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To effectively position the OpenScape 4000 V7 we must confirm the customer needs for a
converged solution based on Sales Executive guidelines.
Where the OpenScape 4000 is the right solution for the customer, UNIFY can uniquely
satisfy customer needs for a converged solution and
deliver solid investment protection when business requirements require moving to our
advanced data center- oriented solution, tomorrow.
Customer Needs
Mixed/hybrid solution with built-in Investment protection
Smooth migration and simultaneous interworking of legacy and next-generation communications
Full UC functions for IP, TDM and DECT users
Differentiation
Technical stepping stone for customers to enable migration and best-of-both-worlds capabilities
Unique open software overlay architecture
FlexLicensing 100% license portability
Business Value
Retain legacy investments (IPDA, analog, TDM) while leveraging new technology (OpenScape UC Server 2010)
Lower hardware costs
Protect investments in user licenses
Copyright Unify Software and Solutions GmbH & Co. KG 2015. All rights reserved. 2
OpenScape 4000 vs. Cisco UCM 10
Cisco UCM offers optional, hot standby redundancy of subscriber servers. Duplication is
Reliability
available in all configurations.
OpenScape 4000 Communication Server features similar enterprise grade resiliency with hot-
standby call control, redundant hard disk and redundant LAN interface connectivity.
OpenScape 4000 V7 Duplex can be deployed on separate communication servers.
Cisco UCM supports a stated maximum of 40,000 users in a single UCM cluster ; however,
the Cisco UCM can practically support only 18,000 - 22,000 users per cluster due to traffic
Scalability engineering restrictions. Scalability beyond this requires multiple & networked UCM clusters.
OpenScape 4000 support up to 12,000 total users (analog, digital and/or IP/SIP) in a single
server architecture. It can support 100,000 in a single system image using CorNet over IP.
Open Industry Both the Cisco UCM and OpenScape 4000 support most of the recognized Open industry
Standards standards.
The Cisco UCM offers 2 levels of survivability for remote locations: (1) SRST (Survivable
Remote Site Telephony) with limited feature survivability and (2) using a separate local
communications manager at the remote site for full feature support in the event of a failure.
Survivable OpenScape 4000 offers similar capabilities with back-up fail-over, Survivable SoftGate and IP
Branch Access Points offerings, but OpenScape 4000s survivability strategy allows a branch local
survivability to further support survivability in other branches and the Main site to support
exactly the level of resiliency needed. In addition, the SoftGate software-based offering
virtualizes the branch communications requirements to allow a single IT server to support
branch comm requirements (as opposed to needing to acquire and deploy several servers)..
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OpenScape 4000 vs. Cisco UCM 10
Cisc
Category UNIFY = Notes
o
The Cisco UCM offers a full complement of features for analog and IP/SIP station user
devices. It also supports SIP user features for 3rd-party SIP devices..
Total System
Features OpenScape 4000 currently supports the Cornet feature set & SIP telephony features for
end-users. With the OpenScape 4000 V7, all legacy features provided by Hipath 4000 will
be supported. All 4k system users can be configured for UC users.
Ciscos large 69xx, 79xx, 89xx, 99xx phones portfolio offers pricing and deployment
flexibility. The latest DX650 is a Android-based. It is a complete range that enables them to
Workpoints meet discreet price points.
OpenScape 4000 supports the OpenStage series of digital, IP and SIP desktop devices.
Both the OpenScape 4000 and Cisco UCM can accommodate Contact Center, messaging
Voice-based (Voice & UM), Presence, conferencing, collaboration and related UC applications. However
Cisco does have a lead with less popular applications like video, social productivity
and UC (Quad/WebEx Social), etc. Ansible may change this ranking.
Applications The OpenScape 4000, more importantly, can offer enhanced OpenPaths for UC
applications via simple software additions in Xpressions.
