SIP trunking is the hottest technology trend in enterprise communications , but how do you procure the services and equipment to make it a success for your organization? This Deep Dive session will offer detailed presentations on the services and technologies you will need to acquire in order to roll out SIP trunking.
You’ll hear details of carriers’ offerings—pricing, service availability, service level agreements, and much more. You’ll get tips for how to negotiate SIP Trunking agreements with your service providers. And you’ll receive in-depth information about the equipment that goes into a SIP trunking implementation—IP-PBXs, VOIP gateways, Session Border Controllers, etc.
You will come away from this session with a clear understanding of the service and CPE elements that make up a SIP trunking implementation, and be more prepared to start developing RFIs and RFPs for SIP trunking for your enterprise.
Speaker - David Rohde, Senior Consultant, TechCaliber Consulting LLC
Panelist - Alan Percy, Director, Market Development, AudioCodes
Mr. Percy is Director of Market Development at AudioCodes, a leading provider of Voice over IP Telephony products and enabling technology. In this role, Mr. Percy is responsible for identifying market trends and building relationships to foster new business opportunities. Mr. Percy joined AudioCodes in 2001 and brings over two decades of experience in the telecommunications, networking and wireless equipment industries. Mr. Percy is a frequent industry speaker and contributes to a number of industry journals and blogs including NoJitter.com
Panelist - Jake Heinz, Vice President, Marketing, XO Communications
Jake Heinz is the VP of Marketing Programs and Product Marketing for XO Communications. He has over 16 years of experience with various telecom providers including recent roles as the General Manager of a VoIP Business Unit for Covad Communications and Chief Integration Officer for the three way merger of Covad, SpeakEasy and Megapath Inc. Previous exerience includes roles at both start up technology providers and at MCI / Worldcom.
Panelist - Kevin Isacks, CTO & VP, NET
Panelist - Seamus Hourihan, Vice President of Marketing, Acme Packet
Seamus Hourihan—who first coined the term “session border control”— leads the strategic planning process for Acme Packet, evaluating new markets and opportunities to expand the company’s business. He is a prolific speaker on the conference and tradeshow circuit and is the author of several networking guidebooks and numerous articles. He has been recognized by Internet Telephony magazine as one of the “Top 100 Voices of IP Communications.” Seamus served as the company’s Senior Vice President of Product Management and Marketing from 2001 to 2011.
He brings over 25 years of experience to Acme Packet in executive management, marketing, product management and business development roles at VoIP, IP networking, web infrastructure and computer companies. Seamus was VP of marketing for internetworking leader Wellfleet and, after its merger with Synoptics, Bay Networks (now Nortel) for nearly seven years. During his tenure, annual revenue grew from $10 million to $2 billion and Inc. recognized Wellfleet as “America’s Fastest Growing Company” for two consecutive years. Before Acme Packet, Seamus was vice president of marketing for Pingtel, widely recognized as the leader in SIP products and technology. He also held management positions at Data General, MASSCOMP and Bright Tiger and has operated his own consulting company. Seamus holds an AB degree from Dartmouth College and an MBA from Babson College.
Panelist - Tony Mangino, Senior Consultant, TechCaliber Consulting, LLC
Laura McDonald, a partner at Levine, Blaszak, Block & Boothby, LLP (LB3), has practiced telecom and technology law for over 20 years. Ms. McDonald represents large enterprises in a variety of telecom matters, focusing on the negotiation of complex network services agreements and helping customers transition to newer technologies like SIP Trunking.
Ms. McDonald has negotiated telecom and data services vendor contracts for industry leaders in the insurance, hospitality, professional services, healthcare and other fields. She works closely with legal, procurement, engineering and operations’ personnel to help them asses their enterprise’s needs and risks. Laura helps enterprises navigate the complex regulatory structure surrounding their transactions, and frequently speaks on demystifying the regulatory and other myths carriers throw at customers during negotiations. When disputes arise with carriers, she assists in resolving disputes, including when necessary, mediating or arbitrating disputes before the FCC and other forums.
Panelist - Thomas Dalrymple, Director, Global Voice Services Product Management, Verizon
Tom Dalrymple is the director of Global Voice Services Product Management for Verizon’s enterprise business. In this role, he leads the product management team responsible for Verizon’s expansive portfolio of domestic US and global voice-over-IP trunking services, local voice services, and outbound global voice long distance services.
