Competition
● Types of competition
● Direct routing comparisons
● Why we’re better than the others
5- How the Product Works
● What is Microsoft’s Direct Routing and why is this
better than other types of integrations?
● How does the 8x8 Voice for Microsoft Teams
Direct Routing integration work?
● The admin interface
● The desktop and mobile user experience
● SFDC integration
● Contact Center integration
● Analytics
6- Product Limitations
● Changes to SLA’s, compliance, security
● What the product doesn’t “do” anymore with
Teams
● Combo Deals: Partial teams deployment,
● Combo Deals: What happens with VCC?
7- Prerequisites
● Microsoft Licensing and technical requirements
8- Competition
● Comparison with order Direct Routing solutions
● Objection Handling
9- Resources
38x8 Voice for Microsoft Teams
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3
Introduction
48x8 Voice for Microsoft Teams
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Overview and ObjectivesThis training will give you everything you need to position and sell 8x8 Voice for Microsoft Teams.
Microsoft Teams is the fastest growing enterprise collaboration application globally. Increasingly prospects that are looking for a communications solution will only consider vendors that integrate with Teams.
Teams users need an enterprise grade telephony provider to offer PSTN calling services, and cloud providers such as 8x8 are uniquely positioned to offer this complementary capability. You’ll learn why 8x8 is uniquely positioned to complement Microsoft Teams as its underlying
communications layer while keeping Microsoft Teams at the center of the user’s collaborative experience.
In this module you will learn:
● The value 8x8’s communications platform brings to Microsoft Teams● How the solution works● The prerequisites needed to enable the solution● How to position and sell 8x8 to prospects and existing customers using Teams● Competitive differentiation and handling objections
58x8 Voice for Microsoft Teams
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Before we begin, how about a quick little promo video ...
68x8 Voice for Microsoft Teams
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What is Microsoft Teams?Teams is Microsoft’s enterprise collaboration solution. It is part of the Office365 suite of collaboration products. Here’s a quick tour of Teams.
78x8 Voice for Microsoft Teams
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How is Microsoft Teams sold?
Microsoft Teams is included in every Office 365 license, but there are different licensing tiers based on the type of license purchased.
Learn more about Microsoft’s Licensing tiers for different verticals by following these links:
Office 365 for Business
Office 365 for Education
Office 365 for Government
Office 365 for Non-Profit
Office 365 for Firstline Workers
88x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.8 | © 8x8, Inc. All Rights Reserved.
QUIZ: How many Teams Daily Active Users?
How many Microsoft Teams daily active users are there globally as of this writing?
● 1 million● 100 million● 85 million● 44 million
ANSWER: 85 million daily active users
98x8 Voice for Microsoft Teams
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The opportunity for 8x8
85M 90% 100%daily active users on
Microsoft Teamsof large organizations using Teams will use a 3rd party for PSTN connectivity by 2022
of all PSTN telecom providers will be
connecting with Teams using Microsoft Direct
Routing by 2022Source: Gartner
108x8 Voice for Microsoft Teams
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10
Buyer’s Journey
118x8 Voice for Microsoft Teams
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Our personas and their pain points we are addressing
Susan - The VP, SVP, EVP of IT and CIO
● I need a single global PSTN communications solution that works for my MS Teams users as well as my non MS Teams users
● I need to show a significant ROI on my communications and MS Teams investments
● I want to minimize the number of vendors we have to manage
John - The IT Manager, Director, Sr. Director of IT
● I want to minimize the number of support calls we get and keep our support and maintenance costs down
● I don’t want to have to retrain employees on how to make and receive calls in MS Teams, nor change my employee onboarding programs
● I want to minimize the number of vendors I need to deal with when troubleshooting a problem
128x8 Voice for Microsoft Teams
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I’ve picked Teams as our unified collaboration application and need to add PSTN communications
Buyer’s decision making process
I can purchase a cloud overlay solution (bots/apps)
I can purchase Microsoft Calling Plans
I can purchase a traditional direct routing solution
I can purchase a comprehensive direct routing solution
I have a few options
138x8 Voice for Microsoft Teams
