News & Viewson Unified Communications & Collaboration

PAGE 1

initiatives. All new Dell tablets and laptops support the Miracast standard, a peer-to-peer wireless based technology that enables users to project their device’s interface onto any compatible display for easy classroom collaboration (or to receive content from a compatible display). It may be a lonely battle fighting Apple in the classroom, but give Dell points for trying — and what this might do to the projector market down the road is anybody’s guess. There is indeed room for competition even with several big dogs (let’s not forget HP and Google) in the dog run.

We wrote recently about how Citrix is playing with its Talkboard iPad annotation technology. Doceri is the latest company to watch in the content creation, annotation, and presentation space, with a free iPad app. Well, it’s free unless you want to get rid of a watermark and “pester pop-up,” in which case you pay $30 for a single-seat license, less for multi-seat orders.

Volume 14 Issue #22 23-October-13

Educause 2013 Takes a Pause from New Products and Awaits the Tsunami

Some years conferences and trade shows are abuzz with new innovations and products that get everyone talking. Others tend to have a focus on catching up and the discussion is driven less by vendors and service providers, and more by end users. Educause 2013 was all about disruption: the impact of Massive Open Online Courses (MOOCs) on higher education — and the need for collaborative tech solutions; the impact of money on higher education (all that VC money circling around looking for investment); the rapid rate of change in education and ed tech, where the iPad is — as one reseller described to me — “sucking the air out of the room” in terms of its impact on classroom tech. Dell would beg to differ, as Jon Phillips briefed me on its approach to mobility on campus through end-to-end

solutions from the device to the data center — with emphasis on secure device management. Dell’s latest Dell Venue Pro tablets feature security enhancements that are built into the software and hardware, giving schools a reliable tool to bring on campus in a BYOD environment, or an enterprise-ready device for colleges and universities looking to deploy 1:1 tablet

Alan D. Greenberg, agreenberg@wainhouse.com

Walter Pelowski, TechSmith Customer Solutions Engineer Gives a Demo of Camtasia Relay … with WR in the front row

Educause 2013 was all about disruption: the impact of Massive Open Online Courses (MOOCs) on higher education — and the need for collaborative tech solutions; the impact of money on higher education (all that VC money circling around looking for investment); the rapid rate of change in education and ed tech.

goal is to create a means for users to use Snagit for learners to create content, with a revision history so others can edit the content. Also releasing in November will be Google Drive integration within Snagit and Camtasia.

Among our other sightings: Polycom Accordent software running on a RealPresence Capture Station, and Capture Station Pro support for HD and SD video on the same hardware device. We saw Crestron’s entry-level CaptureLiveHD lecture capture product, which starts at $6,000 a device before educational discounting kicks in. There’s a lot not in this device (it’s really a manageable video capture station more than anything else) but the company lists a number of universities that have gone for “Crestron-manageability” and price over functionality. Finally, gearing up for a “Mano a Mano” session next month at WCET (see calendar later this issue), we visited

There were some announcements to note, including several from Blackboard. We heard from Valerie Schreiner, VP of Product Management, whose team now handles almost the entire Blackboard portfolio of products, about one innovation in particular: the creation of Blackboard Labs, an initiative dedicated to innovation and experimentation with education technology to help shape the future. The first offering to come out of the initiative is Polls by Blackboard, a free classroom response tool that enables live, in-class surveys directly from mobile devices. Polls by Blackboard allows for survey responses to be submitted through a native iPhone app or mobile / desktop web browser (and via SMS in the United States). This removes the need for students to purchase expensive classroom response clicker hardware. Blackboard also announced the release of an integrated virtual classroom that provides deeper integration with Blackboard Learn, allowing instructors to create and use web conferencing tools such as video recording, IM, and voice discussion guides with Learn — instead of launching a separate Collaborate session. One of the goals is for the Learn virtual classroom to have the same native look and feel as the core, built-in Collaborate platform features. Finally, Blackboard announced a completely redesigned mobile learning app for Learn. The update focuses on simplifying content consumption to allow for a more engaging user experience and greater productivity.