Mr. Dalrymple is a veteran telecommunications industry professional with significant experience in marketing, product management, and new product development. His background includes product management of IP-based voice and data network services, managed services, networking equipment, application packaging, and core voice services.
Mr. Dalrymple holds a B.S. in Business Administration with a concentration in Finance from Bucknell University.
Panelist - Mykola Konrad, Director of Enterprise Product Management, Sonus Networks
Mykola “Myk” Konrad in the director of product Management for the SBC business unit within Sonus Networks. In this role he directs SBC strategy and future releases. Prior to Sonus Mykola worked at Microsoft, Panasonic and Nortel in various product management roles.
The vast majority of enterprises are still in pilots or early-stage deployments of SIP Trunks, but a few early adopters have migrated most or all of their wide area VOIP to SIP trunks. In this session, you’ll get a chance to hear from a panel of these end users. They’ll discuss their experiences, what worked, what didn’t, what they’d do differently, and what they plan to do when their next contract for SIP Trunks comes due. You’ll get real-world knowledge that you can put to use when you implement SIP Trunks.
KEY QUESTIONS:
* What’s the biggest challenge when implementing SIP Trunks?
* Why did these panelists move so quickly to implement SIP Trunks?
* What have been the major benefits?
* What would they have done differently the first time around, and what do they plan to do differently as they move forward?
Speaker - Doug Carolus, Senior Associate, Pace Harmon
Doug Carolus is Senior Associate at Pace Harmon. With over 20 years in the communications technology industry, Doug's focus is on enterprise communication technologies. Prior to joining Pace Harmon, he managed Ncompass Solutions' Communication Solutions and PlanNet Consulting's Communications Technology practice. Previously, he held technical and sales management positions with AT&T and Lucent Technologies.
As a consultant, Doug has extensive communications technology experience and has worked on a wide variety of complex engagements. His professional experience covers a wide range of enterprise communication systems and services which include strategic planning, strategic sourcing, and implementation management. He has been a presenter at VoiceCon/Enterprise Connect since 2006 on Unified Communications Pricing and Software Licensing.
Doug earned an MBA from the University of Southern California's Marshall School of Business.
Panelist - Skip Meyer, Lead IT Architect, Burns & McDonnell
Skip Meyer is an Infrastructure Architect providing senior level direction to multiple teams within Burns & McDonnell in the architecting, implementing, and supporting of enterprise level systems to be used by Burns & McDonnell and its clients.
Skip is currently leading a fast track project to replace Burns & McDonnell’s aging heritage PBX infrastructure at their corporate headquarters, regional offices, and project sites in the United States with the latest in VOIP technology. From the signing of purchase requisitions in late June, the arrival of equipment in late July, and the rollout of production handsets in late September, Skip has been busy dealing with the pros and cons of IP telephony and unified communications.
Burns & McDonnell’s architecture includes Avaya Aura Communications Manager, Aura Session Manager, Aura Messaging, Aura Session Border Controller, and AT&T IP Flexible Reach. These systems are deployed in a clustered/redundant configuration in two offsite data centers to provide unified communications to the 3500 employee-owners of Burns & McDonnell.
Carmelo is currently the VP of Enterprise Infrastructure in the IT department at PAREXEL.
For the last 19+ years, Carmelo has worked in a variety of management and individual contributor positions at companies including CMGI, Pegasystems, Centerpost Communications, uBid Inc, and various segments within the US government.
At CMGi, Carmelo led Merger & Integration initiatives directly related to the integration of the IT departments of acquired companies. He was also accountable for integrating networks and shared service systems into a single global IT environment and he worked directly with business sponsors and stakeholders in leveraging technology within the business.
While at Pegasystems, Carmelo served in several leadership roles including Director of Information Technology and Director of IT Security & IT operations.
As Director of Information Technology, Carmelo provided company-wide direction and leadership for all aspects of Information Technology, including Enterprise IT services & business alignment, company-wide E-Commerce, staffing, budgets, Business Services Team, security & compliance, project management, process improvement, vendor & contract management, messaging, collaboration tools, helpdesk, networks, desktops, & data centers.
In this role, Carmelo directed the Global IT and E-Commerce Teams, and created a new IT organization to support the build out of a multi-million dollar development center in Hyderabad, India. In addition, he acted as the technology representative to clients, supporting Pegasystem products in various customer environments. Carmelo also directed IT-related business integration projects and provided leadership on several steering committees projects.