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Evaluating all of my optionsMicrosoft Calling Plans Direct RoutingCloud Overlay
The Pros
Add-on to Microsoft Phone System
Single vendors solution
Lower up front cost compared to 3rd party
The Cons
Higher complexity to deploy
PSTN support in only 10 countries
Limited calling plans
Requires separate infrastructure and carrier
for more country and calling plan options
Requires separate telephony solution and
infrastructure for non MS Teams users
The Pros
Single telephony vendor solution for my entire
organization
The Cons
Requires add-on app and bot that disrupts the
Teams UE
Vendor applications and devices need to be
installed and used for calling
IT must manage and maintain multiple apps
from multiple vendors
The Pros
Direct connection with the Microsoft Phone
System allows my users to use the Teams
client natively
Several global PSTN carrier options with
calling plans
The Cons
Requires either acquiring Microsoft certified
SBCs or engaging an MSP to host and
manage the SBCs
Requires separate infrastructure (SIP trunking)
to connect to carriers for PSTN access and
calling plans
No single SLA and multiple vendors to
manage which will be costly
148x8 Voice for Microsoft Teams
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Why wouldn’t I choose a Microsoft Calling Plan?● Calling plans in only 12 countries, with 2 supported through partners
● Only includes up to 600 international minutes:
○ Domestic: 3000 domestic minutes in the US and Puerto Rico
○ 1200 domestic minutes in the UK
○ 600 international minutes
● Only available for MS Teams users, requiring either:
○ A separate PSTN communications solution for all other employees, creating
communications siloes
○ Ordering additional MS Teams licenses
158x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Why wouldn’t I choose a cloud overlay app/bot option?
are great for
automation
UE assist
add-ons
but not so great for
modifying existing
functionalityanalytics
Communications bot integrations are fundamentally dysfunctional:➔ They require additional work by IT to download and install➔ They break the current user experience requiring specialized training➔ A separate vendor-provided application is still needed for calling:
◆ A vendor supplied separate desktop or web application ◆ A vendor supplied mobile app, requiring app switching
168x8 Voice for Microsoft Teams
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What are my direct routing options?Service Provider Direct Routing with Other UCaaS ProvidersDirect Routing MSPs
The Pros
Global PSTN access and calling plans beyond
what Microsoft Callins Plans has to offer
One carrier for the entire organization
The Cons
Requires a Microsoft certified SBC that I either
have to purchase and implement, rent through
a MSP or the carrier
Management of multiple vendors and
infrastructure with no end to end SLA
Complex and expensive to manage and support
No end to end analytics
Disaster recovery requires additional
investment
The Pros
No need to own and manage any Microsoft
certified SBCs
SLAs on connectivity and up time
The Cons
Requires separate infrastructure (SIP trunking)
and subscription plans to connect to a service
provider for PSTN access and calling plans
Management of multiple vendors and
infrastructure with no end to end SLA
Complex and expensive to manage and support
No end to end analytics
Disaster recovery requires additional
investment
The Pros
Single communications provider for the entire
organization
Native Microsoft Teams UE for calling
Disaster recovery is typically included
The Cons
Two vendor approach with the UCaaS
provider’s Direct Routing partner resulting in
managing two vendors with two SLAs
Separate user configuration and
synchronization which is involved and time-
consuming
Lack of native contact center and native
business application integrations
Limited end to end analytics
178x8 Voice for Microsoft Teams
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What will influence my selection?● Can I select a single PSTN communications vendor for users across my entire
organization, regardless of whether they are Teams users or not?
● Does the vendor have a global PSTN presence, in the countries my organization
operates and does business in?
● Does the vendor sell an enterprise grade communications platform that gives my
organization the highest quality of service and an end to end SLA for calls that run on
their platform?
● Can my users continue to use Teams without any modification to the user experience
which would mean additional support and training considerations?
● Does the vendor offer end to end analytics of all call activity across my entire
organization, including MS Teams users?
● Does the vendor have a contact center solution that integrates with MS Teams?
● Can the vendor easily integrate with my current business applications?