Both the Cisco UCM and OpenScape 4000 offer functionally-similar enterprise mobility
capabilities Cisco delivers Cisco Unified Mobility via every version of its UC licensing and
Mobility OpenScape 4000 delivers mobility with OpenScape Mobile Connect. But OpenScape
4000 also supports a cost-effective and highly scalable DECT solution for campus mobility
while Cisco uses third party vendor solutions.
Cisco had promoted SONA, but it was not SOA-related and is not an integration-friendly
capability based on service-oriented architectures.
CEBP OpenScape 4000s OpenScape UC, offers a SOA-based SDK for feature integration and
re-usability at the service-level from one application to another, also pre-integration with
business applications from IBM, Microsoft, SAP, etc, to deliver CEBP solutions.
Copyright Unify Software and Solutions GmbH & Co. KG 2015. All rights reserved. 4
OpenScape 4000 vs. Cisco UCM 10
Category UNIFY = Cisco Notes
Cisco UCM has made some improvements in their costly licensing structure but still require
additional licensing charges for upgrading / changing user devices and trunking. While you
CAN upgrade from a SKINNY protocol to SIP on a telephone, you will pay a charge to
change telephone types.
Cost-effective
Licensing OpenScape 4000 FlexLicenses remove the cost barrier to change and ultimately to solution
transformation from TDM to IP to SIP by making all license migrations for users and trunks
FREE. Upgrade from a digital telephone to an IP telephone no upgrade license charge.
Upgrade from Digital trunk to IP or SIP trunk? No upgrade license charge. This approach
encourages easy and cost-effective migration with no license cost penalty for upgrading.
Cisco UCM adds UC through many, application-focused servers, and the solutions must be
installed and integrated into the total communications solution. Much of the markets slow
Multiple adoption of UC has been related to complexity in typical installations / deployments.
Paths to UC
to address
OpenScape 4000 has two paths to UC. OpenScape Xpressions reduces the complexity of
implementation and integration by allowing the customer to add UC applications as needed
business from a pre-integrated set of capabilities already installed in the VM/UM platform, as well as
needs OpenScape UC Application, provides the industrys most advanced and proven UC platform,
simpler than Cisco, delivering virtualized UC applications in a single server (depending on
scale) for simplicity of implementation.
Cisco UCM is a distributed communications solution as is the OpenScape 4000.
But the OpenScape 4000 has strong situational advantages over the Cisco solution
(depending on the customers requirements and present communications environment)
because it provides simpler, more cost-effective paths to transformation. The OpenScape
Total Cost of
Ownership 4000 leverages the value of legacy solutions and allow choices to be made based on
business requirements (incremental when appropriate) that deliver the increased solution
capabilities while leveraging the value of the existing environment - to avoid a rip-and-
replace strategy. OpenScape 4000s OpenPath to transformation (OSV) delivers the
recognized open-standards based, data center solution that delivers lowest TCO.
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Cisco Unified Communications Manager
What it is/What it is not
The Cisco UCM is an IP-based communications platform, deployed in a cluster of
enterprise-grade, proprietary servers or third-party server appliances. Its stated
capacity is 40,000 users (IP/SIP and analog) per cluster; but traffic engineering and/or
other design limitations reduce the practical cluster capacity to app. 30,000 users.
Scalability beyond the identified stated and practical capacities can be achieved by
networking multiple Cisco UCM clusters via a QSIG-based network algorithm.
The Cisco UC solution is a is not a single UC platform. Rather, its UC solution is a
portfolio of separate hardware/software products (point solutions) that are
deployed in conjunction with one another. These point products include unified
messaging, presence, IM, conferencing (audio, Web &/or video) and mobility.
Cisco describes the UCM as having an open architecture; however, Cisco
continues to rely on proprietary hardware and software elements. Even the latest
hosted version, Cisco Unified Computing System (UCS), requires the use of
Cisco-proprietary blade servers, blade server chassis, fiber switches and fiber
extenders. This locks customers into an all-Cisco architecture.
