voice video data collaboration platforms slide deck
TRANSCRIPT
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Welcome to the Perfect P
This session will start shortly
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Understanding the challenges our customers
Voice, Video and D
Collaboration Syste
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Webinar Housekeeping
45 minute session If your using a telephone ensure you
enter the audio pin
Lines on mute, but ask questions using
the chat field
Youll be asked to respond to pop-uppolling questions
There will be a knowledge check so
please pay attention
Technical difficulties call: 0800 404 9279
Minimise the grab bar and click on
the full screen button
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Poll Question
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Agenda and ObjectivesWhy spend the next 45 minutes with us
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By the end of this session, you will gain a good understanding
The History of Collaboration and Unified Communications
Our customers needs
The world of the CIO
How to identify who the key stakeholders are and how to deconversations with them
How to position our Voice, Video and Data Collaboration Sy
proposition
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The History of Collaboration
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Earth
cools
Mobile
Social
Visual
Virtual
Alex G. Bell
ISDN TP
Cisco
New-normal
economics &
technology
UC & SIP
(Microsoft)
H323
IP video
Rvsn
HD
Lifesize
High
Profile
(PLCM)
Culturally Dr
SVC
Vidyo
Technology Driven
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The History of Collaboration
7
Earth
cools
Mobile
Social
Visual
Virtual
Alex G. Bell
ISDN TP
Cisco
New-normal
economics &
technology
UC & SIP
(Microsoft)
H323
IP video
Rvsn
HD
Lifesize
High
Profile
(PLCM)
Culturally Dr
SVC
Vidyo
Technology Driven
COMMUNICATION
COLLAB
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Strong requirement for
dedicated meeting spaces
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Requirement for multiple types
of tools
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R ki i d
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Remote working estimated
64% growth in next three years
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L S Hi h Q lit
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Large Screens, Higher Quality
Audio & IWB Top List
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Chat Question
C t E i t
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Customer EnvironmentKey Drivers
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Many organisations that would
benefit from Collaboration servicesface a difficult balancing act
between competing pressures.
MANAGING RISK ®ULATORY
COMPLIANCE
DRIVING
GROWTHBOOSTINGPRODUCTIVITY
For some this is balancing gro
a drive for greater cost conothers it is the drive fo
productivity while ma
regulatory com
CONTROLLINGCOSTS
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The World of a CIO
CIOs need to move to a more transformational role, using IT as a basis
innovation to give greater competitive advantage. Look at some of the p
facing CIOs in the private and public sectors.
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Handle growing data volume and
complexity
Manage legacy infrastructure
Adopt a robust security posture
Accelerate application
deployment
Integrate legacy estate from
mergers and acquisitions
(private)
Support a mobile workforce
Extract more value from existing
investments
Meet rising expectations
Enhance the user experience
Control capital and operating
costs
Retain sought-after skills
Drive a Digital First strategy
for Public Sector
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The World of the CIO
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Poll Question
The world of the CIO
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The world of the CIOThe need for agility
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SMART Quote / Statistics
The world of the CIO
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The world of the CIOThe need for austerity
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Deliver Innovation More for Less
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Chat Question
The world of the CIO
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The world of the CIOThe need for austerity
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According to a Gartner report, in most cases at least 70% of t
budget is consumed by just keeping the lights on, with only 3
being available for innovation. In some cases this is as low as
is the opposite of what business leaders would like.
Sys. maintenance / ops Innovation
10% 90%
30% 70%
50% 50%
70% 30%
90% 10%
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Buying Centre
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Although identifying the right person may appear complex, lets take a lo
to develop a conversation with CIOs, System Architects, and Heads oCollaboration.
CIO / IT
team
System
ArchitectHead of
Collaboration
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Buying Centre
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Although identifying the right person may appear complex, lets take a lo
to develop a conversation with CIOs, System Architects, and Heads oCollaboration.
CIO / IT
team
System
ArchitectHead of
Collaboration
Integrator?