188x8 Voice for Microsoft Teams
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A searchable list of competitors
198x8 Voice for Microsoft Teams
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8x8’s value proposition
208x8 Voice for Microsoft Teams
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“8x8 provides a single enterprise grade cloud
telephony platform for the entire organization
while allowing Microsoft Teams users within that
organization to continue to use Teams as the
center of their collaboration experience.”
218x8 Voice for Microsoft Teams
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Not a Virtual Office Desktop or Virtual Office Mobile Sale
● 8x8 is being sold as a complementary solution to Microsoft Teams
● 8x8 is the telephony platform that powers Microsoft Teams, handling
all PSTN communications for Microsoft Teams users
● Microsoft Teams (desktop, mobile, web) is the sole collaboration UI
● No changes are required to the Microsoft Teams user experience to
make and receive calls using 8x8
This is a key part of our value proposition statement
228x8 Voice for Microsoft Teams
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8x8 Voice for Microsoft Teams messaging pillars
One Communications Platform
A single enterprise-grade cloud communications
platform for your entire organization, including your
MS Teams users with a truly global reach and central
administration
One Collaboration Client
MS Teams can continue to be used as the sole
collaboration interface with no modifications required
to the user experience
End to End Analytics
Provides end to end analytics, with full insights into
all calls and call activity including call details and
speech analytics
Native Contact Center
Includes native contact center support with a suite of
contact center applications that integrates and
shares contextual information with MS Teams
Business Application Integrations
Includes native integrations with 35+ business
allowing MS Teams to share contextual information
with those applications
238x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Microsoft cloud telephony is complex & expensive
3rd Party Services
Office E1 - E4License
Phone Systems License
SIP Trunks + MInutes
Premise SBC
Premise PBX for Contact Center
Contact Center Solution
Office E1 - E4License
Phone Systems License
SIP Trunks + MInutes
Hosted SBC
Contact Center Solution
Office E1 - E4License
Phone Systems License
Premise PBX for Contact Center
Contact Center Solution
Customer Managed Direct Routing
3rd Party Managed Direct Routing
Microsoft Teams Cloud Telephony
Office E1 - E4License
Phone Systems License
X1 - X8 X Series License
Microsoft Teams with 8x8
Voice for MS Teams License
Complexity
Microsoft
3rd Party Contact Center
8x8Calling Plans
248x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
PSTN Replacement in 38 Countries/Territories
Americas:Brazil, Canada, Chile, Colombia, Costa Rica, Guadeloupe, Martinique, Mexico, USA
Europe:Austria, Belgium, Bulgaria, Croatia, Czech Republic, Denmark, Finland, France, Germany, Hungary, Ireland, Italy, Luxembourg, Netherlands, Norway, Poland, Portugal, Romania, Spain, Sweden, Switzerland, UK
APAC:Australia, China, Hong Kong, Malaysia, New Zealand, Singapore, Turkey
258x8 Voice for Microsoft Teams
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Build Presence in 120+ Countries with Local or TF Numbers
DID & Toll Free Numbers
Toll Free Numbers Only
DID Numbers Only
268x8 Voice for Microsoft Teams
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Global Reach™
15geographically redundant data centers + global public cloud infrastructure provide seamless connectivity and built-in disaster recovery
(2) Santa Clara, CAUS
(4) LondonUK
AmsterdamNL
SydneyAUS
SingaporeSN
(2) SaskatchewanCAN
Hong KongPRC
New DelhiIndia
Ashburn, VAUSA
Rio de JaneiroBrazil
15 Private DC Locations
8 Public Cloud Location
Oracle/AWS WestUS
Oracle/AWS EastUS
Oracle/AWS Canada
Oracle/AWS Brazil
Oracle/AWS Germany and UK
AWS Singapore
AWS Australia
A global enterprise telephony presence.
278x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
In addition, 8x8 also provides … end to end analytics
288x8 Voice for Microsoft Teams
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... and also native Contact Center integration ...
298x8 Voice for Microsoft Teams
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... and native integration with 35+ business applications
308x8 Voice for Microsoft Teams
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QUIZ: What’s the real value to 8x8 in selling the add-on?
8x8 Voice for Microsoft Teams is an add-on license for X Series customers. What is the real value the add-on brings to 8x8? Choose all that apply.
