Shoretel vs Cisco Competitive Analysis

WHITE PAPER
Unified Communications:
Comparing Cisco and
ShoreTel Solutions

Table of Contents
1. Introduction . .3
2. Platform comparison . .3
3. Deployment comparison . .5
4. Management and administration comparison . .5
5. Redundancy and remote site comparison . 6
6. Scalability comparison . 7
7. Upgrade comparison . 8
8. Unified Communication comparison . .8
9. Total cost of ownership comparison . 9
10. Customer satisfaction comparison . 11
11. Summary . 11
Unified Communications: Comparing Cisco and ShoreTel Solutions PAGE 2

1. Introduction
From small businesses to large-scale enterprises, more and more organizations are
moving to Unified Communications (UC) solutions to increase worker productivity,
facilitate increased mobility, and reduce expenses. Yet selecting the right solution can
determine whether a business realizes these benefits fully.
The ShoreTel UC system provides a comprehensive, integrated solution that is easy
to learn and use, simple to manage, and cost-effective to operate. Compared with
Cisco products, ShoreTel UC can offer numerous advantages, including streamlined
deployment and management, easier scalability, and a significantly lower total cost of
ownership (TCO). By selecting ShoreTel UC, businesses can capitalize on the benefits of
unified communications without adding costs or complexity.
2. Platform comparison
A UC solution must offer more than a loose collection of products. It must provide an
integrated user interface that enables employees to move seamlessly among various
modes of communication. It must offer a streamlined IT architecture and a single, easy-to-
use management console to simplify administration. And it must be easy to scale, so
organizations gain the agility to grow rapidly and cost-effectively, without having to rip
and replace their previous environments.
Cisco offers multiple UC solutions, each with a distinct capacity limitation. Organizations
must gauge their current and future needs wisely, since moving from one solution to the
next can be costly and difficult. Cisco’s current product lineup includes the following
products:
Cisco product Capacity
UC320 24
UC500 Series 138
Business Edition 3000 300
Business Edition 5000 500
Business Edition 6000 1,000
Unified Communications Manager Express 450
Unified Communications Manager 30,000

Furthermore, the Cisco’s “Unified” communications offerings are assembled with
technologies accumulated from several corporate acquisitions. Below is a list of some of
Cisco’s major acquisitions that help make-up their unified communications offerings:
Date Company Acquired Technology
October 1998 Selsius Systems Call Control
April 1999 GeoTel Contact Center
April 1999 AmtevaUnified Messaging
August 1999 CalistaPBX Gateways
March 2000 JetCell Mobile VoIP
July 2000 Komodo Technology Analog Telephone Adapters
November 2000 Active Voice Voicemail Systems
March 2003 Linksys IP Phones
March 2003 SignalWorks Echo Cancellation
November 2003 Latitude Web Conferencing
September 2004 Dynamicsoft SIP
September 2004 NetSolve VoIP Monitoring
April 2005 Sipura Phones and Adapters
October 2006 Orative Mobile UC
March 2007 WebEx Hosted Web Conferencing
September 2007 Latigent Contact Center
September 2008 Jabber Presence
As might be expected, each of the companies and technologies that Cisco acquired has
different processes for management, upgrades, and deployment. The result is a complex
solution that provides multiple user interfaces and requires extensive time and resources
to deploy and manage.
Organizations in need of comprehensive UC solutions can avoid Cisco product
shortfalls. Designed from the ground up to provide a single, all-in-one solution, the
ShoreTel UC system integrates a full range of communications capabilities, including
voice, video, instant messaging, and conferencing, plus advanced tools for mobility,
presence detection, and collaboration. The ShoreTel solution was built to provide a
seamless, integrated environment for users and a unified, easily managed solution for IT
administrators. The solution scales simply to accommodate more users, additional sites,
and new geographic regions, all within the same environment.