Questions and Qualification
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Questions and QualificationCIO and IT team
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I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understanthis will mean transforming our meeting spaces to deliver new way
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.
Questions and Qualification
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Questions and QualificationCIO and IT team
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I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understanthis will mean transforming our meeting spaces to deliver new way
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.
What would be a good
opening question for thisperson?
Questions and Qualification
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Questions and QualificationCIO and IT team
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I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understanthis will mean transforming our meeting spaces to deliver new way
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.
How will your financial and
people resources handle the
anticipated increased
demand for meeting
spaces?
Questions and Qualification
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Questions and QualificationCIO and IT team
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I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understanthis will mean transforming our meeting spaces to deliver new way
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.
What balance of your time
is spent keeping the l ights
on in IT, rather than
delivering innovation back
to the business?
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How would you respond?
B. What balance of your t
is spent keeping the l igh
on in IT, rather than
delivering innovation bato the business?
A. How will your financial
and people resourceshandle the anticipated
increased demand formeeting spaces?
Questions and Qualification
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Questions and QualificationCIO and IT team
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I want to shift to a more innovative IT focus to create better user
experiences and services without increasing our costs. I understanthis will mean transforming our meeting spaces to deliver new way
working, using new technology, but we have to maintain our legacy
systems that we are happy with, while were doing that.
What balance of your time
is spent keeping the l ights
on in IT, rather than
delivering innovation backto the business?
Questions and Qualification
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Questions and QualificationSystems Architect
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Its funny, IT can be one of the best tools we have for boosting produ
but it can also be our worst enemy when it doesnt work well. Were o
point of merging our business with another and Im concerned about
we can align our processes while minimising the impact that will hav
productivity.
Questions and Qualification
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Questions and QualificationSystems Architect
30
Its funny, IT can be one of the best tools we have for boosting produ
but it can also be our worst enemy when it doesnt work well. Were o
point of merging our business with another and Im concerned about
we can align our processes while minimising the impact that will hav
productivity.
What would be a good
opening question for thisperson?
Questions and Qualification
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Q QSystems Architect
31
Its funny, IT can be one of the best tools we have for boosting produ
but it can also be our worst enemy when it doesnt work well. Were o
point of merging our business with another and Im concerned about
we can align our processes while minimising the impact that will hav
productivity.
A. How useful would it be to
reduce the risks of IT delivery
through the use of a service
provider?
Questions and Qualification
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Q QSystems Architect
32
Its funny, IT can be one of the best tools we have for boosting produ
but it can also be our worst enemy when it doesnt work well. Were o
point of merging our business with another and Im concerned about
we can align our processes while minimising the impact that will hav
productivity.
B. What are the challenges
you currently face for
integrating mergers and
acquisitions into your
current operations
approach?
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How would you respond?
B. What are the challeng
you currently face for
integrating mergers anacquisitions into your
current operations
approach?
A. How useful would it be to
reduce the risks of IT
delivery through the use of a
service provider?
Questions and Qualification
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Systems Architect
34
Its funny, IT can be one of the best tools we have for boosting produ
but it can also be our worst enemy when it doesnt work well. Were o
point of merging our business with another and Im concerned about
we can align our processes while minimising the impact that will hav
productivity.
B. What are the challenges
you currently face for
integrating mergers and
acquisitions into your
current operations
approach?
Questions and Qualification
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Head of Collaboration
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I am really excited about the prospect of introducing new tools to driv
collaboration. I have seen this happen before, but I am nervous. The boarding process has to minimise any detrimental impact on the eve
workload. This increases the challenge for different business functio
use cases with the resource pressure we have currently.
Questions and Qualification
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Head of Collaboration
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I am really excited about the prospect of introducing new tools to driv
collaboration. I have seen this happen before, but I am nervous. The boarding process has to minimise any detrimental impact on the eve
workload. This increases the challenge for different business functio
use cases with the resource pressure we have currently.