1. Selling a lot of add-ons will dramatically increase our revenue2. The add-on provides functionality that was previously unavailable with MS Teams3. The add-on gives 8x8 a route to market with MS Teams customers that otherwise would not have considered 8x84. The add-on enables 8x8 to sell new X Series licenses to MS Teams customers that previously would not have considered 8x8
ANSWER: 3 and 4
318x8 Voice for Microsoft Teams
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How the product works
328x8 Voice for Microsoft Teams
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What is 8x8 Voice for Microsoft Teams?
PSTN
8x8 Users
Teams Mobile / PC / tablet client or Teams Desk phone
Phone Numbers, Porting, Calling Plans
8x8 Desktop, Mobile clientor SIP Desk phone, ATA, DECT, etc.
In/Out Calling, Meetingsand Collaboration
Cloud Sync
Teams Users
In/Out Calling, Meetings and Collaboration
Teams
Clients8x8 and SIP
Clients
8x8 Cloud CC
Global carrier partners
Direct Routing
338x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Alternative telephony models - Customer SBC
Customer Premise
SBC
Microsoft Phone SystemTelco Provider Option 2:BYON via Peering
Option 3: BYON via CPE
Telco ProviderPSTN
Option 1: Microsoft Calling Plan
PBX
348x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Alternative telephony models - Managed SBC
Customer Premise
SBC
Microsoft Phone SystemOption 2:BYON via Peering
Option 3: BYON via CPE
Telco ProviderPSTN
Option 1: Microsoft Calling Plan
PBX
Managed Service Provider
Telco Provider
358x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Microsoft Teams with 8x8
Customer Premise
Microsoft Phone System
SBC
PSTN
368x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
A single unified communications platform for all employees
PSTN
8x8 Users & Endpoints
Teams Users &
Endpoints
378x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Demo - The Admin Interface
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388x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Demo - The Desktop Experience
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398x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Demo - The Mobile Experience
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408x8 Voice for Microsoft Teams
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Demo - SFDC integration
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data-uuid="1himJeS5fZpcSRF8oGVVFq"
data-v="4"
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418x8 Voice for Microsoft Teams
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Demo - Contact Center integration
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428x8 Voice for Microsoft Teams
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Demo - Analytics
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438x8 Voice for Microsoft Teams
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Full Product Demo<!-- The script tag should live in the head of your page if at all possible -->
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448x8 Voice for Microsoft Teams
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Product Limitations
458x8 Voice for Microsoft Teams
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Handsets & Virtual Office
Why aren’t we selling handsets as part of this integration?
Only Microsoft Teams certified handsets are certified for use with Microsoft Teams. These are highly specialized devices that have firmware developed by Microsoft and that run a device version of the Teams UI and that are sold by specialized and certified resellers such as UnifiedCommunications.com. As a result, 8x8 is not selling any Microsoft Teams certified handsets.
Is this a Virtual Office Sale?
No, the only UI used for this integration is Microsoft Teams. It is the reason we designed the integration this way, to make it as easy as possible for Teams users to use and for companies to adopt as a result.
468x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Feature CompatibilityHow do I know what 8x8 features will work with Microsoft Teams?
We are maintaining a running list that you can keep track of here.
478x8 Voice for Microsoft Teams
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Call Tracking and Analytics
● MS Teams to MS Teams calls do not touch the 8x8 platform and hence are not tracked or
recorded by 8x8, and will not appear in Analytics
● Calls from an MS Teams user to another MS Teams user’s 8x8 DID are not tracked or
recorded by 8x8, and will not appear in Analytics
● Transfers to call queues and ring groups are not possible
● Call quality analytics are not supported as 8x8 cannot monitor MS Teams endpoints
(clients or devices)
● 8x8 Call Park is not supported
488x8 Voice for Microsoft Teams
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Presence Detection
● 8x8 cannot detect MS Teams presence information, as it is not provided by MS Teams,
meaning 8x8 calls can still be presented to MS Teams users even if they are set to
unavailable, DND, busy or away
● 8x8 calls placed from and received in MS Teams will change the presence indicator to busy
but users can manually change the presence information to another state with 8x8 being
able to detect that change
498x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.49 | © 8x8, Inc. All Rights Reserved.