3. Deployment comparison
To help organizations control costs and quickly capitalize on the benefits of UC, a
solution must be designed for rapid implementation. Administrators must be able
to install and configure the solution without months of planning, in-depth technical
expertise, or excessive training. Users must be able to get up and running without a
steep learning curve.
Cisco solutions require significantly more time and a higher skill level to deploy than
ShoreTel UC. Even with Cisco’s entry-level UC500 and UCM Express solutions, initial
configuration can be a tedious process that often involves command-line interface
configuration. Furthermore, a multisite environment requires administrators to install and
configure the system at each site independently. To make matters even more complex,
when the Cisco solution is finally deployed, users must learn to navigate multiple
interfaces.
By contrast, the ShoreTel UC system can be deployed quickly with minimal training
so organizations can accelerate their time to value. ShoreTel UC requires only a single
headquarters server, and software can be configured through a simple, browser-based
console. Drop-in switches are easy to set up, while self-configuring phones minimize the
IT resources needed to ensure rapid deployment.
4. Management and administration comparison
Managing a complex solution can easily cut into the cost benefits of UC. For example,
the cost of upgrading multiple servers with different upgrade cycles can add significantly
to ongoing expenses. Having to assign high-level staff to UC management, hire
additional IT staff with in-depth technical expertise, or provide extensive training to
existing personnel can slow a business’ return on investment and take technical expertise
away from core business development needs.
Cisco UC solutions are considerably more complex to manage and maintain than
ShoreTel UC. Once a multi-server Cisco solution is deployed, administrators must
use numerous interfaces to provision and manage all of the distinct applications.
Furthermore, administrators need multiple, expensive training courses to fully
understand how to operate and manage the solution.
Organizations can avoid complexity and reduce management costs with ShoreTel. The
ShoreTel solution uses a single-image architecture that encompasses all functions. As
a result, organizations have fewer servers to buy and maintain, and administrators can

take advantage of seamlessly integrated management functions. Administrators can use
the browser-based ShoreTel Director to manage multiple sites within a single interface.
ShoreTel Director runs on the single headquarters server—no additional management
systems are required. ShoreTel offers simple, inexpensive training courses to help
administrators make the most of ShoreTel UC. ShoreTel training is more than 40 percent
less expensive than Cisco training and requires half as many courses.
5. Redundancy and remote site survivability comparison
Given the mission-critical nature of business communications, redundancy is essential
for UC solutions. Downtime can significantly damage a company’s reputation and have
a direct impact on revenue. The loss of dial tone can mean a missed opportunity or the
loss of a customer.
ShoreTel has eliminated many of the components notorious for causing system and
communications failures. Unlike Cisco servers, ShoreTel switches have no disc drives, data

connectors, or multiple boards that can turn into points of failure. With its single-image
system, ShoreTel’s distributed architecture is less vulnerable to the kind of glitches that
sometimes occur in centralized architectures such as Cisco’s.
Redundancy helps ensure that business communications continue even in the event of
a component failure. Yet Cisco’s UC500 series, UCM Express, and Business Edition 3000
and Business Edition 5000 solutions do not have the capability to provide redundancy.
Businesses must purchase higher end solutions for redundancy and then purchase and
manage an additional server for each application.
The ShoreTel UC system delivers five-nines availability for mission-critical business
communications. Cost-effective, n+1 redundancy means that only one additional
switch is needed to provide redundancy for the entire system. If a switch fails, its load is
automatically distributed to the other switches, protecting the system from an outage.
Furthermore, in the event of a network outage, the phone system can continue to place
and receive calls on the public switched telephone network (PSTN). Because ShoreTel
provides a single, scalable solution, organizations of any size can achieve the level of
redundancy they need without upgrading to a new product.
In addition, Cisco products can struggle to provide the availability at remote sites that
many organizations require. With Cisco solutions, for example, the failure of a server at
the headquarters location can render phones inoperable at remote sites. In addition,
Cisco’s centralized architecture relies heavily on the WAN, which typically delivers only
three-nines (99.9 percent) availability. As a result, a connectivity failure could easily result
in outages. Additionally, implementing Cisco redundancy and remote site survivability
options are costly and add to architectural complexity. On the other hand, ShoreTel’s
unique distributed architecture places call control and optionally voicemail locally at each
site, ensuring uptime and access to messages.
6. Scalability comparison
As organizations hire new employees to accommodate customer growth, expand into
new geographic territories, or acquire other businesses, they must scale their UC solution
to support more users at more sites. A UC solution must facilitate swift and cost-effective
scaling to help the organization sustain business agility and control costs.
Scalability can be difficult to attain with Cisco solutions, which require that organizations
upgrade to a new solution when they reach the capacity limit of an existing solution.
For example, the UC500 series scales to only 138 users. If a business grows beyond that