Cisco can deliver support to TDM-based requirements, but face higher costs in
providing this support in mixed IP/non-IP environments.
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Cisco UCM vs. OpenScape 4000
Architecture Comparison
Remote Location
Analog phones
Publisher/TFTP
Ethernet Server
LAN
Switch
with
analog Ethernet
module LAN
Switch
Voice-Enabled MCS 7800 Applications
Voice-Enabled Router
Router or Series Server Servers
Gateway Cluster Remote Location
Main Location
PSTN
IP WAN
Source: Cisco Voice-Enabled Router A single OpenScape 4000 system consists of a Communication
Here is a typical Cisco UCM architecture with main and remote Server and Access Points (both local and remote), plus application
locations servers
The UCM cluster system core consists of one or more Cisco MCS A single OpenScape 4000 has an identified capacity of 12,000
7800 series subscriber servers and a publisher/TFTP server. users, which can be analog, digital, IP or SIP* users and can be
Applications Servers deliver voice-oriented and UC-oriented networked into a single system image with up to 100,000 users.
applications For messaging, the system can be equipped with Xpressions V6,
UC-related applications are added via one or more separate server, which will provide unified messaging, and with additional software
depending on size requirements. an enhanced UC application suite of functions.
SIP is enabled via an internal SIP proxy Unified Communications has two paths for deployment via
A single Cisco UCM cluster (of 8 subscriber servers) has a stated Xpressions V7 with conferencing, collaboration, presence, IM pre-
maximum capacity of 40,000 users; however, traffic engineering integrated into the Xpressions platform. Simple to implement and
and other design considerations reduces the maximum to a provides a comprehensive UC solution and OpenScape UC
practical range of 30,000 users Application a SOA-based unified communications solution that
delivers an open, standards-based approach critical for CEBP.
Copyright Unify Software and Solutions GmbH & Co. KG 2015. All rights reserved. 7
OpenScape 4000 vs. Cisco UCM
Positioning
Proven, Powerful and Flexible Converged Communications Solution: The OpenScape 4000 offers a rich set of
endpoints (analog, digital & IP/SIP), mobility choices, edge solutions, unified communications and standards based
integration and interoperability. It is installed at over 25,000 customer locations with 15 million ports in 80 countries
across the globe. It is uniquely designed to provide superior solution
Ciscos UCM is an IP-based solution that is not designed to address mixed TDM/IP customer needs as cost-effectively
and flexibly as the OpenScape 4000. So unless comm. requirements are nearly 100%, Cisco UCM will demand a price
premium to acquire the ability to operate in a mixed environment.
Simpler, Cost-effective Path to UC: OpenScape 4000 supports direct integration of the OpenScape Enterprise UC
solution, but for those customers who want to minimize costs and complexity while gaining the value of UC, OpenScape
Xpressions can deliver a full suite of UC-ready functions (IM, presence, text messaging, unified messaging, audio &
Web conferencing, and CTI services) as business needs dictate for simple adoption of UC applications that are pre-
integrated and ready to operate..
Cisco UCM offers a multi-server UC solution that requires complex implementation and integration efforts. It is based on
a series of applications deployed in a set of separate servers. Cisco has no simple path to unified communications
solutions similar to OpenScape Xpressions.
Powerful Resiliency & Survivability: Several resiliency options are available with OpenScape 4000, including redundant
servers & power supplies, fully survivable in Access Points or & software-based SoftGates and redundant Disaster
Recovery servers at remote locations.
While Cisco UCM can provide solid resiliency for remote sites, it has no comparable solution to the SoftGate appliance-
like offering that delivers superior resiliency to remote sites with a single virtualized solution appliance approach no
need for mulitple servers to address various function (including media GWs). To achieve similar resiliency for the remote
site, Cisco must provide a back-up CUCM for the site (SRST is too limited) and multiple servers.