We also had a chance to get some lecture capture product demos and catch up with past and present clients. Everyone seems to be seeking the one product or solution component to help drive further adoption — something that might make lecture capture viral in Higher Ed. Get ready for a lot of change, lecture capture community — rumors abound of some potential m&a activity in the industry. We don’t know a thing. But we heard from several vendors about today’s and tomorrow’s plans. While making no formal announcements, TechSmith is open about its plans to pivot with a release in November that will address several themes: access to create and engage with content on more devices and platforms, consistency in the user experience, and collaboration. Watch what’s coming for Snagit, Camtasia, and a not yet formally announced TechSmith Fuse, which allows users to get their media off of their device and send it directly to Camtasia and Snagit. Another coming product: Snagit for Chrome. Chromebooks are hot in education, and easier to manage — some say — than iPads or Windows tablets. With the limitations inherent in Chromebooks on application downloads, TechSmith’s

Cara Daly, Polycom Product Marketing, Providing a Demo

Sonic Foundry’s Rob Lipps Discussing Verbal Wrestling Techniques and Arguing for Lecture Capture over Web Conferencing

PAGE 2Volume 14 Issue #22 / 23-October-13

2. TechSmith’s open discussion about changing how it is bringing what indeed have been a wide set of utilities — mostly unrelated — to the market is equally telling. Point solutions just don’t cut it anymore. Oh by the way: TechSmith has its own TechSmith Labs as well. After exploring its Ask3 experiment a year ago, TechSmith is equally more willing to chance experimentation on the part of its users and both internal and external product developers.

3. Sonic Foundry indicated to us that, six months after its release, its My Mediasite app has had strong adoption (and revenues) with customers recognizing the value of a user-generated content tech that is part of a larger solution.

These and others, we are seeing, increasingly are developing across their product lines to solve problems, versus just adding features to specific products. Among those products: embracing mobility in a much larger way, not just saying a “passive,” receiving app is sufficient — is essential. This means mobility has to be viewed from all perspectives and devices, not just as an endpoint. A counter trend exists, however, that draws the vendor community into a desire to create something simple and viral: even as they know their customers want integrated solutions, the vendors want to figure out what can drive faster adoption among higher education practitioners (other than having older profs die off!). That may take

with Sonic Foundry’s Rob Lipps, filling in here for Sean Brown, who will be in one corner of next month’s match with Blackboard’s Valerie Schreiner and Darlene Williams, vice president for technology, research, and economic development at Northwestern State University.

What Alan thinks: There’s not much new under the sun, but Educause — the largest IT show in higher education in the U.S. — felt as if an earthquake has taken place offshore and everyone was gathering together to determine survival skills. (With 270 exhibitors and a huge crowd, the event was the largest we’ve ever seen it be.) We know a tsunami is on the way. The end user community feels it, as higher education across the globe is wrestling with radical pressures and shifts, driven as much by social pressures, demographics, economics, and surging emerging markets as by technology. And the vendor community feels it: all this talk about MOOCs and flipped classrooms has — as one VP of Product Development told me (and mixing weather metaphors here) — frozen the market. But a few things are becoming clear as everyone runs to higher ground in an attempt to see what’s coming.

1. Blackboard’s attempt to better-integrate its various product siloes shows that some forces are inescapable: the market is demanding elegantly integrated solutions, not point products. Yet that the company creates Blackboard Labs is telling. Vendors are seeking innovation both inside and outside their organizations, recognizing that if they don’t do it, somebody else will (Google among others).

Upcoming WR Speaking Appearances & EventsWhen & Where Who & What

30 October, 2013 Online, 3 PM EDT

Alan D. Greenberg, Video in Education: Moving Beyond Pixels and Frames to See the “Big Picture”

12 November, 2013 Online, 1-5 PM EST

Wainhouse Research EDU Virtual Summit

14 November, 2013, 11:00-12:00 AM, Denver, CO, USA

Alan D. Greenberg, Mano a Mano: Web Conferencing Versus Lecture Capture (with Sonic Foundry and Blackboard), WCET 2013 Annual Meeting, Denver City Center Marriott

20 November, 2013 Online

Andrew W. Davis, Beyond the Meeting Room: Extending the Boundaries of Video Conferencing, TBA

15-16 July, 2014 Santa Clara, CA

Wainhouse Research UC&C Summit – Save the Date!

Industry Events of NoteWhen & Where Who & What

17-20 March, 2014, Orlando, FL, USA

Enterprise Connect, Gaylord Palms Convention Center

6-10 April, 2014, Denver, CO, USA

2014 Internet2 Annual Meeting

Want More Conferencing & Collaboration?We invite you to create your own free account on our new Wainhouse Research Content Portal. Based on your personal preferences, receive daily or weekly industry news and notification of free and premium content (the latter if your organization has a WR subscription) via email. You can also search our full content archives - including WR Bulletin issues.

