UNIFIED  COMMUNICATIONS    &  COLLABORATION  

 MARKET  SHILPA  P  VISWAMBHARAN  

UC  DEFINITION  

   Unified communications (UC) products (equipment, software and services)

as those that facilitate the use of multiple enterprise communications methods. This can include the control, management and integration of

these methods. UC products integrate communications channels (media), networks and systems, as well as IT business applications and, in some

cases, consumer applications and devices

Gartner,  Oct  2012  

VALUE PROPOSITION OF UC:

USE OF COMMUNICATION TOOLS TO LET INDIVIDUALS OR GROUPS THAT ARE PHYSICALLY SPREAD OUT TO COLLABORATE AND ACHIEVE BUSINESS GOAL

THE  UC  MARKET:  SIZE,  TRENDS,  DRIVERS  &  CHALLENGES  

UC  MARKET  SIZE            

$20.8B    ON-­‐PREMISE    UC  MARKET  

2016    [COMMFUSION  LLC]  

$53.2B    MANAGED  

COLLABORATION  OPPORTUNITY  

 IN  2013  [CISCO.COM]  

DEPLOYED  32%  

NOT-­‐DEPLOYED  

68%  

UC  IN  FORTUNE  500  

0   5   10   15   20   25  

UNIFIED  COMM.  

CONTACT  CENTER  

APPLICATION  FLUENT  NETWORKS  TRANSPORT  

TELEPRESENCE  &  BIZ  VIDEO  

WEB&AUDIO  CONF  

SaaS  &  WEB  2.0  

UC  MARKET  BREAKDOWN  (in  billions)  

76%    BUSINESS  DECISION  MAKERS  AGREE  THAT  MOBILITY  SOLUTIONS  ACCELERATE  DECISION  

MAKING  SPEED  

EVOLUTION  OF  UC  

1980-­‐2000   2000-­‐2010   2010-­‐2015   2015  -­‐  BEYOND  

BUSINESS VALUE

 GEN1        COMMUNICATE    PRODUCTIVITY  COST  AVOIDANCE    EMAIL,  CALENDAR  AUDIO  CONFERENCING  VOICE/TELEPHONY  DISCUSSION  FORUMS  VIDEO  CONFERENCING    

HIGH  

LOW  

GEN  2      SHARE  EFFECTIVENESS,  PROCESS  CONSISTENCY,  RESOURCE  OPTIMIZATION,  PRODUCTIVITY    SHARED  WORKSPACES  WEB  CONFERENCING  IM,  PRESENCE  DOCUMENTS  REPORTING  

 GEN3    NETWORK  COMPETITIVENESS  AGILITY  RESPONSIVENESS  DECENTRALIZED  DECISIONS  SELF-­‐ORGANIZATION  TRUST/SOCIAL  CAPITAL  ECOSYSTEM  ENGAGEMENT    BLOGS,  WIKIS,  USER  GENERATED  CONTENT  ACTIVITY  STREAMS  SOCIAL  PROFILES  MICROBLOGGING  CROWD  SOURCING/DEVELOPER  COMMUNITY    

GEN  4    AGGREGATE    RECOMBINE  TECHNOLOGY  MIX  FORMERLY  SEPARATE  AREAS    CONSUMER-­‐BUSINESS  PREMISE-­‐CLOUD  PERSONAL-­‐WORK  INTER-­‐ENTERPRISE  COLLABORATION    UNIVERSAL  DASHBOARD  SOCIAL  ANALYTICS  WEB  2.0  STYLE  

MAJOR  TRENDS  &  CHALLENGES  

• COLLABORATION  CAPABILITIES  BUILT  INTO  ENTERPRISE  APPS,  SECURITY  

• SECURITY  •  INTERNET  SPEED  • DEPLOYMENT  MODELS:  HYBRID,  ON-­‐CLOUD  

• VIDEO  SUPPORT  ON  ALL  CAPABLE  DEVICES  

• NETWORK  SUPPORT  FOR  VIDEO  DEMAND  

• ANYTIME-­‐ANYWHERE  CONNECTIVITY  

• EASE  OF  USE  &  ADMINISTRATION  

• BYOD  RELATED  ISSUES  

• SECURITY  MOBILITY   VIDEO  

SOCIAL  ENTERPRISE  

CLOUD  &  VIRTUALIZATION  

UC  SOLUTION  AREAS  

VOICE  &  TELEPHONY  

PRESENCE  

MESSAGING  CONFERENCE  

CLIENTS  

APPLICATIONS  

MOBILE  CLIENTS,  DESKTOP  &  THIN  CLIENTS  (JABBER,  CUPC)  