Contact Center and Business Application Integrations
● Inbound calls can only be answered by the business application embedded client, not
within Teams
● Inbound calls can only be answered by the contact center application, not within Teams
● Outbound calls can only be answered by the business application embedded client, not
within Teams
● Outbound calls can only be answered by the contact center client, not within Teams
508x8 Voice for Microsoft Teams
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50
Licensing Prerequisites
518x8 Voice for Microsoft Teams
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What Microsoft licensing is required?
Office E1 - E4license
Phone Systemlicense
Office E5 license (Phone System license included)
OR
528x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
What 8x8 licensing is required?
Office E1 - E4license
Phone Systemlicense
X1 - X8 X Series License
Office E5 license (Phone System license included)
OR
Voice for MS Teams License
X1 - X8 X Series License
Voice for MS Teams License
538x8 Voice for Microsoft Teams
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53
What and how to order
548x8 Voice for Microsoft Teams
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Ordering Information
● Available for X Series customers only● Orderable as an add-on SKU (requires X Series license)● Orderable via QTC● PartnerXChange, GTV and SelfServe will be available in Q3
SKU: VOSVC0216-09
United States $2.50
Canada $3.50
UK £2
EMEA €2.50
Australia $4
New Zealand $4
558x8 Voice for Microsoft Teams
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55
Competition
568x8 Voice for Microsoft Teams
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QUIZ: What types of competitors are out there?
What are the main categories competitors fall into when it comes to integrating with Microsoft Teams (check all that apply)?
● Bot vendors● App vendors● Browser extension vendors● Direct Routing vendors
ANSWER: All of them
578x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Comparing 8x8 with other direct routing vendors
Single vendor solution for
both MS Teams and non-
Teams users
Calling plans and PSTN
access only (requires
separate MSP )
Provide MS Phone
connectivity SIP
connectivity to a carrier for
PSTN required
Requires a separate
partner integration,
meaning two costs and
two vendors to manage
End to end SLA for calls traversing the 8x8 network
Requires multi-vendor SLA, resulting in vendor triage when troubleshooting
Requires multi-vendor SLA, resulting in vendor triage when troubleshooting
Requires multi-vendor SLA, resulting in vendor triage when troubleshooting
DR options at no cost during Teams outages
Charge separately for direct backup DR solution directly with carrier
Will not operate during a Teams outage
DR options vary from no cost to at cost
End to end analytics for calls traversing 8x8 network
CDR reporting for call activity only
CDR reporting for call activity only
End to end analytics for calls traversing their network
Native contact center and apps integration
No contact center or app integration support
No contact center or app integration support
Inconsistent app/contact center support
Carriers MSPs UCaaS
588x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
To summarize ...
● Direct Routing is the best approach for integrating with Microsoft Teams
● 8x8 is the only vendor to offer a comprehensive Direct Routing solution that provides:○ Global end to end connectivity with MIcrosoft Teams○ One communications platform for all employees using
their UE of choice○ Contact Center and business application integrations○ End to end analytics
598x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Objection: The Teams Bot/App solution gives our users quick access to Teams functionality just by entering a few
commands. (Vendor Examples: RingCentral, Fuze)
8x8 Response: A Bot/App solution requires users to download a Bot/App to the end device (PC, laptop, browser extension).
This approach creates various issues that include: disrupted the end-user experience, increased IT admin burden and
cybersecurity threats from infected apps bots or malware.
It also means that end-users need to learn new commands to initiate Team calls or join meetings from a Bot/App, which
hinders Microsoft Teams adoption and impacts Office 365 + Teams ROI.
Bots/Apps also breaks the Teams user experience with outgoing calls made from the Teams app, but incoming calls are
received on another communications app which disrupts the regular Teams workflow and creates user pathy and confusion.
Each time the Bot/App is updated, users are required to install the new version of the Bot/App on their devices. Users that don’t
update experience problems, leading to increased IT support calls from irate users unable to access Teams functionality.