Create your account here: http://cp.wainhouse.com/registration

PAGE 3Volume 14 Issue #22 / 23-October-13

Second comes Avaya IP Office 9.0, part of Avaya’s midmarket business collaboration portfolio, Avaya IP Office 9.0 offers increased scale, flexible deployment options, simplified management, and support for enterprise branch deployments. Avaya IP Office software is meant to deliver a seamless collaboration experience across voice, video, and mobility for up to 2,000 users (a first). Avaya Messaging Service (AMS) is a real-time mobile collaboration and communications service via the cloud for any size business, using any vendor’s platform. Avaya Messaging Service extends SMS messages to and from smartphones, tablets, notebooks and desktop devices, thereby enabling one-number communications via text messaging. Finally, the company included several updates to the Avaya Aura engine. Avaya Aura users can now easily support both cloud and virtualized environments with the addition of multi-tenancy and enhanced virtualization capabilities. Additionally, customers can now support up to 10 different mobile devices from a single phone number. Wowza!

• BroadSoft has announced at its annual users’ conference enhancements to its UC-One Unified Communications platform. BroadWorks Collaborate is a new UC delivery model that makes UC services available through server software that resides within the service provider network. This arms service providers with full flexibility in how they acquire and deliver UC services — via BroadWorks server

some sort of innovation that indeed is a point solution, and not part of a full-fledged platform. As I told more than one vendor, find the fuse (pun not intended), the app that will make an academic’s life better and easier, and you find the viral app that drives adoption.

Likely both trends will play out. The proof will be in what we see out of these and other vendors not just in the short term, but long range as well. Some time exists — but not much — before the waves come crashing down. Some will sink, some will swim.

News in Brief• Avaya made a number of significant announcements

last week that show its story for various market segments is expanding even as it is doubling down on its drive to push new, application-specific capabilities. First, the company announced Avaya Aura Collaboration Environment, a development platform meant to speed up innovative uses of UC while dissolving the complexity of embedding collaboration and communications capabilities into business applications. (An example given by the company: a healthcare patient monitoring system can automatically trigger a collaboration session between several doctors based on the vitals of a critical care patient that is being monitored 24 x 7.)

PAGE 4Volume 14 Issue #22 / 23-October-13

Introducing one of the WR Bulletin Sponsors

Carousel Industries consults, integrates, and manages technology solutions that solve business problems and contribute to corporate

growth. Our videoconferencing and A/V integration expertise coupled with our extensive knowledge of unified communications make Carousel

a strong partner for all your technology needs.

Whether it is the technology that connects your employees to the world, the data network driving your information or the infrastructure

supporting it all, our promise to you is that we will design, integrate and support the best solutions for your company.

Visit us at www.carouselindustries.com

The WR Bulletin would like you to join us in thanking our sponsors:

Get your company’s name & link here! Contact Sales.

The fine print: Sponsorship of the WR Bulletin in no way implies that our sponsors endorse the opinions expressed in the WRB. Nor does it

imply that the Bulletin endorses their products or services. We remain an equal opportunity critic.

software or through BroadCloud, its fully hosted cloud platform. The BroadWorks Xtended Dialer for Chrome extension allows end users to access, use, control, and manage their BroadSoft UC services from a Chrome web browser. Users can search and click-to-call Google and BroadWorks enterprise contacts, and click-to-call phone numbers on any webpage or web-based application.

• SMART Technologies SMART Room System for Micro-soft Lync is now shipping worldwide, according to the company. But that’s not all. Company co-founder David Martin has been named an Officer of the Order of the British Empire (OBE) in recognition for his contribution to education as the creator of the SMART Board interactive whiteboard. Those with sil-

ver (or no) hair will recall that David and co-founder Nancy Knowlton virtually invented the category way back in 1991. Prince William, the Duke of Cam-bridge, presented the award to David in an Inves-titure Ceremony held on October 17 at Buckingham Palace in London. After recent events in the U.S. fed-eral government, monarchy and its privileges are

looking more attractive every day. Congrats Officer Martin on a job well done. American entrepreneurs: get thee to Canada for more than health insurance, as you likely will only qualify for this sort of thing if you live in the British Empire.

• SMART is not the only one with Microsoft Lync news. Norway-based cloud video service provider Videxio has announced enhancements to its Microsoft Lync interoperability to include Lync 2013. The enhanced interoperability means that Lync users can leverage Videxio’s cloud-based service to communicate over video with other standards-based video systems, software clients or mobile devices. Wait …

• Maybe you are wondering where’s Microsoft in all of this market noise? Blogging away. BJ Haberkorn, Director of Lync Product Marketing, tells us this: nearly 60% of enterprises with 500+ seats surveyed are deploying or planning to deploy Lync, including enterprise voice, up from 45% in 2012; in its fiscal year 2013 earnings release, Microsoft shared that Lync revenue grew 30% year over year — and the company has disclosed during the related earnings call that the Lync business, including Lync Server and Lync Online, has surpassed $1B in annual revenue. Additionally, voice software license sales grew 150% on top of an already significant installed base of 5M as disclosed in February.