HOSTED  UC  (HCS),  CONTACT  CENTER  

UNIFIED  COMMUNICATIONS  MANAGER,  SOFTPHONES,  IP  PHONES    

WEBEX,  TELEPRESENCE,  EX  90  

RICH  PRESENCE  (JABBER,  CISCO  UNIFIED  PRESENCE  SERVER):  

UNIFIED  MESSAGING,  JABBER  

CUSTOMER  

TOP  ADOPTORS  &  APPS  

EDUCATION,  TECHNOLOGY  &  FINANCE  ARE  THE  TOP  

ADOPTORS    

COLLABORATION,  VOIP  

 MESSAGING,  WEB  MEETING  PRESENCE,    IM/CHAT,    

CONTACT  CENTER  

BARRIERS  -­‐  ADOPTION  

 COMPLEX  

COST:  INVESTMENT  VS  USAGE  

COMPATIBILITY  WITH  INSTALLED  BASE  

INEXPERIENCED  IT  STAFF  SECURITY  CONCERNS  

ALTERNATIVES:  SKYPE,  AIM  QUALITY  

TOP  BUSINESS  DRIVERS  

COLLABORATION  PRODUCTIVITY  

CUSTOMER  CONNECT  MOBILITY  

STAYING  CURRENT  OpEX  

TRAVEL  EXPENSES    CONNECT  WITH  PARTNERS/

SUPPLIERS  SALES  CYCLE    

CAPEX  TIME  TO  MARKET  

CISCO  SYSTEMS  UC  PORTFOLIO  PART  2  

1997-­‐98:  Selsius  Call  Manager  2000-­‐05:  Cisco  Call  Manager  3.0-­‐4.2  

March  2006:Cisco  Unified  Call  Manager  4.2    (Win  2k)  &  5.0  (Linux  based,  SIP  endpoint  support,  licensing  based)  

Upto  2005   2006   2007   2008   2009  

Unified  CommunicaRons  Manager  6.0:  feature,  starter  &  upgrade  licenses,  CUCMBE  introduced,  Mobility  manager  (SNR,  IP  Ph,  Cell  Ph)  

CUCM  7.0:    OS  independence,  IBM  Informix  database  

2010  

CUCM  8.0:  virtualizaRon  support,  inter-­‐op  focus,  new  end-­‐points  

 

2011   2012  

CUCM  9.0  

MARKET  SEGMENTS  &  CUCM  PRODUCTS  

Small: 5-50 users

Med Business:50-250

Mid-Market: <1000

Enterprise: >1000  

Smart Business Comm. Systems Call Proc’g: Communications Manager Express Platform: UC 500 series

Unified Communications Express Call Proc’g: Communications Manager Express Platform: ISR

Unified Communications Manager Business Edition Call Proc’g: Communications Manager Platform: MCS 7828

Unified Communications Manager Call Proc’g: Communications Manager Platform: MCS Series

GARTNERS  MAGIC  QUADRANT  FOR  UC,  2012  

CISCO  UNIFIED  COMMUNICATIONS  &  COLLABORATION  SOLUTION  

STRENGTHS   CUSTOMER  CAUTIONS  

Fully  integrated  UC  suite,  Market  Leader   Complex  to  Understand  &  Manage  (Configuraions,  accurate  price  quotes)  

Interoperability:  muliple  device  support  (apple  &  android  plalorm  support)  

Gartner  clients  complain  about  the  need  to  deploy  Cisco  Data  Center  soluion  

(UCS)  for  opimal  Unified  Communicaions  deployment  

Large  IP  Telephony  &  Infra  Client  base,  Partners  &  System  Integrators,  helps  posiion  it  well  with  decision  makers  &  

Buyers  

A  3-­‐year  licensing/renewal  term  viewed  more  favorably  by  clients  over  the  5-­‐year  Cisco  UC  sonware  subscripion  (CUCSS)  

term.  

