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Day 1 — Monday, October 4
 Introduction to IP Telephony Systems
Presented By Alan Sulkin, President, TEQConsult Group and a member of the
ECA Board of Directors
Enterprise communications systems incorporating IP
telephony standards and architecture design elements are quickly
replacing traditional circuit switched-only solutions. It is
estimated that shipments of IP station terminals will overtake
analog/digital shipments within the next year in the domestic
market. Almost all currently marketed PBX systems and a growing
number of Hybrid systems are capable of supporting IP telephony
options for desktop or networking applications.
It is important for marketers and sellers of
enterprise communications systems to understand IP telephony
standards; the different IP telephony system design platforms;
available IP telephony voice terminal solutions; new features,
functions, and applications; and the many potential customer
benefits. Introduction to IP Telephony Systems was developed to
present a concise, but comprehensive, review and analysis of current
and evolving enterprise voice communications offerings incorporating
VoIP protocol standards. It addresses the unique differences between
the three types of IP telephony system design, including strengths
and weaknesses, and the new level of redundancy and resiliency
derived from the LAN/WAN-based packet switching foundation.
The developer and presenter of the training class
is Allan Sulkin, president of TEQConsult Group and a member of the
ECA Board of Directors. He is renowned as the leading enterprise
voice communications market/product analyst, with more than twenty
years experience consulting for the industry’s top tier system
suppliers/vendors, as well as dozens of leading edge Fortune
500-type businesses and institutions. His book PBX Systems for IP
Telephony (McGraw-Hill) has quickly become the standard text on the
topic, and must reading for suppliers, dealers, and customers,
alike. He is also the developer/presenter of both BCR’s
Understanding PBX Systems seminar and The Voice Report IP Telephony
Bootcamp training class. For the past 15 years he has served as a
program director for the annual VoiceCon conference and exhibition
at which several thousand attendees have participated in his annual
PBX system tutorials.
Course Outline
1. Introduction to IP Telephony Systems for Sales/Marketing
Personnel
a. Customer benefits of IP telephony
b. VoIP call basics
c. Protocol Standards: H.323, SIP
i. Design elements
ii. Encoding techniques
d. LAN/WAN requirements for VoIP
2. IP Telephony Systems
a. System categories
b. System design categories
i. IP-enabled
ii. Converged
iii. Client/Server
c. Comparison of design strengths/weakness
d. Pricing and cost issues
3. IP Voice Terminal Options
a. Desktop instrument options
b. Mobile options
i. Wireless
ii. Soft client
c. Advanced features/functions
i. Browser-like
functionality
ii. Integrated switching
4. Applications enabled/facilitated by IP
Telephony
a. Mixed media contact center
b. Unified messaging
c. Presence/collaboration tools
d. Videocalls
5. Summary
a. Positioning IP Telephony Systems vs. Traditional Circuit
Switched
Systems
b. Future system design trends
Day 2 — Tuesday, October 5
8:30 am
Grand Opening Session
Bernd Kuhlin, President, Enterprise
Networks, Siemens AG
9:20 am
Keynote Address
Katherine Bagin,
AT&T IP Communications Product Management & Marketing Vice President,
AT&T
10:15 - 12:00 pm
Welcome Session
Mary Bradshaw, ECA
10:30 - 11:45 am
Convergence Imperatives and Opportunities for Channel Companies
Sally Stanton, Vice President, Category
Management, Ingram Micro Systems
An introduction and overview of the industry trends mandating the
transformation of voice and data resellers into convergence
solutions providers. It covers the opportunities in the convergence
solutions market, projects the magnitude of the opportunity and its
impact on your traditional business, defines the components,
portrays the drivers for user adoption-and names the challenges
channel companies face. This presentation will examine reseller
requirements, profile a successful reseller's skills and
competencies and describe the competitive environment that's
emerging. If you are beginning to evaluate your role in the
convergence market or have begun to map out a business plan, this
introductory session is essential.
11:45 am - 1:00 pm
Conference Luncheon
1:00 - 1:45 pm
Assessing Your Readiness for Convergence
Sue Heintz, President, Channel Management Partners
An expert will present ECA’s Convergence Readiness
Self-Assessment, a self-audit tool developed by leading industry
marketers and consultants serving on the ECA Education Committee to
help resellers identify which technical, marketing and sales
operations need to be improved to capitalize on the convergence
opportunity. Whether you come to convergence from voice or data
“roots,” you’ll learn how to examine these business functions and
find out what it will take to give your customers the converged
solutions they demand: existing customer base and market focus,
sales staff competencies, technical staff competencies, the complete
offer, business commitment, financial considerations, and your
action plan.
2:00 - 2:45 pm
Closing the Gap In Your Convergence Readiness
Mark Lueke, Area VP Services Marketing, Avaya,
inc.
This session will walk you through the Business Plan
section of ECA’s Convergence Readiness Self-Assessment, You’ll focus
on defining your target markets and your competitor targets, the
go-to-market strategy for each of your target markets, and the
action plan to support convergence in your business.