Why 8x8 offers the best alternative: With 8x8 Voice for Teams, there are no Bots/Apps or extensions for users to download or
install. Our solution provides a native Teams user experience. That means no additional end-user training is needed as they
seamless access the 8x8 voice network for PSTN Teams calls. From an IT perspective, IT admins can quickly add, remove or
manage users from a single admin portal, with the need to create or configure complex Powershell scripts. That eliminates the
IT admin burden, especially if there are 100’s of Teams voice users on the enterprise network.
Handling objections - Bot/App Vendors
608x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Handling objections - Carrier VendorsObjection: Service providers like AT&T offer a Direct Routing solution, and it seems cheaper than yours, why is it more
expensive? (Vendor Examples: ATT, BT, Verizon)
8x8 Response: Service Provider Direct Routing solutions are based on SBC technology and require a subscription to an SBC
service or on-premises SBC installation. It also involves the procurement of SIP trunks, call plan subscriptions and monthly SBC
management/maintenance fees. This solution is highly complex due to various solution components required to provide the
direct routing capabilities. Due to the complex nature of the solution, the deployments begin with expensive professional
services consulting engagements.
In most cases, Service Provider Direct Routing solutions also have limited country calling plans. That means that organizations
need to procure additional gateways, purchase local numbers and port numbers where the service provider does not have
coverage, which adds costs, increases time to market and creates a heavy IT burden.
Service Provider Direct Routing solutions are also considered “pure bit-pipes” just routing Teams voice traffic, without adding
customer value or providing IT intelligence and insights. They also rely on 3rd parties to provide additional services like contact
centre, analytics or CRM integrations.
Why 8x8 offers the best alternative: 8x8 is more than just a PSTN carrier, it is an end to end cloud communications solution
that includes the Microsoft certified SBCs needed to connect to MS Teams. In addition to a native Teams user experience and
simple IT admin experience. We offer end to end analytics, native contact centre, “out-of-the-box” CRM/Business Apps
integrations and a single unified communications platform for all users in an organization. 8x8 Voice for Teams provides a
“one-stop-shop” with a single inclusive price for 8x8 voice for MS Teams (includes SIP trunking and SBC pricing). Local PSTN
replacement in 38 countries and local numbers in 47 countries. That level of voice coverage is usually not even available with
large telecom carriers.
618x8 Voice for Microsoft Teams
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Handling objections - Direct Routing VendorsObjection: With so many direct routing solutions for Microsoft Teams available on the market, why should we consider 8x8 Voice
for Microsoft Teams? (Vendor Examples: Gamma, Mitel, Metaswitch, Vonage)
8x8 Response: These Direct Routing solutions are very similar to those offered by Carrier Service Providers. The solutions are based
on SBC technology and require a subscription to an SBC service or on-premises SBC installation. It also involves the procurement of
SIP trunks, call plan subscriptions and monthly SBC management/maintenance fees. This solution is highly complex due to various
solution components required to provide the direct routing capabilities. Due to the complex nature of the solution, the deployments
begin with expensive professional services consulting engagements.
In most cases, these Direct Routing solutions also have limited country calling plans. That means that organizations need to procure
additional gateways, purchase local numbers and port numbers where the service provider does not have coverage, which adds
costs, increases time to market and creates a heavy IT burden.
These Direct Routing solutions offer some customer value by adding 3rd parties services and capabilities like contact centre,
analytics or CRM integrations. However, integration with these 3rd parties are costly and introduce IT management complexity into
the customer communications network.
Why 8x8 offers the best alternative: 8x8 Voice for Teams is the only direct routing solution with a native Teams user experience and
simple IT admin experience. We provide end to end analytics, native contact centre, “out-of-the-box” CRM/Business Apps integrations
and a single unified communications platform for all users in an organization. 8x8 Voice for Teams provides a “one-stop-shop” with a
single inclusive price for 8x8 voice for MS Teams (includes SIP trunking and SBC pricing). Local PSTN replacement in 38 countries
and local numbers in 47 countries. There are no Bots/Apps or extensions for users to download or install. Our solution provides a
native Teams user experience. That means no additional end-user training is needed as they seamless access the 8x8 voice network
for PSTN Teams calls. From an IT perspective, IT admins can quickly add, remove or manage users from a single admin portal, with
the need to create or configure complex Powershell scripts, removing the IT admin burden.