• Bloomfire has delivered its Android Application V1 in Google Play. The app

lets users view the same con-

tent they would see from their dashboard on their PC, contribute on the go, and toggle between multiple options with the slide out navigation menu (along with other capabilities).

• Speaking of audio: BT Conferencing has gone live with its BT MeetMe with Dolby Voice. WR’s Andy Nilssen says it sounds awesome. Announced last week with fanfare as the first signifi-cant breakthrough in conferencing audio in a long long time. You be the judge. Go listen.

• Vaddio is hinting that something is in the works and to be announced No-vember 1, 2013, related to its GroupStation products. These are peripherals that are designed to create quality, BYOD-ready meeting rooms. Stay tuned.

• Some acquisitions occur quietly. Little known 3CX, developer of the Windows VoIP PBX and an early ad-herent of WebRTC, has acquired e-works’ web con-ferencing technology, with the intent of integrating the tech into its 3CX Phone System. 3CX has offices in Australia, Cyprus, Germany, Hong Kong, Malta, South Africa, the UK and the U.S. So this not-johnny-come-lately is likely to be heard from again in UC circles going forward.

SMART Technologies David Martin and Prince William

Bloomfire Menu Options on Android

PAGE 5Volume 14 Issue #22 / 23-October-13

• And then there is uniRow. U.S. and India-based uniRow has raised $1M in startup funds from an unspecified set of global investors. Here we go again, another startup story about a guy in his apartment who finds success in collaboration technologies, in this case web conferencing. So far it looks like its laundry list of features — including permanent meet-ing rooms, scheduling, text chat, and video confer-encing — are meant to emulate the bigger guys.

• Montpellier, France-based Tixeo has introduced a new desktop sharing technology in the latest version of its video conferencing and collaboration tool WorkSpace3D. The user can choose to share an entire screen or a single window, making all other information confidential.

Siemens Enterprise Communications becomes... simply... “Unify” Meanwhile, Andy Nilssen actually put on a tie and files this from New York City.

Andy Nilssen, andyn@wainhouse.com Ushered in via a worldwide media event incorporating

live satellite feeds from Munich and New York City to stoke the twitterverse, Siemens (SEN) announced the end result of a three year internal effort to find a new identity for the company. Why now? “We are vibrant, transformative, and have the future in our hands” stated CEO Hamid Akhavan — and, though steeped in decades-deep heritage, a 33-character name had become just

too cumbersome for the age of 140-character tweets. A tribute to German efficiency, the new name, Unify, weighs in at just five characters – and, as a verb, also reflects action. Accompany Unify with the byline “Harmonize your enterprise” and the brand sews up the company’s mission as well. As if to give the new brand some teeth, the company also announced that the schedule for the next major enhancement to its UC platform, Project Ansible (see WRB 16-July-13), has been pulled up to July 2014 for hosted services deployment.

What Andy thinks: I’ve been through enough re-branding efforts to learn that you know in an instant if the new brand is spot-on or leaves one wondering “what were they thinking?” I like Unify. Besides passing the simplicity test, I think the non-made-up word will stand the test of time better than Microsoft, Cisco, and Avaya (though perhaps not IBM — after all, these are still business machines, right?) So WR extends its congratulations to Unify, where, among other advantages, we’ll like saving lots of keystrokes.

Defy Distance You Say?Andrew W. Davis, andrewwd@wainhouse.com

With a modest amount of fanfare, Polycom has launched one of the most significant marketing campaigns in the history of the industry. Defy Distance, unlike most of the marketing themes in the video conferencing industry today, is customer-centric rather than product-centric. The campaign, as seen below and on the company’s website, is absent the words Real Presence Platform, high definition, Cloud Axis, Microsoft Lync, etc. and instead

Tixeo WorkSpace 3D

WR’s Andy Nilssen congratulates Chris Hummel, GM of North America and Chief Commercial Officer for Unify,

at the New York City event

PAGE 6Volume 14 Issue #22 / 23-October-13

focuses on the business needs of workers in nine different corporate roles, the implication, of course, being that Polycom can help any or all of them. This is an attempt at a pull strategy with lines of business rather than a push strategy with IT. An interesting point to ponder: if “distance” is to be defied then distance must be the enemy of the customer, but isn’t “distance” also the friend of Polycom. And, as they say in the Middle East, “is not the enemy of my enemy my friend?” Click here to see the full campaign.