Copyright Unify Software and Solutions GmbH & Co. KG 2015. All rights reserved. 8
OpenScape 4000 vs. Cisco UCM
Positioning (contd)
Investment protection - OpenPath: With OpenScape 4000, the customer who needs a converged solution has
already made an investment in communications licenses that will migrate forward to the OpenScape Voice
solution when needed. The solution meets todays requirements while providing a solid migration path to the
native-SIP data center-oriented solution. Similarly, customer who chooses to implement a simpler approach to
UC approach for their OpenScape 4000 based on OpenScape Xpressions V6.0, have a committed migration
process to protect their investment in UC when they choose to deploy open, SOA-based OpenScape UC
Application for specific capabilities provided by that offering. Our options to transformation are the most flexible
and financially attractive business-driven paths in the industry.
Cisco UCM has one, complex approach to deploying Unified Communications and has no option to take a simpler
path other than deploying Ciscos single UC offering approach.
Licensing: OpenScape Flex Licenses support the customer as requirements change from traditional telephony
towards VoIP and SIP with no charge for license upgrades. The FlexLicense can be used for analog, digital and
IP-User (HFA as well as SIP) and also for analog/digital/VoIP/SIP networking and trunk lines.
Cisco Unified Communications Licensing portfolio contains of Cisco Unified Workspace Licensing (UWL) with
Standard and professional edition and the Cisco User Connect Licensing (UCL) with Essential, Basic and
Enhanced/plus versions.
Supporting the Adoption of IP:. Since OpenScape 4000 can support customer configurations from 100% TDM to
100% IP, OpenScape 4000 can immediately bring IP to customer networks which are only partly VoIP ready. This
makes IP available for customers who dont have the budget to make the whole network VoIP ready at once or
need to connect digital or analog connections to their telephony switching system.
Cisco must bring most of the network to full IP capability immediately (driving higher revenue for their switch and
router business). This is why Ciscos primary approach is to rip-and-replace legacy solutions
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OpenScape 4000 vs. Cisco UCM 10
Comparison
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OpenScape 4000 vs. Cisco UCM 10
Comparison (contd)
OpenScape 4000 Cisco UCM 10
Up to 12,000 voice users can be supported in a
single OpenScape 4000 communication server Design Scalability to 40,000 users (analog & IP) per server cluster
Scalability Configurations with up to 100,000 users can be With proper engineering, practical capacity is 30,000 users per
implemented in a network with a single system cluster
image
OpenScape 4000 offers the following survivable Two options available
remote branch/location options: Survivable Remote Site Telephony (SRST)
IPDA Access Point (AP 3700 IP) can be equipped Remotely located subscriber servers
with an Emergency Processor to take over SRST provides local failover for remote locations
operation of the AP 3700 IP in the event of a main Resident, proprietary software in Cisco routers / switches
Survivable processor failure or network failure Supports up to 720 IP devices, router dependent
(Optional) OpenScape 4000 SoftGate is the newest Limited to support of Basic telephony features
Remote remote solution, offering a fully survivable and fully Trunk modules in routers required for PSTN access
Locations functional remote/branch in the event of a failure in UCM subscriber servers can be geographically dispersed, usually
the network or at the main location. Two size- within a Campus environment
based models ( 50 users & 1000 users) are Single UCM Cluster will support four (4) dispersed servers
available. The SoftGate also conserves hardware Capacity can be up to 7500 subscribers per server
by supporting virtualization of all necessary comm Remote server can be designated as Primary or Backup Server
funtcions onto a single IT server. Subscriber re-registration in event of fault or failure
OpenScape 4000 V7 supports IP & SIP Phone versions can be used simultaneously
Analog devices are supported via integrated analog IP versions use proprietary SCCP (skinny) protocol similar to H.323