628x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Handling objections - Managed Service Provider (MSP) VendorsObjection: With so many direct routing solutions for Microsoft Teams available on the market, why should we consider 8x8 Voice
for Microsoft Teams? (Vendor Examples: Arkadin)
8x8 Response: MSPs usually have limited experience in offering cloud voice services as their core business would often be providing
value-added services to software sales. They rely on existing carrier networks to provide Direct Routing solutions and are very similar
to those offered by Carrier Service Providers. The solutions use SBCaaS which require a subscription to SBC services or on-premises
SBC installation. It also involves the procurement of SIP trunks, call plan subscriptions and monthly SBC management/maintenance
fees. This MSP solution is highly complex due to various solution components required to provide the direct routing capabilit ies. Due
to the complex nature of the solution, the deployments begin with expensive professional services consulting engagements, which
tends to be their focus. In most cases, these MSP solutions also have limited country calling plans which means that organizations
need to procure additional gateways. They may also outsource procurement of local numbers and number porting to 3rd parties
which increase time to market and can introduce procurement errors if customer requirements are miscommunicated. It also means
that customers lose sight of the progress as 3rd parties become involved in the number procurement process. MSPs also lack voice
network/infrastructure experience and usually cannot offer services and capabilities like contact centre, analytics or CRM
integrations. Some may only be able to provide these value add services through 3rd parties which add costs and introduce IT
management complexity into the customer communications network.
Why 8x8 offers the best alternative: 8x8 Voice for Teams is the only direct routing solution with a native Teams user experience and
simple IT admin experience. We provide end to end analytics, native contact centre, “out-of-the-box” CRM/Business Apps integrations
and a single unified communications platform for all users in an organization. 8x8 Voice for Teams provides a “one-stop-shop” with a
single inclusive price for 8x8 voice for MS Teams (includes SIP trunking and SBC pricing). Local PSTN replacement in 38 countries
and local numbers in 47 countries. There are no Bots/Apps or extensions for users to download or install. Our solution provides a
native Teams user experience. That means no additional end-user training is needed as they seamless access the 8x8 voice network
for PSTN Teams calls. From an IT perspective, IT admins can quickly add, remove or manage users from a single admin portal, with
the need to create or configure complex Powershell scripts, removing the IT admin burden.
638x8 Voice for Microsoft Teams
© 8x8, Inc. All Rights Reserved.
Avaya, Mitel, Net2Phone, Vonage, RingCentral use Call2Teams for their Direct Routing integration. What makes 8x8 Voice for Teams different?
8x8 Other Call2Teams Vendors
Single vendor solution. That means a single point for ordering, provisioning, managing and supporting the 8x8 MS Teams Direct Routing service.
Two or more vendor solutions, requiring purchasing license from the UCaaS vendor and Call2Teams. That means customers need to have 2 or more vendor relationships to manage, introducing longer lead times,
End to end support and guarantee for the full solution. Multiple escalation paths in the event of service issues. Lack of clarity on who owns the issue - the UCaaS vendor, Call2Teams or another 3rd party. For complex problems, customers are forced to do triage and find the right vendor to help fix the issue.
Simple 8x8 owned management interface that automatically matches 8x8 users and Teams users to perform bulk synchronization with a single click.
Have a complex, unsecure, multi-step user provisioning and management process that requires either customers to export UCaaS users to a CSV (including their passwords in the clear). User information is then manually imported to Call2Teams and users are added individually, which is an inefficient use of scarce IT resources and prone to errors.
8x8 is the only vendor that offers a combination of ALL of these capabilities behind MS Teams: global footprint; native contact center integration; 3rd party apps integration; unified analytics including sentiment analysis and quality management and hybrid environment support.
While some of the vendors may have some of the capabilities, none of them provide a fully integrated solution that provides a native Teams experience with the valued added components that is vital for Enterprise customers.
648x8 Voice for Microsoft Teams
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Resources
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Partner Collateral (links embedded in images below)
668x8 Voice for Microsoft Teams
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Please visit PartnerXchange for further updates and the latest information
or contact your 8x8 Channel Account Manager
Additional information
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