number of users, it must rip out the old system and install a new Cisco UCM Express,
Business Edition, or Enterprise UCM solution. There is no easy upward migration path
from one Cisco solution to the next.
Organizations gain greater flexibility with ShoreTel. ShoreTel UC offers scalability from
one user up to 10,000 users and 500 sites, all within the same, single solution. The
modular architecture enables organizations to simply add switches as needed to sites
that outgrow their capacity. With ShoreTel UC, organizations can scale quickly and cost-effectively.
7. Upgrade comparison
A UC solution should help streamline component upgrades so organizations can
capitalize on the latest capabilities and maximize the solution’s lifespan without excessive
administrative time and effort. Products that have different upgrade cycles and different
processes for various network elements force administrators to manage upgrades almost
continuously. In addition, UC offerings that require administrators to perform upgrades in
person can be labor intensive, especially when organizations have multiple remote sites.
With Cisco solutions, upgrading is time-consuming and costly. Each server and router
must be upgraded individually, and there is a different process for each product.
Moreover, Cisco has a separate charge for software support, software assurance, and
hardware support.
In comparison, ShoreTel upgrades are much faster, simpler, and less expensive. Because
there is a single, scalable ShoreTel solution, there is only one process for upgrades.
Administrators upgrade the single, headquarters server, reboot gateways, and reboot
phones. Upgrades are automatically distributed throughout the entire system. Those
upgrades come at no additional cost through the ShoreTel support program.
8. Unified communications comparison
A UC solution should provide a complete, integrated set of all necessary capabilities,
including attendant consoles and contact center functions. Attendant consoles give users
the power to manage incoming calls and direct them to where they need to go. Contact
center applications provide a direct interface with customers and help ensure that
customers have a good experience interacting with the company.

The Cisco attendant console and contact center offerings are bolted-on additions to
the Cisco UC offerings. For attendant console capabilities with the entry-level Cisco
UC500 and Cisco UCM Express solutions, organizations must select the optional Cisco
Unified CallConnector, which requires the purchase of additional licenses, hardware,
and support contracts. Cisco Attendant Console comes preinstalled with Cisco Business
Edition, but organizations must still purchase a separate license. The Enterprise UCM
solution provides the option of purchasing Cisco Unified Department Attendant Console,
Business Attendant Console, or Enterprise Attendant Console—applications developed
by an OEM partner. Each application has distinct limits on the number of operator clients
and users.
For contact center needs, Cisco products include limited contact center functionality
with basic automatic call distributor (ACD) capabilities. For more robust functionality,
organizations must select optional Unified Contact Center Express or Unified Contact
Center Enterprise solutions, each of which requires additional licenses, hardware, and
support.
ShoreTel helps organizations avoid the spiraling costs of additional applications. ShoreTel
Communicator with Operator Access monitors inbound call activity and shows the
presence status of users. There are no additional attendant console servers required
to use ShoreTel Communicator with Operator Access. For contact center needs,
ShoreTel includes ShoreTel Workgroups, which can be used for advanced contact center
functionality.
9. Total cost of ownership comparison
UC solutions can help substantially reduce communication expenses, but maximizing
savings requires a solution that addresses TCO. In evaluating UC solutions, organizations
must consider all ownership costs—not only upfront capital costs but also the costs of
management, upgrades, support, and energy consumption.
Entry-level Cisco solutions such as the UC500 and UCM Express have low upfront costs
but high support costs. All of the Cisco solutions require extensive, costly training. And
all solutions require significant investments in time and money to manage complex
solutions with multiple servers and applications.
ShoreTel UC has the industry’s lowest TCO. In addition to significantly reducing
communication costs, ShoreTel UC keeps hardware acquisition, software licensing,
and management costs low. Compared with the multiple-server requirements of Cisco