Muliple  Deployment  Opions  available:  On-­‐Premise  and  Cloud  (HCS)  

Expensive  

OTHER  UC  PLAYERS  AV

AYA   • BASED  ON  AVAYA  AURA  

SOLUTIONS  • STRENGTH:  VOICE/TELEPHONY  

• LARGE  INSTALLED  BASE    • NEED  TO  PROVE  ITSELF  IN  UC  FULL  SUITE  SOLUTION  OFFERING  

•   NORTEL  ASSETS  ACQUISITION  TO  STRENGTHEN  UC  

• QUALITY  ISSUES  WITH  INFRASTRUCTURE  LED  TO  REVENUE  DECLINE  IN  2012  

MICRO

SOFT  

• LYNC  2010  OFFERS  FULL  SUITE  OF  UC  FUNCTIONALITY  

• CONNECTS  WELL  WITH  OFFICE,  SHAREPOINT,  SKYPE  &  EXCHANGE  

• STRONG  SOFTWARE  OFFERINGS  &  PARTNER  ECOSYSTEM  

• WORKING  WITH  MULTIPLE  LYNC  PARTNERS  TO  OBTAIN  A  FULL-­‐SUITE  OF  SOLN.  CAN  BE  CUMBERSOME  

SHORE

TEL   • NICHE  PLAYER  

• APPLIANCE  ARCHITECUTRE,  WELL  SUITED  FOR  DISTRIBUTED  ORGS.  

• STRENGTH:  SIMPLICITY  (INSTALL  &  ADMIN.)  

• GMAIL  &  MICROSOFT  EXCHANGE  UM  INTEGRATIONS  

• NORTH  AMERICA  IS  ITS  MAIN  MARKET    

• TRANSPARENT  PRICING  &  LICENSING  

• INEXPERIENCED  RESELLERS:  RELATIVELY  NEW  TO  SHORETEL/UC  

EMERGING  TRENDS  IN  UC  

WEB  REAL-­‐TIME  COMMUNICATION  (WebRTC):  

An  effort  by  Google  to  bring  standard-­‐based  real-­‐ime  media  engine  to  all  browsers.  Ericsson’s  mobile  browser,  PC  based  Chrome  &  Firefox  browsers  are  its  current  implementaions.  

Issues:  Quality  Of  Video,  Adopion,  Interoperability  with  H.323/SIP,  Technical  Support  

SOFTWARE  DEFINED  NETWORKING  &  UC  

Concept:  Applicaions  can  directly  request  QoS/bandwidth  from  networks.  

Case  for  SDN:  Sonware-­‐based  UC  apps  rely  on  Wifi  &  Cellular  networks,  which  are  facing  an  ever  increasing  load  on  bandwidth.  Also,  the  LAN/WAN  cannot  recognize  encrypted  voice/video  packets  &  therefore  can’t  prioriize  it.  SDN  can  solve  all  these  issues.  

HYPERVOICE  

Turning  voice  into  a  naive  web-­‐object  instead  of  convering  it  into  text  object.  Brainchild  of  Marin  Geddes.  First  heard  in  2012.  It  is  similar  to  the  hypertext  concept.  

Advantage:  Hypervoice  conversaions  can  be  shared  or  searched.    Supporters:  Telephonica  Digital  and  Voxeo  Labs  

THANK  YOU  

SHILPA  

ADDITIONAL  EXHIBITS  

SOURCES:  NOJITTER,  UCSTRATEGIES,  CISCO.COM,  HARGEN.COM,  COMMFUSION  LLC,  INFORMATION  WEEK,  GARTNER  REPORTS,  SYNERGY  RESEARCH  GROUP  

Cisco,  Avaya  and  NEC  provide  all  three  deployment  opions:    •  On-­‐Premise  UC  with  New  PBX  •  Cloud-­‐based  UC  •  On-­‐Premise  UC,  PBX  overlay  

EXHIBIT  1  

EXHIBIT  2  

CUSTOMERS    

CUSTOMER’S  MAIN  BUSINESS  NEEDS:  Make  Faster  Decisions,  Speed  Up  Business  Processes,  Superior  Customer  Experience  

EXHIBIT  3  

EXHIBIT  4  

EXHIBIT  5  

EXHIBIT  6