capitalize on the smb market opportunities with polycom solutions
TRANSCRIPT
1Project Vision │ September 2011
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Intellectual Property
ScanSource Communications Partner Conference │ October 2011
Capitalize on the SMB Market with PolycomSue Hayden│ Executive Vice PresidentOctober 6, 2011
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Polycom RealPresence Platform SMB Market Opportunity Partnering with Polycom in SMB
Agenda
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UC investments must work together, support business processes· Freedom to choose multi-vendor, best-of-breed products
· Native integration with business tools and applications familiar to users
Investment protection· For legacy products vs. forklift upgrades – backward-compatibility required
· For new standards, protocols, applications, devices – forward-compatibility required
No one-size-fits-all delivery· Premises, hosted, cloud options required
· Mobility and social networking require cloud-based delivery of video services
Single management solution for IT· To provision, deliver, and monitor video solutions from mobile to desktop to room
systems
Customer Pains Driving Need for a UC Platform
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Polycom: From Platform to Endpoints
Core Networking & Security
Polycom® RealPresence™ Platform
Software for secure video capture, content
management, administration and
delivery
Software that easily and securely connects video
participants in and outside the firewall and
optimizes for a best collaboration experience
Software for multi-tenancy and massive
scale, redundancy and resiliency – up to 25,000
concurrent calls and 75,000 devices
Software to centrally manage, monitor and
deliver video collaboration across your organization
SocialIM/Presence Call ControlVideo
Collaboration Mobility
Services
Software for multipoint video, voice and
content collaboration that connects the most
people at highest quality and lowest cost
Video Content Management
Universal Access and Security
Virtualization Management
Scaling
Video ResourceManagement
Provisioning
Universal Video Collaboration
Bridging
Web Conferencing Other Apps?
Media ManagementB2B & B2C
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Micro < 10 26M companies
“S”mall 11-100 8M companies
“M”edium 101-999 900K companies
Large 1000+ 63K companies
SMB Market Opportunity
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Polycom’s SMB Customer Segments
Attribute Micro(<10)
Small(10-99)
Lower Mid-Market(100–499)
Upper Mid-Market(500 – 999)
# of Offices* 1 1.2 4.0 12.9
% of Remote Workers** 41% 22% 16% 18%
IT Support None or third party Generalist SmallGroup Department
Typical Buyer** CEO/Owner/Partner IT IT IT
Calling Majority Outbound Majority Outbound Internal and Outbound
Internal and Outbound
Typical Telephony Analog, Key System Analog, Key system, PBX Digital or IP PBX Digital or IP PBX
Typical Video Skype, Google, Facetime Skype, Google Some
Business GradeSome
Business Grade
Bandwidth Limited/Expensive Limited Available Available
Customization Simple Complete Solution
Simple Complete Solution Some Customization Customization
*U.S. Census Data**Polycom Survey, June 2011
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Polycom continues to break down the barriers that have prevented SMBs from taking advantage of business-grade video conferencing solutions.
Intelligent Polycom solutions enable SMBs to enjoy reliable, high-quality video conferencing in less than ideal networking environments that are typical of new-to-video SMB customers.
Polycom is committed to drive SMB-specific innovation to better meet the evolving communication needs of the SMB market
Polycom Empowers SMBs to Communicate, Solve and Create
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Polycom Offers a Full Suite of SMB UC Products and Flexible Delivery Options
TelephonyVideo
Conferencing/Telepresence
WirelessPhones
PC VideoConferencing
FirewallTraversal
DeskPhones
Group VideoConferencing
MultipartyBridge
ConferencePhones
Desk VideoConferencing
Network/DeviceManagement
Multiparty Conferencing/Infrastructure
Services
BusinessMedia Phone
MobileVideo
Streaming &Content Management
Professional Services· Planning &
Architecture· Deployment· Operation &
Optimization
Support Services
Training
De
live
ry
Op
tion
sU
C S
olu
tion
Ele
me
nts
On Premises Private Cloud Public Cloud
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Affordable, easy-to-use video conferencing for SMBs
· Easy to purchase, deploy, use and manage
· Delivers high quality, reliable and secure conversations
· Sets a new standard for cost-effective business grade video at the lowest TCO
Newest Addition to the SMB Solution PortfolioPolycom RealPresence™ Ready
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Exploding SMB market opportunity enables incremental revenue· Attractively priced, bundled solution at US$17,999 with mandatory
services bundles (one- and three-year options)
Drive new business & promote growth within the SMB installed base· Differentiated competitive advantage in both price and performance· Polycom PVX® users prime target
Differentiate with your value add for increased margin opportunity· Sell complementary solutions – firewall traversal, displays, PCs, Web
cams and conference phones· Add-on services – network assessment, installation
RealPresence Ready Partner Benefits
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Case Study: Jackson Spalding
Challenge• Connect team members who are geographically
dispersed throughout the US to ensure full engagement on client projects.
Solution· Polycom room telepresence solutions and desktop
video conferencing software connect Atlanta HQ staff with employees in Athens, Ga., and Dallas, consultants in New York and San Diego
Results & Benefits
• Time saved collaborating on projects distributed across multiple offices
• Brainstorming is more productive, resulting in better work that’s completed more quickly
• Company events and social gatherings held via telepresence keep remote staff from feeling disconnected
“We’re not a huge company … some might wonder why we made the investment. But what we’ve gotten from Polycom telepresence has been immeasurable. Hands down … the best purchase we made last year.”
─Gene Crosby, Chief Operating Officer, Jackson Spalding
Interoffice Communications
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SMB Customer Benefits
Personal UCServices
Group UC
Polycom SMB/E SolutionsExample
Solution Enhancements
Headsets
Network OptimizationVertical Applications
Firewall Traversal, QoS
Example Platform Providers
On Premises Private Cloud Public Cloud
Polycom® RealPresence™ Platform
Solution Providers (Gold/Platinum
VARs)
Global Service
Providers Distribution
DMRPlatinum Indirect
Resellers Gold Indirect
Resellers Registered
ResellersITSP/Regional
Service Providers
Delivery Choices Complete Solutions Customization Financing Options Pre/Post Sales Support
SMB GTM Strategy
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End-to-end UC solutions with Polycom and Microsoft Lync Opportunity to uniquely integrate with one of the strongest brands in the
industry Polycom CX7000 announced
Leveraging the Ecosystem in SMB
Complete premises-based UC solutions with ShoreGear integration Bringing telepresence-enabled UC to ShoreTel VoIP customers
Click to audio and video conference with Sametime and Polycom integration A compelling mid-market UC solution for Lotus-based businesses
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Exploding Market Opportunity – Incremental Revenue
Drive New Business & Promote Growth Within The SMB Installed Base
Differentiate With Your Value Add for Increased Margin Opportunity
Partner Opportunity
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INTERACTION
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THANK YOU