Out and About with Wainhouse ResearchDon’t you get tired of just hearing about Wainhouse Research analysts when you know it takes a full-service company with some brains behind the brawn to get things done? WR’s Sara Fargo (Senior Client Account Manager) and Caroline Tingley (Research Associate) had the pleasure — along with Senior Analyst and Partner Marc Beattie — of lunching with Ms. Celine Song, Head of Marketing for Shanghai-based BizConf (nee Shanghai Shrine) recently in Boston. We enjoy meeting with our international clients, so if you happen to pass through Austin, or Boston, or Dallas, or Denver, or south Florida, or Madison, give us a shout!

Meanwhile, several hundred customers attended the presentation and panel discussion on “Disruptive Innovation” hosted by Video Guidance and moderated by Wainhouse Research’s Andrew W. Davis. The panel included Hakon Dahle from Pexip and Jason Albrecht from the University of Minnesota Medical Center live and in-person plus Acano’s CEO OJ Winge and Vidtel’s CEO Scott Wharton live and on-video. The audience learned about significant changes happening today in the video conferencing industry and how these changes are affecting enterprise strategies moving forward. After the presentation, attendees in Minneapolis had the opportunity to see demos of the Acano and Pexip solutions – in separate but equal rooms of course. You can see a replay of the event here.

Polycom’s Defy Distance Campaign Appealing to Functional Roles

L-R: WR’s Sara Fargo and Caroline Tingley, along with Celine Song, BizConf

The Video Guidance Panel Included Onsite and Remote Participants

Andrew W. Davis with Video Guidance CEO Mike Werch

PAGE 7Volume 14 Issue #22 / 23-October-13

WR Senior Analyst Alan D. Greenberg moderates the first event — a Collaborate! webinar designed to shine new light on how evolving video technologies are re-shaping best practices in education and training environments. Register here

to join Alan and his panelists at 3 p.m. ET October 30 for Video in Education: Moving Beyond Pixels and Frames to See the “Big Picture.” In addition to providing highlights of his

own research on how video adoption impacts the classroom, Alan will lead a discussion with two collegiate administrators actively involved in pushing the video envelope on campus:

• Tony Hockenberry, Coordinator, Interactive Communications, Texas A&M University Educational Broadcast Services

• Russ Scaduto, IT Director of Education Technology, Penn State Hershey

Webinar Line-Ups Set

On November 20, WR Co-Founder and Research Director Andrew W. Davis will christen our newest series of video webinars — called Innovate! — by bringing together four industry vision-aries to talk about how video confer-encing is enabling new solutions that go far beyond the traditional confer-ence room. Sponsored by iRobot and titled “Beyond the Meeting Room: Extending the Boundaries of Video Conferencing,” this inaugural Innovate! event will feature engaging dis-cussion on the emerg-ing technologies that are re-shaping the business video communications experience. Click here to register to attend the event and have the opportunity to submit your own questions about the future of video conferencing to the following all-star line-up of panelists:

• Youssef Saleh, SVP and General Manager, iRobot

• Angie Mistretta, Director, Cisco TelePresence & Video Solutions Marketing

• Larry O’Connell, Chief Executive Officer, Nexistant

• Stu Aaron, Chief Commercial Officer, Blue Jeans Network

Russ ScadutoPenn State

Hershey

Tony HockenberryTexas A&M University

Educational Broadcast Services

Alan D. GreenbergWainhouse

ResearchClick here to register

True to the collaborative spirit here at Wainhouse Research, a pair of video webinars that we’re hosting in the next month will feature a cross-section of industry thought leaders sharing insight on

how emerging technologies are transforming the ways we learn, work and communicate.

20 November, 11 a.m. ESTBeyond the Meeting Room: Extending the Boundaries of Video Conferencing

30 October, 3 p.m. EDTVideo in Education: Moving Beyond Pixels and Frames to See the “Big Picture”

Andrew W. DavisWainhouse

Research

Larry O’ConnellNexistant

Stu AaronBlue Jeans

Network

Angie MistrettaCisco

Telepresence & Video Solutions

Marketing

Youssef SalehiRobot

Collaborate is powered by TalkPoint

Sponsored by

Click here to register

PAGE 8Volume 14 Issue #22 / 23-October-13

We needed to get our name out and brand out so that we can effectively grow the business. I think there is no doubt that the business itself — from a software perspective and what (prior management) did with live webcast and video on-demand as a platform — was doing a great job with some very large customers. But what we weren’t getting is more of the land-and-expand strategy. Some of things I want to push on are cloud computing, how we do that; where are we with our mobile strategy and then really what are we doing with our base. We’ve done a lot of things about listening to our base, how we expand, getting our message out. We’ve done a lot of good things, but we still have a lot of work to do.