As IT Director for Centerpost Communications, Carmelo reported to the CFO and provided company-wide management for all aspects of Information Technology, including software integration, E-Commerce strategy and delivery, IT staffing, vendors and contracts, policies & procedures, and data centers management.
While at uBid Inc, Carmelo was directly responsible for the architecture, implementation, management and maintenance of what was at that time, the largest E-Commerce website in the Midwest. Incorporating redundant data centers hosting well over 1500 servers, and millions of transactions daily, uBid featured zero downtime in service for four consecutive years.
Carmelo holds multiple technology and security certifications from vendors such as Cisco, Microsoft, ISC2, Sun Microsystems, etc. He sits on the board of directors for the Boston Chapter of the Society for Information Management, and in his spare time, Carmelo enjoys spending time with his family, traveling, community service, and historical research.
Panelist - Arne Saustrup, Computer Operations Manager, Alamo Community College District
SIP Trunking is one the hottest issues in enterprise communications because it promises cost savings and true end-to-end IP voice connections. But the number of enterprises actually using SIP Trunks to their full potential is still a small minority—partly because of the way in which carriers are offering these services, and partly because technical/interoperability challenges remain.
This workshop will examine the architecture options involved with deploying SIP Trunks, review the carrier offerings and ordering procedures, analyze the role of Session Border Controllers and options for configuration and present the critical issues--and best practices--for troubleshooting and managing SIP Trunks.
Speaker - Sorell Slaymaker, Communications Architect, Unified IT Systems
Sorell Slaymaker has 20 years of experience designing, building, and operating networks and the communication services that run across them. Particular areas of expertise include; unified communications, contact centers, CRM, and tele-medicine. An example of Sorell's experience, he was the chief architect for a 25,000 seat virtual contact center and moving it to IP/SIP. He has been a member of the Cisco and Avaya technical advisory boards. He graduated from Texas A&M with a B.S. in Telecom Engineering, and went through the M.E. Telecom program at the University of Colorado.
On the weekends, Sorell enjoys the outdoors – bicycling, camping, and gardening.
As your enterprise plans its migration to SIP Trunks, you’ll need to understand the traffic effects of the voice (and potentially video) that will run on those connections. Since your planning is no longer circuit-based, you’ll have to figure out how peak-hour traffic demands translate into IP metrics. In this session, you’ll get both statistical and real-world information to help you make the calculations for sizing your SIP trunks. You’ll learn how to use traditional telephony metrics like Erlangs to calculate volumes, and then how to use this to calculate the traffic in terms of packet volumes—including allowances for packet overhead, codec differences, and the impact of video. Finally, after this discussion, you’ll learn about real-world cases that illustrate how these calculations were made, and how the enterprise’s traffic calculations meshed with the structure of the SIP Trunking carriers’ service provisions. You’ll come away with a framework for understanding how to “right-size” your SIP Trunks for your enterprise.
KEY QUESTIONS:
* How do you go from understanding your current traffic requirements for PRIs, to translating these metrics to IP/SIP Trunks?
* How do you purchase SIP Trunks while factoring in busy hour loads and sufficient quality of service?
* How do questions of SIP Trunk sizing vary depending on your network architecture—i.e., how do you size SIP Trunks at a centralized datacenter serving all your locations, versus an architecture with local SIP trunks at each location?
* How do you account for video traffic—current and future—in your SIP Trunk sizing?
* Are the carriers’ SIP Trunking services sold in a way that helps or hinders these calculations?
Gary Audin has more than 40 years of computer, communications and security experience. He has planned, designed, specified, implemented and operated data, LAN and telephone networks. These have included local area, national and international networks as well as VoIP and IP convergent networks in the U.S., Canada, Europe, Australia and Asia. He has advised domestic and international venture capital and investment bankers in communications, VoIP, and microprocessor technologies.
For more than 30 years, Gary has been an independent communications and security consultant. Beginning his career in the USAF as an R&D officer in military intelligence and data communications, Gary was decorated for his accomplishments in these areas. He has analyzed the US Navy’s future for IP transmission via satellite and prepared a VoIP feasibility study for a multinational firm. He has participated in VoIP procurement, RFP preparation and review for converged systems and networks for enterprises and state governments.
