european voip summit london 2017 // cavell group // lumeon

European VoIP Summit 2017 - London

#EVSLDN17

Copyright Cavell Group 2

Bienvenue

Vítejte

Herzlich Willkommen

Fáilte

ברוך הבא

Benvenuto

Welkom

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Välkommen

Hoşgeldiniz

Bine ati venit

Witamy


Thanks to our Sponsors


European VoIP Summit – 4th Edition

London 2015

London 2016 Amsterdam 2016

London 2017

111 Delegates & 38 Service Providers 270+ Delegates & 65+ Service Providers

223 Delegates & 53 Service Providers 139 Delegates & 45 Service Providers


The Cavell Group

+ ++

Cavell is a specialist Consulting, Research and Professional Services business, focused on emerging Communications

Markets

Supporting businesses to evaluate strategic investments, create sustainable service roadmaps & operating models

and executing plans


Projects delivered in over45 countries


Who is here todayDominic Black

UK & European Analyst

Marc de Marcillac

Consultant

Rob Kurver

Benelux Analyst

Marketing and Research

Francisca Dinga

Adam Kowalski

Analyst DACH Region

Director of TechnicalServices & Training

Director of Research& Consulting

Gail Smith Matthew Townend


Here’s our wider team, incognito


Dominic BlackSenior Market Analyst

Cavell Group

European Market Overview

#EVSLDN17


Our research coverage is expanding


The UK Hosted VoIP market has grown to a total of 2,705,027 seats


The UK SIP Trunking market has shown stronger growth in the last six months


Hosted VoIP has developed at different rates

Behaviour of Incumbent and Competition

Underlying Infrastructure

Regulation Business Demographics


No two markets are the same

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UK Netherlands France Germany Spain Belgium Italy Portugal

NumberofServiceProviders

TotalNumberofServiceProvidersperCountry(CavellGroup- June2016)


Themes for 2017

#EVSLDN17


• Service Providers selling ‘UC’ to end users has not been successful

• Delivering communications in the context of the end user has been more successful for Service Providers

• Having a broad set of UC features is only relevant to a small number of users, most consume their communications through one or two key endpoints.

Trends in Unified Communications

How are customers businesses changing? How do they want their business communications to support this?


Customer Requirements maturing

• Global Cloud Communications

• Embedded & Vertical Communications

• Digital Disruption

• Team Collaboration

• Improving Customer Interaction

• Mobility


Global providers are often challengers with few incumbent operators offering services

“Enterprises expect there are less geographic Barriers in a cloud world”

American Providers ArrivedIn UK

European Multinational Providers

• 8*8 now offering service in multiple European countries, Canada, using Voxbone for international numbers

• Talk Talk purchase Tipicall with European SIP Trunking capability • Fuze making an international investment

• RingCentral launches Global Office in Europe


Digital Disruption

• Communication is at the the very heart of all successful business models

• Not surprising then that as we move into the world of Digital Disruption and new business models where communications is still at the heart of everything

• UBER (Calling & Messaging), Airbnb (messaging), Schindler (Mobile monitoring notification), WhatsApp (Calls and Messaging) all require communication but do not work with traditional carriers.

• 100 million voice calls are made every day on WhatsApp

“WHICH MAJOR GLOBAL CARRIER IS DRIVING THESE?”


• A new Breed of (CPaaS) “Communications Platform as a Service Providers” are enabling this market

• Leading players include Twilio, Nexmo, Genband Kandy, and others are arriving fast

What do they offer

• A simple API focused platform that offers global reach, and enables developers to simply integrate communications into their apps and solutions

Who is enabling these Global services?


• Slack - 5 million daily users and 1.5 million paid (Jan 2017)

• Slack targets larger companies with launch of Grid

• Microsoft reacted with launch of “Teams” end of Jan

• Facebook launch Facebook at Work

• Broadsoft launch Team-One based on its Intellinote acquisition at end of 2016

• RingCentral purchased Glip

• Multiple other competitors including virtualized solutions from companies like: Yammer

Team Collaboration & Messaging grows


Requirement to maximize customer interaction has driven growth in a number of areas:

• Analytics both in Enterprise & Contact Centre

• Integration between recording and Analytics as SPs look for more insight

• Focus on inbound services and Queuing

• Dedicated and Integrated Contact Centre Capability offered by most Hosted Players

• Multi-Channel interaction in contact centre

M&A & partner activity been hot in this areas as providers look to augment capability:

8x8 – DXI, Broadsoft – Transera, Metaswitch partner Telax,

Customer Interaction

Key Contact Centre Players include


Microsoft winning Large Enterprise, still in starting blocks for SME

• Skype for Business represents an increasing viable solution for Large Enterprises

• Microsoft Cloud PBX often slowing down potential deals for SPs selling Skype for Business

• Cloud PBX driving discussion about value add a Service Provider offers

• Microsoft are having limited success with Service Providers offering SME based voice solutions


How to compete in the new communications landscape?

#EVSLDN17


How to compete in the new communications landscape

Dominic Black – Senior Analyst, Cavell Group

Steve Haworth – CEO, TeleWare

Alan Mackie – Product Director, Gamma

James Bristow – VP UK & Northern Europe (EMEA), Broadsoft

Tim Meredith – Director of Product, Propositions and Innovation, KCOM


Rob van den DamGlobal Comms Industry Leader

IBM

‘The fine line of trust in customer relationships’

BREAK

#EVSLDN17


Who will be the winners and losers following the ISDN/PSTN

switch off?

