UC Vendor Landscape presented at UC Summit 2014.

1. UCC Vendor Landscape
2014
Dave Michels Marty Parker Blair Pleasant
TalkingPointz UniComm Consulting COMMfusion
www.TalkingPointz.com www.UniCommConsulting.com www.COMMfusion.com
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2. UC Summit 2014
Landscape:
Engines, Appliances, Networks, Apps
UC Engines
& UX
UX Devices Collab.
End Points & Apps
Mobility Devices
Carriers
Gateways
& Networks
ALU
Avaya
AVST
Cisco
Digium
Esna
ININ
Mitel
NEC
Shoretel
Unify
Zeacom
/Enghouse
8x8
Thinking
Phones
West
HP
Jabra
Jawbone
Logitech
Plantronics
Polycom
Sennheiser
Snom
Cisco Video
Logitech
Polycom
Radvision
Sonexis
Vidyo
Adobe
Cisco (WebEx)
Citrix
Dolby
Google
Interwise
Microsoft
Skype
Zoom
Apple
Google
(many brands)
Microsoft
(Nokia)
RIM
(US list only)
ATT
Level 3
Sprint
T-Mobile
Verizon
+ Many others
AudioCodes
Avaya
Cisco
Extreme
HP
Oracle
Sonus
B

3. Strengths
• Global footprint
• Increased Asian
presence
• SP + enterprise skills
• Strong Network portfolio
– voice and data
Challenges
• N. American presence
• Change with
new ownership?
• New branding inevitable
• SDN/UC
• Profitability
• Continued innovation?
B

4. What's New
• SOLD! Huaxin Private Equity. ALUE Only
• Focusing on OpenTouch
• OpenTouch Suite for Cloud - Cloud service thru
partners: US ICON
• New line of endpoints
• Platform expansion, 5k users
• New UX Clients
B

5. Strengths
• Large installed base
• Contact Center
Leadership
• Broad portfolio (SMB,
enterprise, video,
networking)
• Session Manager
• DevConnect partners
• Managed services –
growing 100% YoY
Challenges
• Multiple product lines,
UX clients
• Customer Retention
• Debt & financial outlook
• Direct cloud SMB sol-
ution bypasses channel
• Overcoming past
channel conflict issues
M

6. What's New
• Focus on mid-market, IP Office expansion
• New cloud (managed) strategy aimed at SPs
- UCaaS, CCaaS, VaaS
• New Managed Service aimed at mid market and
contact centers
• Intent to consolidate UX software clients
M

7. Strengths
• Dominant network share
• Comprehensive portfolio
• Leading IP Tel share
• Leading video position
• Strong distribution &
channel
• Cloud platform and
carrier partners
• Innovative marketing
BE6K, UCL pricing, etc.
• Competitive culture
Challenges
• Plateau in IP Tel sales
• Decline in Telepresence
• Slow SP cloud (HCS –
managed) sales
• Video adoption rate
• Microsoft, IBM & Google
• HP, Dell & Huawei
• New focus on IoT
• Networking at heart
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8. What's New
• Video room innovations
• SpeakerTrack Experience
• Expressway: no VPN; Lync integration
• Lower cost room systems
• Enterprise Subscription agreements
• Cisco Intercloud initiative
• Cloud-centric UC roadmap, too
• WebRTC and free OpenH264
• Increased focus on HCS
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9. Strengths
• (Switchvox)
• Turnkey, simple, all-in-
one solution
• Enterprise-like features at
low cost
• Simplified SIP phones
• Low cost cloud service
Challenges
• Digium is open source
company, but Switchvox
is proprietary
• Software-based solution
only sold as an appliance
• Generally confined to
SMB; limited scalability
• Small, privately owned
company
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10. What's New
• Switchvox hosted CCTR
• Very successful with its own phones
• Digium decreasing relevance
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11. Strengths
• Strong social business
offerings and vision
• Ability to execute on UC
as CEBP in verticals
• Large base of
IM/presence, e-mail
• Prof. services, account
management
• IBM brand and large
enterprise account base
Challenges
• Lotus brand disappearing
• Lack of UC market share
• No enterprise voice or
call center products
• Weak SMB penetration
• Poor track record with
Voice
• Needs partners for full
voice capabilities
M