WR: In your mind’s eye, what does the Qumu name stand for and how has that changed under your stewardship?

VH: What we’ve tried to do is make it a brand. If you look at our new web site, you look at how we’re focusing it, we’re trying to unify our product mix underneath this

brand. When you think about Qumu, you think about how business does video — what are the product mixes we have underneath that. It really is more about the brand and what it brings to businesses, and we’re going to start really pushing that from a marketing perspective globally over the next 18 to 24 months. Brands don’t happen overnight. I think Qumu has had a good name in the video webcasting business. We’re trying to make that much broader as far as what video is doing to business with social, mobile, video-on-demand applications, as well as editing of video, producing video, and cloud computing. Qumu will actually be known more broadly than being just in a silo from a business perspective.

Not much was going right for enterprise streaming technology provider Qumu in 2012. After being acquired by Rimage in late 2011, Qumu almost immediately

saw its backlog plummet and revenues fall far short of market expectations. What a difference a year makes. Eleven months ago, the company brought in content management industry veteran Vern Hanzlik (with leadership roles at TEAM Informatics and Stellent on his resume) to head up Qumu’s operations. Since then, the Qumu ship has sailed out of choppy waters. Sales are up, as are long-term contract commitments. And future prospects are so bright that parent Rimage has shed its own name, adopting the Qumu name in its place as part of a re-branding campaign launched last month. As Qumu prepares for the launch of a key platform update — Version 7.0 — at month’s end, Hanzlik took a few moments to discuss Qumu’s turnaround and key trends in the enterprise streaming market with WR Senior Analyst Steve Vonder Haar.

WR: The Qumu ship was listing when you took the reins of the company in November, 2012. Tell us what’s happened over the past year that’s helped Qumu make progress from that point.

VH: I think it’s been about 11 months since I’ve been onboard. One of the things I’ve done is focus on where we’re positioned from a competitive landscape in the business: where the business’s strengths were, where the weaknesses were and how we should move forward. As I looked at some of the things we needed to do, Number One was our pipeline.

1:1 Vern Hanzlik, Senior VP & GM, QumuSteve Vonder Haar, svonder@wainhouse.com

Brands don’t happen overnight. I think Qumu has had a good name in the video webcasting business. We’re trying to make that much broader as far as what video is doing to business with social, mobile, video-on-demand applications, as well as editing of video, producing video, and cloud computing.

PAGE 9Volume 14 Issue #22 / 23-October-13

WR: You’ve used the term “video is the new document.” What do you mean with that phrase?

VH: We’ve had this YouTube effect in business over the past seven to eight years where people have put up so much of their own content — user-generated content. You sit at the desktop and generate something. I think about recording these things, how do you edit them, how do you communicate this to a bunch of people. I think people are using video more like they use e-mail. And we have desktop tools that allow me to create something of value with video and communicate to a bunch of people very quickly. It’s very authentic. It’s just a much more powerful way to communicate. We’re trying to get this mindset that says it isn’t a specialized piece of media. It’s everyday now and people are starting to think that way. We’re trying to get the Fortune 5000 to think about video as a piece of media that they use every day like e-mail.

WR: What are the implications of a “video as a document” perspective on the evolution of the streaming media platform?

VH: What’s changing is that there’s a pivot happening in the market. Video is becoming day to day. It has to fit inside portals. It has to fit inside web sites. It has to fit inside these social communities on a day-to-day basis. It isn’t unique. It has to plug into single sign-on. It has to plug into these different interfaces. It has to be day-to-day. Now, the distribution side of that for live webcasting is unique and you have to be able to do that. We’re building our architectures to be able to play in both arenas (live and on-demand). They can’t be separated. Video on-demand and live webcasting, social and mobile all have to be together.

WR: How will the evolving requirements of enterprise streaming be reflected in your upcoming product update?

VH: We have a new release coming out at the end of the month. Version 7 will address that more from a user perspective: user interface, usability, user experience. All those things are very important to our customers. This release gives us the ability for more integrations, so that we can plug into IBM Connections or Microsoft SharePoint or Oracle Webcenter.

WR: Tell us a little bit about your Digital Signal Publishing Solution. How does this product developed by Rimage fit into the Qumu product offering moving forward?

