For the 2011 Enterprise Connect Conference, I'll be taking over the IP-telephony RFP session that Allan Sulkin ran for many years. I am a telecommunications consultant who for 20 years has represented enterprises such as yours as they look to upgrade, replace and/or optimize their communications infrastructure.
The typical process that I use with my clients incorporates business unit input that I have added as "real-world" requirements to this year's rfp session. Specifically, this year's rfp is different from previous years in these ways:
1. Focus on differentiators amongst vendors (i.e. we know that all respondents can provide certain things asked for in previous RFP versions). This RFP is significantly shorter than previous years and will take less effort to evaluate if you plan to use it as a template for an upcoming procurement. That's important because, as I've pointed out when I've done IP-telephony tutorials at previous VoiceCons, 1 inch of rfp (i.e., the printed document) = 4 inches of vendor response. So less is more (assuming you have enough information to complete your evaluation)
2. The site configurations were altered to consider Business Continuity and Remote workers
3. Basic call center features are requirements this year rather than optional. The 2012 edition may include work force optimization and social media mining applications.
4. Although the Enterprise Connect Conference has many sessions on Unified Communications, I thought it was important that key elements of UC were part of the IP-PBX rfp requirements, as the majority of my clients procure this functionality in this fashion. Basic elements of Presence, Unified Messaging and Fixed Mobile Convergence (small # of users) are included.
5. As SIP trunking services mature, we thought it timely to require vendors to include SBC functionality in their proposal.
6. A large cost of procuring the solution is Professional Services provided by the integrator and/or manufacturer. Service requirements for installation and training are identified in the rfp and will be included in the Total Cost of Ownership (TCO) calculations. 7. The respondents will be providing "list" price and "street" price (discounted) scenarios. A new element will be "incumbent vendor" pricing that I am seeing being offered as vendors aggressively seek to hold on to installed base.
8. The rfp is also looking for vendors to calculate the actual dollar "green" cost savings that their system offers. They are being asked to compare systems proposed today with systems proposed in the year 2000.
9. Also different this year is that the Pricing will be based on 5 year TCO including Initial one-time costs as well as Recurring annual costs for core hardware maintenance, software support and license protection. There have been several instances where the apparent low cost vendor is actually the highest cost when evaluated through the TCO lens.
10. I'll produce "rankings" on weighted average:
a. Compliance to functionality in RFP b. Strategic long term fit as partner c. TCO price
I am very excited to be back at Enterprise Connect/VoiceCon this year and am convinced that the changes to the rfp requirements will provide a real world template for your use. Look forward to seeing you there.
Dave Stein is president of the Stein Technology Consulting Group. You can reach him at [email protected] , telephone 714/420-5733.