#EVSLDN17


Who will be the winners and losers following the ISDN/PSTN switch off

Guy Yaffe – VP Business Development, Audiocodes

Steve Best – MD, Product Management, Strategy & Regulatory Affairs, BT Wholesale

Daniel Burke – Product Manager for Voice Services, Level 3

Matthew Townend – Director, Cavell


• Most countries have announced an end date to the PSTN network.

• Germany date slipping but significant momentum in the migration

• BT announcement of 2025 but impact still to be felt

• For all markets: It’s not if but when will they move

PSTN switch off could dramatically change the speed in which SIP Trunking grows


SIP penetration into the available ISDN and SIP base is set to reach 50% in Q1 2017


Who will be the winners and losers following the ISDN/PSTN switch off

Guy Yaffe – VP Business Development, Audiocodes

Steve Best – MD, Product Management, Strategy & Regulatory Affairs, BT Wholesale

Daniel Burke – Product Manager for Voice Services, Level 3

Matthew Townend – Director, Cavell


LUNCH SPONSORED BY

#EVSLDN17


Who will run the Communications platform of the future?

#EVSLDN17


Who will run the Communications platform of the future?

Dom Black – Senior Analyst, Cavell

Prof. Matthew Wilson – CEO, Telecoms Cloud

John Tucker – VP Product Management, Metaswitch

Justin Hamilton-Martin – UK Business Development Director, Centile

David Tubb – Solutions Consultant, Genband


Break – Return at 3pm

Room 1: What role will developers play in the future of communication?

Room 2: ’Running to where the ball is going to be’ - A discussion on M&A strategies

Room 3: The General Data protection regulation: How to prepare

#EVSLDN17


What role will developers play in the future of communication?

Dom Black – Senior Analyst, Cavell

Rob Pickering – CEO & Founder, IPCortex

Rob Cox – Commercial Director, Mondago

James Slaney – Co-Founder, Dubber

Dean Elwood – CEO, Voxygen


BREAK

Room 1: Future of Communications

#EVSLDN17

Future of Communication

Presented by: Matt Townend, Director of Research & Consulting at Cavell Group

Mike Wilkinson – VP of Marketing at Lumeon

#EVSLDN17

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Tales from the other side

/

I am Not Communications Business but…....

/

I Monetize Communications

The $20,000 text message The $300 Video Call

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Some Facts to Consider

• Healthcare market is $3.2T in the US alone – approx 50% of the global market

• Approx 18% of GDP and slated to pass 20%

• Or approx. 2.5X the entire telecoms market

• Average spend on healthcare in the Western World is 9% of GDP

• Current spend levels are unsustainable in the US and other markets

• People are living longer

• Average person has 1 chronic condition in their 40s and 4 by the time they are 80

• Admitting into acute care is very very expensive!

• $12-20k per visit

• Digital transformation has to happen in healthcare!!

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The $300 Video Call

44

72 hours 28 days 28-58 days

PathwayPathway

Care plan

Tele-MedicineCare Co-ordination

ProgramEnrollment

Tele-healthmonitoring

Tele-monitoring

Tele-medicineFollow-up

Dashboard

Alerts

Call CenterAssessments

Tele-medicineIntervention

Tele-medicineCare co-ordination

Post-discharge no RTA

Facility IPR/SNF/ALF/ILF

$300

$300

$300

$300

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Tele-Medicine

• US healthcare giant Kaiser Permanente stated that of the 110 million people it provided service to last year some 59 million (52%) were connecting through online portals, virtual visits or the health system’s apps

• Telemedicine market slated to grow to $36B by 2020


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The $20,000 Text Message

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Pati

ent

Wel

lnes

s Sc

ore

Real-Time Digital Patient Analytics

Fast-track intervention

Pro-active context sensitive

intervention

• Monitor patient with engagement via text, call centre

• Flash alert patients to prevent acuity readmission

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What am I looking for?

Messaging – text, IM

Voice calling

Video calling and conferencing

Contact center integration – natural voice processing, skills based routing

Collaboration functions

Network effect

All delivered via easy to use APIs


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Tales from the other side

March 2017


Customer Requirements maturing

• Global Cloud Communications

• Embedded & Vertical Communications

• Digital Disruption

• Team Collaboration

• Improving Customer Interaction

• Mobility


Let’s work togetherDominic Black

UK & European Analyst

Marc de Marcillac

Consultant

Rob Kurver

Benelux Analyst

Marketing and Research

Francisca Dinga

Adam Kowalski

Analyst DACH Region

Director of TechnicalServices & Training

Director of Research& Consulting

Gail Smith Matthew Townend

[email protected]

www.cavellgroup.com

@CavellGroup

www.thevoiceofvoip.co.uk

01206 381544

#EVSAms17

Save the date!

Hotel Arena, Amsterdam

European VoIP Summit

10th October 2017


DRINKS SPONSORED BY

#EVSLDN17

www.cavellgroup.com

@CavellGroup

www.thevoiceofvoip.co.uk

01206 381544

Thank you

european voip summit london 2017 // cavell group // lumeon

Technology