VH: Signal is a product line within the brand. It sits under the Qumu brand. We’ve integrated it universally into our mobile apps. Signal is a policy engine. A policy engine has digital rights type management capability. But what we’ve done is that I can publish a video now, put a policy around it that says “look, you can view this three times and then we’ll wipe it clean on you iPad within your mobile app.” Or you can combine a PDF document and a video and we’ll make you look at the PDF first as a policy — and then the video — and we’ll know how long you looked at both of them. So the analytic piece of that is tied to the ability to download and track content. One of our big examples is — say — you make a video for 5,000 sales people that you have in the field every week. And you want to make sure that you send it out to them, they’re all on iPads and you want to make sure they look at it — and it’s all within this mobile delivery. And so we’ve integrated that philosophy into the core of our 7.0 release. We’ve also left it alone as a stand-alone piece of technology so that people can integrate to it on the enterprise content side so that they can start combining the content investments they’ve made with their video assets. We’ve done a lot with the product. We’re going to continue to push it because we think it’s a unique value prop to the business.

WR: How is the channel for selling enterprise streaming technology evolving? Do traditional video value-added resellers have a role at all?

VH: I think that they do. When I came into the business, we didn’t have a strong channel. We had awareness. And one of the things we’re doing is working with the product teams to package our product more effectively for the channel. I think we can have vertical solution providers as part of our portfolio of distribution —whether it is financial, health care, manufacturing, or public sector. We see opportunities when people have the expertise where they can take our platform — whether it’s in the cloud or on-prem type version — and deliver video. It’s really what we’ve been working on in terms of the industrialization of video. That says how do we make the platform effective for the channel so that they can be successful. I think that’s one of the things I’ve told the team internally. We really need to focus on the ability to get a platform that people can use and is well-documented so that the channel can be effective. Our draft strategy with the bigger players has been more reference based, where an IBM will reference us and say “if you’re doing video webcasting or video-on-demand, you should use Qumu’s platform.” We’re trying to be in

PAGE 10Volume 14 Issue #22 / 23-October-13

that leadership position, that pole position with all those players. Obviously, we have competition there and we’re well aware of that. But I think that’s really one of our strategies to go that way in the channel.

WR: So, what keeps you up at night?

VH: Well, my dog does every once in a while. But I think that we’re really very well positioned in this business. Not just because we’re touching all of the hot buttons: cloud, mobile, where our platform is, the quality, making sure our customers are very successful. Those are the things I look at, along with our ability to run at the pace of the

market. We have a strong balance sheet as a business. We have the ability to invest. Our ability to deploy in these large environments — where we’re getting asked (to bid on projects) and winning in the field. R&D, how we deploy, how we do a better job with support for our customers. Those are the areas I think about. Being around the software business, it’s always continuous improvement. That’s how I’m driving the strategies internally for the business. This is a big boy’s game — as I see it — and we intend to be the leader in the space.

To see a video of the full interview with Qumu’s Vern Hanzlik, click here.

New Studies from Wainhouse ResearchFor information on WR studies and subscriptions, visit www.wainhouse.com or contact sales@wainhouse.com

4Video ConferencingZTE Video ConferencingCompany profileThis vendor profile provides information, insight, and WR’s opinions on an up-and-coming China-based provider of VC solutions who is actively expand-ing outside Asia Pacific. The document provides a brief overview of the company’s product strategy and the challenges it faces moving forward.

SONY Video Conferencing Company profile This vendor profile provides information, insight, and WR’s opinions on Sony, one of the top nine video conferencing equipment vendors worldwide. The document provides a brief overview of the company’s product strategy and the challenges it faces moving forward.

4Streaming & Webcasting

UstreamHosted Live Video Service Shifts Focus to the EnterpriseUstream, a cloud-based live video platform that has focused on the consumer market for most of its six-year existence, is re-casting itself as a vendor of streaming platforms designed to help organizations distribute live video events online. The report describes the company’s suite of free- and subscription-based services and how its growing emphasis on the corporate market will position it in competition with existing managed webcast services as well as rivals providing hosted live video services.

Market Forecast – 2013 Enterprise Webcasting Services Market Sizing and 5-Year ForecastMarket Sizing and 5-Year Forecast of Revenues for Vendors Providing Enterprise Webcast Services This study focuses on the worldwide market for providers of managed enterprise webcast services market. The market encompasses the revenues gener-ated from the turnkey production of online events by service providers on behalf of corporate, education and government sector clients. This forecast no longer includes revenues for hosted “self-service” event platforms, which are measured as part of a separate forecast for the streaming products market.