UC products, the ShoreTel solution requires only one headquarters server and one
UC appliance—organizations have less hardware to buy and operate. Streamlined
management also means that administrators can spend less time and money deploying
the solution and keeping it running.
Taking into account the full range of costs associated with unified communications
solutions—from capital costs and implementation to training costs and electricity— the
ShoreTel solution can deliver a TCO that is significantly lower than the Cisco solution.
ShoreTel provides businesses seeking a UC solution an easy-to-use online TCO tool
so organizations can gain a clear and accurate understanding of costs before making
an investment. ShoreTel guarantees that its solution will provide a lower TCO than
any other solution. If the ShoreTel TCO tool or independent data determines that the
ShoreTel TCO is higher than a competing solution, ShoreTel will lower its price to beat
the competition. Below are the results of an example 10-year TCO analysis for a 500-user,
3-site deployment.
For example, in a 1,500-line deployment, the ShoreTel solution delivers a TCO that is
almost 65 percent lower than the Cisco solution. This takes into account the full range
of costs associated with unified communications solutions—from capital costs and
implementation to training and electricity.
10-year an
1,500 user
Support services
Implementation and training
$19.17
Capital costs for telephony system
Capital costs for network upgrade
Long distance charges
Network costs
Electricity consumption
$26.37
System management, MACs, downtime
$19.17
Microsoft
$15.01
TDM
$14.20
Cisco UCM Cisco UCM Exp
Vendor/Technology
Long distance charges
Electricity consumption
System management, MACs, Support services
Capital costs for telephony Capital costs for network Implementation ShoreTel
and training
Network costs
Source Data: Ferris
Wainhouse Research,
Alinean Research, The Tolly Grou
$M
25
20
15
10
5
0
Mitel
Avaya
Microsoft
24.26
17.76
8.6
Total cost of ownership (TCO) comparison
1,500 users, 3 sites (10-year pre-tax cash outlay)
Source data: Ferris Research, Inc., Wainhouse Research, Nemertes Research, Alinean Research, The Tolly Group

10. Customer satisfaction comparison
Given the ease of use, simple management, and low TCO of the comprehensive ShoreTel
solution, it is not surprising that customers have consistently rated ShoreTel highly.
ShoreTel uses the Net Promoter Score metric to measure customer satisfaction.
The Net Promoter Score (NPS) is determined by asking users a simple question: “Would
you recommend ShoreTel to a friend or colleague?” with respondents rating their
conviction on a scale of 1-10. These ratings are divided into three categories based
on the number. A rating of 9 or 10 is considered a “promoter,” 7 or 8 is considered
a “passive,” and any response six or lower is considered a “detractor.” After all the
ratings are tallied, the percentage of “detractors” is subtracted from the percentage
of “promoters” to come up with an NPS. So for example, if everyone gives a rating of
6 or lower, the NPS would be -100. If everyone gives a rating of 9 or 10, the NPS is 100.
A more common example is if 50% are “promoters,” 30% are “passives,” and 20% are
“detractors,” then the NPS would be 30 (i.e., 50-20).
Companies like Apple, Google, and Harley Davidson have received Net Promoter Scores
of 50 and higher and are considered “world class” according to the creator of the NPS
system, Fred Reichheld, author of The Ultimate Question. ShoreTel has consistently
received scores in the 50s and 60s from its end customers. Cisco, on the other hand, only
measures customer satisfaction internally twice annually, and does not publicly report
results.
11. Summary
To realize the full benefits of UC, organizations must select complete, integrated
solutions that are simple to use, easy to manage, and deliver a low TCO. ShoreTel UC can
meet those requirements, delivering a purpose-built solution with numerous advantages
over Cisco UC solutions.
Visit shoretel.com to learn more about ShoreTel UC, find a local sales contact, or request
a product demo.

About ShoreTel
ShoreTel is a provider of business communication solutions whose brilliantly simple unified
communications platforms, applications and mobile UC solutions promise a new rhythm of
workforce engagement and collaboration. With costly complexity eliminated by design from
its award winning, all-in-one IP phone system, UC and contact center solution, and its industry
leading hosted business phone system, workers enjoy a freedom and self-reliance that other
providers can’t match. Users have full control to engage and collaborate, no matter the time,
place or device, for the lowest cost and demand on IT resources in the industry. ShoreTel is
headquartered in Sunnyvale, California, and has regional offices and partners worldwide.
For more information, visit shoretel.com or shoretelsky.com
WORLD HEADQUARTERS 960 Stewart Drive, Sunnyvale, CA 94085 USA. shoretel.com and shoretelsky.com
+1 (800) 425-9385 Toll Free +1 (408) 331-3300 Tel. +1 (408) 331-3333 Fax for ShoreTel
+1 (646) 230-5000 Tel. +1 (646) 230-5001 Fax for ShoreTel Sky
EMEA +800 408 33133 Freephone +44 (1628) 826300 Tel.
ASIA PACIFIC +61 (0)2 9959 8000 Tel.
Copyright © 2012 ShoreTel. All rights reserved. The ShoreTel logo and ShoreTel are registered trademarks of ShoreTel, Inc. in the United States and/or other countries. All other copyrights and trademarks herein
are the property of their respective owners. Specifications are subject to change without notice. Part #850-1352-01/08.12

Shoretel vs Cisco Competitive Analysis

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