Mr. Audin has been published extensively in the Business Communications Review, ACUTA Journal, Computer Weekly, Telecom Reseller, Data Communications Magazine, Infosystems, Computerworld, Computer Business News and other magazines. He has been Keynote speaker at user conferences and delivered webcasts on VoIP and IP communications technologies. He is a founder of the ANSI X.9 committee, a senior member of the IEEE, and is on the steering committee for the VoiceCon conference. Most of his articles can be found on www.webtorials.com and www.acuta.org. He writes a weekly blog on communications subjects that can be found atwww.nojitter.com and publishes technical tips at www.searchinifiedcommunications.com.
He holds a BSEE from New Jersey Institute of Technology, with graduate work in Computer Science at Syracuse University. He has been an Adjunct Professor at Pace University and an instructor at Boston University.
SIP Trunking has attracted more interest than any network service in recent memory, and the reason is simple: The potential for immediate – and often substantial – cost savings. But even as SIP Trunking has been rolling out across the county, another network-based offering – The Cloud – has generated enthusiasm and hype unmatched since the dot.com boom.
Beyond SIP Trunking’s potential for cost savings is another critically important attribute: SIP Trunking positions the network to handle true end-to-end IP communications – it handles IP traffic regardless of media type: voice, video or data. It is also likely to be the preferred service for accessing Cloud-based services.
The combination of SIP Trunking and the Cloud gives service providers an altogether new set of business models: SIP Trunking, while cannibalizing traditional T1 services, ultimately lowers their network costs, while the Cloud represents heretofore unavailable revenue streams. Together, they could be foundational elements in a new public network.
Join this important session where thought- and market-leaders in network services talk about the opportunities – and challenges – SIP Trunking and the Cloud offer both service providers and their enterprise customers.
KEY QUESTIONS
• If end-to-end IP becomes ubiquitous, what will change in the service providers’ opex budgets, and what changes for enterprise architectures and capabilities?
• What are the prospects for SIP Trunking interoperability? How soon, if ever, will we see it?
• Is the Cloud making inroads into enterprise communications procurements and deployments?
• What are SIP Trunking’s “gotchas”? How about the Cloud’s?
• Is there more to SIP Trunking than a cost-reduction play?
Moderator - Zeus Kerravala, Senior Vice President, Enterprise Research, Yankee Group
Zeus Kerravala is a member of Yankee Group's Affiliate Program focused on unified communications and collaboration, cloud computing and network infrastructure.
Kerravala is the founder and principal analyst of ZK Research, where he provides a mix of tactical advice to help his clients in the current business climate and long-term strategic advice. He works with end-user IT and network managers, vendors of IT hardware, software and services and the financial community looking to invest in the companies he covers. His research includes a mix of end-user and channel interviews, surveys of IT buyers, investor interviews and briefings from the IT vendor community, all of which provide a 360-degree view of the technologies he covers from buyers of technology, investors, resellers and manufacturers.
Kerravala uses the traditional online and e-mail distribution channel for the research but heavily augments opinion and insight through social media. He is also heavily quoted in business press and the technology press and is a regular speaker at events such as Interop and Enterprise Connect.
Prior to ZK Research, Kerravala spent 10 years as an analyst at Yankee Group. He joined Yankee Group in March of 2001 as a Director and held positions up through Senior Vice President and Distinguished Research Fellow.
Eric Krapf is the Program Co-Chair of the Enterprise Connect events, helping to set program content and direction for the leading conference events in the enterprise IP-telephony/convergence/Unified Communications marketplace.
In addition, Krapf serves as editor & lead blogger for the website No Jitter, TechWeb's online community for news and analysis of the enterprise convergence/Unified Communications industry. He is also responsible for electronic content including webcasts and e-newsletters.
From 1996 to 2004, Krapf was managing editor of Business Communications Review magazine, and from 2004 to 2007, he was the magazine's editor. BCR was a highly respected journal of the business technology and communications industry.
Before coming to BCR, he was managing editor and senior editor of America's Network magazine, covering the public telecommunications industry.
Prior to working in high-tech journalism, he was a reporter and editor at newspapers in Connecticut and Texas.
Marc Lindsey is a partner in the firm of Levine, Blaszak, Block & Boothby, LLP (LB3). He negotiates and documents information and communications technology transactions on behalf of major corporations. Marc's transactions have included cloud computing, managed/hosted UC, managed infrastructure services, SIP trunking, network services, IT outsourcing, equipment procurement, and application software licensing, hosting, custom system development and maintenance contracts for many Fortune 500 companies.
