May 19-20 l Washington, DC l Omni Shoreham 4PSA VoipNow for Hosting Providers Bogdan Carstoiu CEO,...

May 19-20 l Washington, DC l Omni Shoreham

4PSA VoipNow for Hosting Providers

Bogdan Carstoiu

CEO, Rack-Soft (4PSA)


Parallels Summit 2008 Presentation

Agenda

• Rack-Soft / Parallels partnership

• Hosting environment today

• VoIP, unified communications and SaaS

• 4PSA VoipNow, the solution for hosted PBX

• VoipNow Plesk Module, integration between VoipNow and Plesk



Rack-Soft introduction

• The company behind 4PSA, brand created by Rack-Soft in 2002

• Headquarters in Bucharest, Romania

• Company develops software solutions for service providers

• ISO 9001 Quality Management Certified by TÜV

• Product line: 4PSA VoipNow, 4PSA DNS Manager, 4PSA for Plesk, custom solutions for providers

Five years of successful collaboration with Parallels

• 4PSA makes the most popular and successful addons for Parallels Plesk

• 4PSA resells and supports Parallels Plesk and Virtuozzo products

• Parallels will start to resell 4PSA VoipNow starting with June 2008


Typical Hosting Company Daily Questions

• Fact: Customer demands increase, business customers require more sophisticated solutions.

Solution: We need better technology.

• Fact: Small companies realize that it's more efficient to get a hosted service.

Solution: Can we present something appealing for them?

• Fact: We have to remain competitive, so we must cut costs.

Solution: Ok, you are fired. Just joking, we first need automation.

• Fact: Daily, manual, repetitive tasks prevent our company expansion.

Solution: Automation saves resources. Employees can focus on tasks that can grow the

business, like implementation of new services, optimization of existing ones.

• Fact: Customer support and personal contact is vital.

Solution: Great, what about getting a registered trademark? (Forget it, others did)

• Fact: We must differentiate from our competition.

Solution: Have we correctly identified our competitors?



Why so many questions?

• Market is extremely dynamic. Demands are changing. New opportunities appear.

• Multi billion online service companies build HUGE datacenters. They are definitely preparing something.

Are you sure that you know your tomorrow competitor?

What can you do now?• Ride the wave, don’t follow it.

• Anticipate market and demands

• Address current opportunities today

• Target new customers and expand services to them

• Increase your income, your customers need new services

• Consolidate and optimize existing services



Everyone agrees that the market is ready for SaaS. Others say that 100% hosted infrastructures are close. What about VoIP?

Focus on VoIP at enterprise level

• Public perception is improving:

• Groups advertising VoIP security problems are loosing ground.

Why? VoIP is certainly more secure than a PSTN phone. Encryption standards are emerging.

• Big players try to educate market about VoIP. CTO: “It’s about time to replace our legacy system!”

• Decision makers understood that VoIP means service at another level, no cheap international calls

• From the technical point of view the market is prepared

• Companies want to start implementing a VoIP service. They demand unified communications

So that demand will soon explode. Your customers need better communication services.

Are you ready to provide the service?



Unfortunately today VoIP technology is still paying tribute to years of broken marketing

Why?

Traditional VoIP providers focused on reducing calls cost rather than on user experience. Indirectly they advertised poor call quality.

But Why?

Most VoIP providers had only telecom experience. Their main target was what they did best, signaling and transporting. This killed many innovative services.

Fortunately things changed!

Let's analyze the communication needs of a typical company.



Enterprises do not need cheap calls, they only want voice and video communications that add value to company processes:

• Unified communications (email / voicemail / fax) at minimum

• Distribution of calls on customer service and sales queues

• Digital receptionist services

• Conferences between extensions and public phone numbers

• Call reports, efficiency reports for customer service, sales, etc

• Employees must manage their communication preferences without assistance from IT

• Legal calls monitoring

• Integration with existing systems like Outlook, CRM, ERP, browser, etc

• Free calls between worldwide branches

Can we satisfy these requests today?



VoipNowserver

SIP Carriers

Interface card orVoIP gateway

PSTN network

London office

New York office

Local networkLocal network

Local networkLocal network

Mobile workforce

Mobile conferencing

External conferencing

Enterprise PBX services

Saltes Team Queue


4PSA VoipNow

• Mature product, soon in the third year of existence

• Already installed on more than 2000 servers

• Designed to satisfy business requirements, not to edit configuration files

• Answers to the most important provider demands:

• multitenant architecture

• easy to deploy

• automates processes

• ready for virtualized environments

• ready to scale

• low cost maintenance

• based on open source software and standards



VoipNow development plans

• Roadmap settled for the next 14 months, more than 20 innovative features (unique on the market, do not exist on any other VoIP software or hardware, targets: automation, user experience, business integration, user mobility)

• Focus on integration with third party business applications

• 4PSA VoipNow Cluster, a carrier grade version of VoipNow

• Completion of transition steps to unified communications using VoipNow API

• Improvement of automation tools and usability



Advices to hosting companies

• Adopt VoIP early. Hosting, SaaS, communication services are meant to be integrated. Don’t miss pieces.

• VoIP market is currently like webhosting hosting in late nineties. Did I said that VoIP market will triple in the next two years in North America?

• Deliver services, not minutes:

• By selling minutes your margin is up to 20%. Requires high volume, expensive infrastructure, high initial investment.

• By selling services your margin should not be less than 200%.

• Upsell to your customers. Most companies have only a presentation website/small server. You can charge SMB market 10x more for communications services.

• Design customized services for your own customers. Check 4PSA selling scenarios and innovate.

• Large hosting company? Data Center? Add VoIP servers/VPS to your standard offer. Bundle them with Paralles Plesk. They are integrated.



What Parallels and 4PSA prepared for you

• Parallels KA licensing server integration to easily deploy VoipNow licenses

• Aggressive monthly lease pricing, we deliver unmatched features and unbeatable pricing. Pay as your customers grow.

• Plesk integrated. VoipNow Plesk Module allows you to add VoipNow support to Plesk accounts. Get everything under a single interface – hosting / SaaS / VoIP

• Sales and technical support, ready to help you start deploying VoIP

• Selling scenarios, whitepapers, online WebEx sessions, on-site trainings



THANK YOU !

Questions?


May 19-20 l Washington, DC l Omni Shoreham 4PSA VoipNow for Hosting Providers Bogdan Carstoiu CEO,...

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