interface cards or media gateways SIP versions comply with RCF 3261
TDM Endpoints with OpenStage T Cisco 7900 Series, Cisco 8900 & 9900 Series (SIP & IP)
Desktop VoIP Endpoints with OpenStage HFA Cisco 6900 Series (IP only)
VoIP Clients w/ OpenScape Personal Edition HFA Cisco IP Communicator (soft phone)
Clients DECT Mobility via OpenScape Cordless Enterprise Microsoft Windows-based PC Client software
SIP Endpoints with OpenStage SIP Designed for both static and mobile workers
Video integration with SIP-based video endpoints Support of 3rd party SIP desktop devices is planned
and video soft client (OpenScape Personal Edition) Special admin tools required for SIP firmware downloads
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OpenScape 4000 vs. Cisco UCM 10
Comparison (contd)
OpenScape 4000 Cisco UCM 10
Cisco Unity Express
OpenScape Xpressions UM V7 is available with Up to 250 voice and/or UM users
OpenScape 4000 and provides voice, fax, e-mail software that is co-resident in Cisco router with UCM Express
and text (SMS) messaging services UC Business Edition 3000, 5000, 6000
OpenScape Xpressions V7 can be enhanced to Linux-based solution, (Unity Connection)
support Audio-Web Conferencing and the 300, 500, 1,000 users respectively
OpenScape Web client for UC collaboration
Voice With OpenScape UC Application, the OpenScape
Cisco Unity Connection
Up to 100,000 users, Linux-based adjunct server(s)
Messaging Messaging application (incorporated within the Speech Recognition, Networking with Cisco Unity
OpenScape Unified Communications Suite) provides Cisco Unity
the Unified messaging component Used when 100,000+ users required on same system, Windows-
based adjunct server(s)
Networking up to 250,000 users in multiple Cisco UCM clusters
Speech Recognition with Cisco Personal Assistant client software
UM integration MS Exchange, Lotus Domino & Novell GroupWise
OpenScape MobileConnect is the mobility solution
with OpenScape offering that provides OpenScape Cisco Unified Mobile Communicator is the mobility solution for the
features to mobile devices. It is an FMC (fixed Cisco UCM. It is Wi-Fi oriented and unifies communications
mobile convergence) appliance that unifies between enterprise VoIP, VoWLAN and cellular/mobile devices.
enterprise VoIP, VoWLAN and cellular mobility. It features one number/one mailbox service and seamless roaming
Mobility It features one number/one mailbox service and Supports Nokia N & E series, Windows Mobile 6.0/6.1, RIM
seamless roaming. Blackberry devices and the Apple iPhone 3G/3GS
Supports Nokia S60 series, Windows Mobile 6.1 & Also supports third party DECT offerings.
RIM Blackberry devices
Also support UNIFY cost-effective, highly scalable,
campus-oriented DECT solutions
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OpenScape 4000 vs. Cisco UCM 10
Comparison (contd)
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OpenScape 4000 vs. Cisco UCM 10
Comparison (contd)
OpenScape 4000 Cisco UCM 10
Two UC solution options: Cisco Unified Communications one UC approach:
Copyright Unify Software and Solutions GmbH & Co. KG 2015. All rights reserved. 14
OpenScape 4000 vs. Cisco UCM 10
Comparison (contd)
Clients
Clients
OpenScape UC Application has a complete set of
Cisco user clients are the primary "unifier" of
access capabilities for users to utilize UC because
applications to present unified communications
of our UC applications focus (versus performing
UC the unification at the client) users can access
capability.
Applications (NOTE:Cisco cannot support UC from any telephone -
Users must have specific UC GUI clients available on
Client And operate UC functions from ANY telephone,
PC or telephone in order to use UC. Cisco has no voice
Smart phone, PC, etc. - via graphical or
access portal capability for UC. Think about being at a branch
Telephony user interfaces.
location or at a customer site - so if you lose data
access and don't have the right cellular client (think
Enhanced OpenScape UC ONS with features like
about a WAN outage) you can't use UC.)
handover between preferred devices, call transfer,
conference, consultation, toggle, etc for all 4000
system devices.
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Contact
www.unify.com
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