Marc also helps Fortune 500 companies and other large organizations assess new opportunities and mitigate risks arising out of Internet-based technologies. In this area, he has developed a unique practice advising companies when they sell, buy or transfer IPv4 addresses.
Prior to starting his legal career, Marc was a systems engineer for GE where he specialized in software engineering and systems integration. He received his B.S.E.E. (1989) from Howard University, his M.S.E. (Systems Engineering 1992) from the University of Pennsylvania and his J.D. (1996), from the University of North Carolina Chapel Hill School of Law.
The SIP Forum has completed an interoperability specification, SIPConnect 1.1, which is intended to ensure interoperability between enterprise CPE and carrier networks. But the carriers never officially committed to SIPConnect 1.1, so it’s likely that interoperability will continue to be an issue when you investigate and procure SIP Trunking services. This session will give you the details about the status of SIP Trunking Interoperability today, and prospects for the future. You’ll understand what you need to do to make sure that interoperability challenges don’t hold up your migration to SIP Trunks.
KEY QUESTIONS:
* What interoperability issues have historically plagued SIP Trunking, and how close are these to being resolved?
* What is SIPConnect 1.1, and what are its prospects for emerging as a meaningful specification that’s adhered to by all parties involved in SIP Trunking?
* What specific interoperability issues aren’t solved by SIPConnect 1.1, and what is being done about these?
* Are some carriers more committed to interoperability than others? Are some vendors’ SBCs or gateways more likely to interoperate with more carriers?
Russell Bennett is the Principal of UC Insights, a consulting firm that specializes in Unified Communications. UC Insights helps clients to navigate the UC ecosystem and to manage the impact of UC on their business.
Russell has over 20 years of experience in the software technology business in Europe, Asia and North America. For over 10 years he has been at the leading edge of SIP and unified communications product development and has played a significant role in most aspects of the development of that technology.
In 2000, he joined dynamicsoft (acquired by Cisco Systems), where he lead the product team that provided SIP routing network elements for many of the early next generation networks deployed by service providers; including Vonage, Level(3) and Sprint.
In 2003, he joined Avaya to lead the SIP Infrastructure Core Team and brought to market the Avaya Converged Communications Server and a SIP-enabled version of the Avaya Communication Manager IP-PBX.
From 2004-10 he was a Program Manager within the Microsoft Office Communications Group, where he:
Defined the strategy for the integration of OCS 2007 with traditional telephony and led the team that implemented the OCS Mediation Server;
Created the Open Interoperability Program for verification of partner interoperability for voice, IM&P, video and SIP Trunking;
Played a significant role in initiating the Unified Communications Interoperability Forum.
Panelist - Alan Percy, Director, Market Development, AudioCodes
Mr. Percy is Director of Market Development at AudioCodes, a leading provider of Voice over IP Telephony products and enabling technology. In this role, Mr. Percy is responsible for identifying market trends and building relationships to foster new business opportunities. Mr. Percy joined AudioCodes in 2001 and brings over two decades of experience in the telecommunications, networking and wireless equipment industries. Mr. Percy is a frequent industry speaker and contributes to a number of industry journals and blogs including NoJitter.com
Panelist - Jim Donovan, VP, Product Management, Acme Packet
Jim is responsible for enterprise product line management at Acme Packet. In this position, Jim is involved in the design of Acme Packet solutions for a wide range of IP telephony and unified communications applications for enterprise, contact center, and government customers. Prior to Acme Packet, Jim served in a variety of systems engineering and product management roles at Covergence, Ciena, Lucent, Ascend Communications, and Cascade Communications.
Jim's career began at GTE where he spent over 10 years working on the design and deployment of voice and packet switching systems for commercial and military applications.
Jim holds a BSEE from Northeastern University and a MBA from Babson College.
Panelist - David Tipping, Vice President & General Manager of SBC, Sonus
David Tipping is Vice President and General Manager of the SBC Business Unit at Sonus Networks Inc. He is responsible for driving market relevant innovation across Sonus' SBC product line, and ensuring timely, effective delivery of these products into Sonus' global markets. Prior to assuming this position, David was the Vice President of World Wide System Engineering for Sonus Networks. From 1996 to 2000 David was a Senior Systems Engineer at Enterasys/Cabletron Systems supporting customers in the Mid-West and New England areas.
Panelist - Jason Rolleston, Director, Product Management, Cisco