3:00 - 4:00 pm
ROI Demystified
Sandy Janes, Director of Vertical Markets, Mitel
Networks
Justifying return on investment for any VoIP/IP Telephony deployment
is no longer an option. But it does remain a challenge, regardless
of what industry vertical you're discussing. This session will help
you understand how to calculate the payback period of a deployment
whether the issue is migrating, replacing, or just considering an IP
gateway. Of course, a key consideration in customers' VoIP/IP
Telephony deployment is its ability to support
productivity-enhancing applications. Accordingly, this session will
provide you with an overview of the top drivers based on various
industry scenarios. Key applications that will be considered include
teleworking, unified messaging, conferencing and collaboration, and
contact centers solutions.
4:00 pm
Keynote Address
Steven G. Mihaylo, Founder & Chairman
of the Board of Directors
Inter-Tel Incorporated
4:45 pm
Keynote Address
Susan W. Bailey, Vice President –
Enterprise Communications Group
Americas, Global Accounts, Channels and Alliances, Avaya Inc.
4:30 - 5:00 pm
Wrap Up
Mary Bradshaw, ECA
Day 3 — Wednesday, October 6
8:15 - 9:00 am
Keynote Address
Henry Dewing, Product Marketing Manager, Intel
Analysts’ predictions of the era of IP are now being
fulfilled. Hear this overview of the promise of convergence
applications, learn which industries are adopting, why they chose to
deploy it, and what more’s on the horizon.
9:15 - 11:00 am
IP PBX Shootout & Keynote Address
Phil Edholm, Chief Technology Officer & VP of
Network Architecture
Nortel Networks Enterprise Networks
11:15
am - 12:00 pm
Homeruns in IP Communications
Moderator: Sally Stanton, Vice President, Category
Management, Ingram Micro Systems
Solutions Supplier: Nortel Networks
NSP: Mike Shelton, CTO United Carrier Networks
Joseph Estanol, Jr., Datatran Network Systems
Hear from companies who have already implemented IP
Telephony and begun to enjoy the benefits. Learn how a few simple
but critical steps can ensure a smooth transition to IP.
12:00 - 12:45 pm
Conference Luncheon
12:45 - 1:30 pm
Convergence Opportunities in Healthcare, Government, Education,
Financial Services, General Business
Representatives and Customers of Intel, Ingram
Micro, Iwatsu America, Mitel, Avaya, Comdial, and more
A look at how convergence solutions address healthcare’s
challenges for patient care and safety, managed care concerns,
privacy and security of medical histories, and home healthcare.
1:30 - 2:15 pm
Drivers for Government Agency Adoption of Convergence
Moderator: Susan Mills, Principal Technology
Marketing Partners
Security: Martin Feuk, Executive Vice President of Marketing and
Sales & Interex General Manager, InterTex Data
Integrator: Solutions Supplier: Mitel Networks
Presenter Jean-V. Renaud, Mitel Director of Marketing,
Government Solutions
Applications Developer: Mathews Manaloor, President TriVium Systems
During the last decade, federal, state and local
governments have deployed the Internet to re-invent the way
information and services are delivered to the public. IT Directors
have had the challenge to deploy, in an effective manner, the
internet and business networking technology necessary to meet these
objectives, while transforming the internal processes and operations
to take advantage of new way to collaborate and share information.
The results have demonstrated increases in efficiencies,
productivity, and improved service levels. Today new challenges have
surfaced with yet again strong emphasis on increased efficiencies,
and homeland security. Federal, state, and local governments are
now, more then ever expecting defined returns against investments in
new business networking solutions.
This presentation will focus on:
- IP business networking solutions focused on increased
efficiencies, and reduced Costs.
- Internet communication solutions focused on improved
collaboration, information sharing, and security of people and
information.
2:15 pm
Conference Break
2:30 - 3:15 pm
Evolving Education Needs Addressed by Convergence
Moderator: Ronn Wiehler, President, Monrovia
Ventures Group
Solutions Supplier: AVAYA, Inc.
Educators are reaching for convergence solutions to serve
students better, prepare 21st century citizens and workforce,
broaden and deepen curricula, and satisfy stakeholders. See how
convergence solutions help educators satisfy these pressing needs in
today’s educational institutions.
3:15 - 4:00 pm
Financial Services Sector
Moderator: Mark Ricca, Vice President, InfoTech
Integrator: Richard Zimmermann, Executive Director Marketing, Nextira
One
Customer: Don M.”Dusty”Lashbrook, Senior Vice President and
Operations Manager for the Sunrise Operations Platform, ABN AMRO
Mortgage Group, Inc.
Applications Developer: MSI LLC; Max Schroeder,
VP Marketing and Sales
Financial services industries must fulfill customer
expectations for faster, easier transactions balanced with pressures
of consolidation, new competitors, and increasingly complex
regulatory requirements. See how banks and other financial
institutions are satisfying these imperatives with new converged
network applications.
4:00 - 4:45 pm
Retail Market Opportunities
Moderator: Chris Younger, Silver Cloud Cos.
Rick Cobello, Director of Information Solutions, Stewart's Shops
Integrator, Bill Haefeli, CoServ Corp.
Mark Lindsay, Vice President Marketing, Comdial
Retailers seek ways to web-enable their businesses, giving customers
their preferred media for transactions and improving their own operations.
Stewart’s, a regional convenience store chain in the Northeast, was no exception.
Hear how Stewart’s made the transition from their trusted legacy infrastructure
to the exciting world of converged networks.
4:45 pm
Keynote Address
John Meyer, President, Lucent
Worldwide Services, Lucent Technologies, Inc. |