4Personal & Web-Based Conferencing

Web Conferencing & Async CollaborationThe State of the Big ThreeDuring 2012, two events occurred which bolstered the asynchronous capabilities found in the leading web conferencing offerings – Cisco’s roll-out of WebEx Meetings and Citrix’s acquisition of Podio. Sporting new async capabilities, these two leading offerings now join Adobe Connect, which has of-fered persistent meeting spaces for years. But how do they fare? Are they different or similar? And do these offerings give us any hints as to what async capability will look like as a standard feature in web conferencing? To find out, this research note takes a hands-on look at using Cisco WebEx, Adobe Con-

nect, and Citrix GoToMeeting / Podio as Team Workspaces.

Market Forecast – 2013 Web Conferencing Suppliers Worldwide Market Sizing & 5-Year Forecast This study focuses on the worldwide market for suppliers of web conferencing on-premise products and hosted services / SaaS. The specific web confer-encing offerings covered include on-premise client / server software, hosted services, and web conferencing sold as part of a collaboration suite. Since data for this study was collected (or estimated) on the supplier level, the resulting numbers do not include channel mark-ups (see WR’s CSP services stud-ies for sizing that includes CSP provider margins.)

PAGE 11Volume 14 Issue #22 / 23-October-13

© 2013 Wainhouse Research34 Duck Hill Terrace, Duxbury, MA 02332 USA Tel +1 617.500.8090

Editor: Alan D. Greenberg: agreenberg@wainhouse.comComments and PR news to: wrb@wainhouse.com

Feel free to forward this newsletter to colleagues. Free subscriptions: www.wainhouse.com/bulletin

4Unified Communications

2013 European UCaaS Market ForecastMarket Sizing and 5-Year Forecast of the European UC as a Service (UCaaS) MarketThis document provides an updated description of the current state of the European UC as a Service (UCaaS) market and provides a five year forecast. This forecast aggregates data across all regions and provides a description of the current state of the worldwide market, assessing current trends, identify-ing risks and opportunities, and providing assistance on market approach, services and pricing.

2013 North American UCaaS Market ForecastMarket Sizing and 5-Year Forecast of the North American UC as a Service (UCaaS) MarketThis document details the current state of the North American UC as a Service (UCaaS) market and provides a five year forecast. This forecast includes an assessment of current trends, risks and opportunities, and services and prices

4Distance Education & e-Learning

Vendor Profile — BloomfireProfile and analysis of Bloomfire’s social intranet / e-Learning / sales enablement platformCo-founded by video conferencing industry veterans, Bloomfire is an e-Learning and sales enablement Enterprise Social Network platform that provides for inward-facing or outward-facing creation, posting, and community building related to content. It finds itself at the intersection of real-time com-munications, Learning Management Systems, team workspace, and cloud file sharing services. This profile analyzes what’s behind its early success and explores possible directions.

Market Forecast – Worldwide Total Addressable Market – Higher Education Classrooms and Offices 2013Market Review for Learning Spaces and Offices in Tertiary and Post-Secondary / Non-Tertiary EducationThis total addressable market study covers the worldwide classroom and educator office market for buyers of collaborative educational technologies in higher education and post-secondary / non-tertiary educational markets. This industry-first exercise estimates total numbers of offices as well as learning spaces by three categories: standard classrooms, lecture halls, and auditoria. It also assesses numbers of classrooms and offices by region and sub-region.

4Audio Conferencing

2013 Conferencing Service Provider Reviews - EuropeReview & Analysis of 9 Local CSPs Operating in Western Europe)This study on local providers is intended to offer insight into how each provider approaches the market, what distinguishes them, and in which partner-ships and relationships they are engaged. This is not meant to be an exhaustive or accurate list of the total number of providers in Western Europe, but rather a study of the most prominent and important providers.

Conferencing Service Provider Statistics (SpotCheck) – Q2 2013Calendar Year Q2 2013 (April > June)This study details the quarterly trends of the worldwide collaboration service provider (CSP) market for calendar year Q2 2013 – April through June 2013. Data is provided for audio and web conferencing services. Our goal is to collect and provide CSP revenue and volume data on a quarterly basis from local markets. This report provides historical data including attended and unattended audio conferencing revenue, minute volume, and average sales prices along with web conferencing revenue. Data from approximately 35 CSP’s is contained in this report.

Have friends? Want to make more friends? Forward this issue of the WR Bulletin and encourage them to read it and subscribe. Anyone can sign up for a free subscription at www.wainhouse.com/mail.

PAGE 12Volume 14 Issue #22 / 23-October-13