What would be a good
opening question for thisperson?
Questions and Qualification
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Head of Collaboration
37
I am really excited about the prospect of introducing new tools to driv
collaboration. I have seen this happen before, but I am nervous. The boarding process has to minimise any detrimental impact on the eve
workload. This increases the challenge for different business functio
use cases with the resource pressure we have currently.
A. How are you thinking
about the on boarding
process within your
organisation aligned to yourcollaboration platform?
Questions and Qualification
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Head of Collaboration
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I am really excited about the prospect of introducing new tools to driv
collaboration. I have seen this happen before, but I am nervous. The boarding process has to minimise any detrimental impact on the eve
workload. This increases the challenge for different business functio
use cases with the resource pressure we have currently.
.
B. What has been your
biggest challenge with
getting people on board withnew technology?
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How would you respond?
B. What has been your
biggest challenge with
getting people on board new technology?
A. How are you thinking
about the on boarding
process within yourorganisation aligned to yourcollaboration platform?
Questions and Qualification
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Head of Collaboration
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I am really excited about the prospect of introducing new tools to driv
collaboration. I have seen this happen before, but I am nervous. The boarding process has to minimise any detrimental impact on the eve
workload. This increases the challenge for different business functio
use cases with the resource pressure we have currently.
A. How are you thinking
about the on boarding
process within your
organisation aligned to yourcollaboration platform?
Personal Collaboration Platforms
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Our Proposition
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Rich Visual Collaboration Anywhere, Anytime
IMPROVE PRODUCTIVITY x2.2
MAKE FASTER DESCISIONS x2.3
INCREASE INNOVATION x3.1
Voice, Video and Data
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Collaboration Systems
Voice, Video and Data
Collaboration Systems
Interactive DigitalWorkspaces
Digital Capture
Personal Collaboration
PlatformsMeeting Pro Personal
software
SMART Room Systems
SMART interactivedisplays
SMART kapp
Voice, Video and DataC ll b ti S t
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Collaboration Systems
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Disengagement
Inspired Collabora
From and To State
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From and To State
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Disaggregated solutions from
multiple vendors
Visual collaboration used for
specific application spaces only
Different experiences forsupporting different types of
meetings
Turnkey solution from one v
Visual collaboration across a
multitude of spaces
Ability to standardise acrosspurpose spaces, as enables
dimensions of collaboration
How we position
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How we position
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Easy to deploy & manage
How we position
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o e pos t o
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Easy to deploy & manage
Provides standardisation
How we position
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p
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Easy to deploy & manage
Provides standardisation
Enhances & Increases ROI
in UC&C platform
Resources
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4848
NEW Steljes / IDG Connect Whitepaper
SMART Room System
Lync - How to Sell Guide & Sales Enablement
Interactive Share CableFact Sheet Coming Soon
SRS with Meeting ProComing Soon
SRS Product Overview TrainingNEXT BDM Meeting
Resources
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4949
NEW Steljes / IDG Connect Whitepaper
SMART Room System
Lync - How to Sell Guide & Sales Enablement
Interactive Share CableFact Sheet Coming Soon
SRS with Meeting ProComing Soon
SRS Product Overview Training
NEXT BDM Meeting
Resources
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5050
NEW Steljes / IDG Connect Whitepaper
SMART Room System
Lync - How to Sell Guide & Sales Enablement
Interactive Share CableFact Sheet Coming Soon
SRS with Meeting ProComing Soon
SRS Product Overview TrainingNEXT BDM Meeting
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Poll Question
ActionWhat do you need to do next
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What do you need to do next
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Identify the stakeholders in your top two opportunities and what
their key drivers are
Try to open conversations in a more indirect way- role focused,
rather than solution focused
Ensure you attend the next Perfect Pitch Webinar
Challenger Sales 2nd December
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Questions
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Understanding the challenges our customers
Voice, Video and D
Collaboration Syste