Today, NEC took a leap forward in Unified Communications for Small and Mid-sized Businesses (SMBs). In what may be the biggest announcement at one of the industry’s biggest shows, the annual IBM Lotusphere, NEC announced that its open, software-based Unified Communications (UC) platform, Sphericall, is fully integrated with IBM’s Lotus Foundations platform for SMB collaboration and business applications. An SMB can now buy, in one easy motion, a platform for its entire business operation. 

So, what’s the big deal? Of course, we could point to and analyze all the UC functions of Sphericall, which are impressive. Or we would notice that Sphericall is an open, software-based platform with native SIP functionality to enable a multitude of wired and wireless end-points.  But we’ll come back to those. 

The big deal is that the UNIVERGE Sphericall software is packaged as an integral element of the IBM Lotus Foundations system. The Sphericall software loads when the system loads; it includes “one click” software installation; it stores its files, data and voice messages on the Foundations platform; it shares the same backup, restore, and resiliency features that are built into Foundations; it exposes communication functions to any application on the Foundations platform. In other words, it is communications fully integrated with a business applications platform.  So, any SMB that wants what we call UC, i.e. “communications integrated to optimize [their] business processes” should take a look at UNIVERGE Sphericall for IBM Lotus Foundations.

Adding to the importance of this announcement is that the full package – Sphericall and Foundations – will be available through both IBM and NEC channels. The synergies are hard to estimate, but are potentially significant.  IBM channels that tend to specialize in vertical market applications – retail, distribution, real estate, primary education, local government, and more – will learn more about the communications elements of their customers’ needs and can add communications functions into their software applications simply and easily. NEC channels that have proven telecom expertise will now have a way to bring more business value to their customers, whether by learning and reselling application software or by partnering with local IBM application resellers. 

Customers should benefit from these synergies, as each channel type advances their creative proposals for business improvements and efficiencies and offers the system integration services to assure success and to deliver significant ROI.  

So, getting back to the title, let’s look at top capabilities provided by NEC UNIVERGE Sphericall for IBM Lotus Foundations. First of all, it is fully functional IP PBX software. When NEC bought Sphere Communications, the company continued to develop and enhance the Sphere functionality.  So, you get the features you would expect for business communications. Thus, when I asked industry veteran Jay Krauser, general manager, sales support and engineering, NEC Corporation of America, if the Sphericall for Foundations platform is a PBX, he paused, reflected, and then said, “No, it’s more, much more.” In other words, Sphericall is not a traditional PBX, but can serve an SMB’s communications needs as well as adding “more” UC functionality.

So, what does “more” mean?  Here are some key elements:

• Software clients: NEC and IBM offer a range of options that enable SMB employees to operate efficiently, and to be well connected to their suppliers and customers.  Users can use the Lotus Sametime Reach client or the NEC Sphericall client to manage their communications, including calls, conferences, instant messaging, messaging (voice, e-mail, unified), video and more, all with presence indication of the user’s status and availability. The clients can work essentially anywhere, including home offices, remote locations, customer sites, and mobile devices (see below). And the basic PBX functions are there, too, such as a software operator console and the ability to support basic voice-only needs, such as a hallway or lobby guest phone. 
• Native SIP and devices: Since Sphericall uses native SIP (Session Initiation Protocol) for communications, SMBs can use economical SIP trunk connections to the Public Switched Telephone Network (PSTN). And, SIP supports a wide range of device choices, ranging from top-end NEC UNIVERGE multi-button, display desk phones to generic SIP phones at sub-$100 prices. Similarly, software based SIP applications (softphones) can register directly to Sphericall, to run on either PCs or mobile devices. Other SIP end-points include conference room phones (from Polycom), analog phone adapter gateway, and more. Jay Krauser even mentioned a $5.99 price for a iSIP softphone application in the iPhone store – seems that would qualify as “more, for less”.
• Mobility from the “Foundation” up: NEC has added to the existing portfolio of mobile device support via the Lotus iNotes Browser and the Lotus iNotes iPhone client. Users have access to directories, presence, call controls, and unified messaging from the mobile devices, in formats compatible with their desktop clients. Mobile options also include “twinning” the mobile device with the desk device for simultaneous ringing until either device is answered.
• Sphericall Communications Services Engine:  The name pretty much says it – the software is a communications services platform that allows communications controls and interfaces to be built into any application on the Foundations platform (or that can make the API calls on the SMB LAN). Thus communications can be integrated into the users’ daily business processes for optimization of workflows in Enterprise Resource Planning (ERP for manufacturing, distribution, logistics, billing and collection); in Customer Relationship Management (CRM for customer services); or Sales Force Automation (SFA for sales and marketing). The key point here is that the SMB will not need to install additional servers or software in order to have this new capability – the software is already built-in and on-board. 
• UC Integration with Lotus Domino and Sametime. Of course, since both Lotus Domino and Lotus Sametime Reach software are part of the Foundations platform, Sphericall is well integrated with both packages. Voice messages are stored in Domino and users have the option of access via either voice with touchtone controls or visually through their desktop PC or mobile visual clients including BlackBerry and other mobile e-mail devices. The Lotus clients retain their native peer-to-peer communications capability, but make calls to other SIP devices and to the PSTN via the Sphericall software. 
• Voice and Video Conferencing options for collaboration. In addition to the web conferencing capabilities provided by the Lotus software, UNIVERGE Sphericall links to optional servers for audio conferencing and can integrate with a wide range of High Definition video conferencing products. Thus, an SMB can utilize all the tools that their large enterprise competitors are using to engage customers; support efficiency in their collaborative projects for sales, marketing, product development, and management; and to minimize travel and office expenses. 

Early indications are that UNIVERGE Sphericall for IBM Lotus Foundations is priced competitively with IP PBX systems (though it is far above key system price points), which should be acceptable in the market, since it offers “more, much more.” Shipments and licensing with IBM Lotus Foundations will begin in April 2010.

Of course, there are some caveats, both for customers and for NEC. While IBM mentions reliability in the Lotus Foundations literature, there is still the concern that the Foundations platform could fall short of Key System to PBX reliability expectations. NEC will need to be very clear on the methods for avoiding any outages, downtime, or re-boots of the Foundations server. Also, this is not the first communications solution to be packaged with Foundations. Another caveat is that both 3COM and Shoretel also have offers that work with Foundations, though NEC emphasizes that only the Sphericall package is truly integral to the Foundations platform, shipping right along with the Foundations system software and supported by both IBM and NEC channels. NEC will need to be sure the differences are real and can be shown as meaningful to the customers. 

Also, there may be some challenges for the NEC and IBM channel partners. Each channel will have a learning curve; both NEC and IBM should pay close attention to this issue lest it have an impact on customer experiences and resulting adoption of the Sphericall for Foundations solution. Further, as Jay Krauser said, the Sphericall solution isn’t really a PBX; if the customer understands they are investing in the “more” portion of the solution, then satisfaction is likely as PBX functions will not be the main issue; but if like-for-like PBX replacement is either sold or expected, difficulties will most likely arise. 

On balance, it sure seems that Jay was right to say, “No, it’s more.” So, if you’re at Lotusphere this week, get a good look at the new NEC UNIVERGE Sphericall for IBM Lotus Foundations in booth 207-209. And, whether or not you’re in Orlando, you may want to check this out at www.necam.com/sphericall. If you are an IBM or NEC channel partner, especially serving all those SMBs, then seriously consider qualification on the new Sphericall for Foundations, so you can deliver the full UC promise of “communications integrated to optimize business processes” to your customers. 

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