12. What's New
• IBM Connections Suite
• SmartCloud portfolio
• IBM Social Business Enterprise Strategy Accelerator
• Less relevant in UC technologies
M

13. Strengths
• All in one solution; ease
of implementation and
management
• Successful cloud
offerings - CCaaS
delivery model
• Business/Communication
process automation
• Microsoft alliance for UC
Challenges
• All-in-one solution difficult
to operate in mixed
environment
(no best of breed)
• Perceived as contact
center vendor
• Limited UC capabilities –
e.g. for conferencing,
collaboration, video
B

14. What's New
• CaaS Small Center
• eCommerce website
• Interaction Mobilizer
• Acquisition of OrgSpan
B

15. Strengths
• Leader in IM/presence, e-
mail, productivity apps
• Growing UC share in on-
prem E.V. shipments
• Office 365 cloud UC
• Ecosystem strength
• Free Microsoft Live & Skype
• Distinct pricing models
• CEBP success (behind the scenes)
Challenges
• Lync E.V. adoption rates
• Lync as PBX (if an issue)
• Multi-vendor solutions –
Channel voice skills/focus
• IP PBX, Video Interop’n
• Google, IBM, Apple
• Office 365 E.V. options
• 3rd party contact centers
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1

16. Slide 15
1 innovation? really?
Blair Pleasant, 4/22/2014

17. What's New
• New CEO
• Gurdeep is back
• Skype Integration - voice, video, …
• SIP phones (Snom and Polycom)
• Lync Online with PSTN - 2015
• Possible analytics emphasis
• “Universal Communications”
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18. Strengths
• Merger-driven growth:
doubled revenue, more
internat’l, new platforms
• Virtualization leader -
Server & desktop
virtualization – leads to
low TCO
• Strong hosted offering
• Managed service
offerings
Challenges
• Product alignment with
Aastra
• Brand awareness –
perceived as voice and
hospitality
• Channel not as savvy as
product requires
• No Distribution Partner
mindshare
• Profitability
D
2

19. Slide 17
2 is this really an issue? don't nec need distn
Blair Pleasant, 4/22/2014

20. What's New
• Acquisitions (Aastra, Oiasys, PraiieFyre, Telepo)
• Mitel MiVoice endpoint (v2)
• Vidyo Partnership (prem and hosted)
• Significant growth in hosting (retail, wholesale, platforms, private
clouds)
• Complete suite of services: (managed services, PF, PaaS, network,
OpEx models
• Hybrid Cloud Options
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21. Strengths
• Vertical industry focus
• Dealer-friendly cloud
service
• Products available
worldwide
• “#1 Global line share”
• Appliance packaging
• Reputation
• Hospitality and higher ed
• Top to bottom Solution
Challenges
• Marketing
• Revamping portfolio to
“3C” - broader skill sets
required in channel
• No Distribution Partner
• Video
M

22. What's New
• 3C hosted for verticals
• Hybrid premises-cloud offerings
• SDN will be key focus with networking portfolio
• Significant updates on SV imminent
• New CEO in NEC America
• 3C is JITC Certified for military grade security
M

23. Strengths
• Cloud offering – M5
• Customer sat
• High Net Promoter Score
• Sales and Marketing
• Simple deployment and
management
• Mobility
Challenges
• Two Platforms
• Profitability
• Merging & onboarding
channels
• International distribution
• Video
• Server virtualization
• Keeping it simple with
added features
B

24. What's New
• Closer integration between Sky and Premises
• 400 Series IP Phone
• Channel programs
• New management team
• Virtualization
• Significant focus on engineering
• Steady growth of cloud
B
3

25. Slide 22
3 when is the announcement?
Blair Pleasant, 4/22/2014

26. Strengths
• Global customer base
• Open design:
architecture, standards
• Fusion – for integrating
3rd party apps
• Mature managed cloud
offering
• Aggressive pricing
• Innovation in UC:
Ansible, analytics, et al.
Challenges
• Market and mindshare in
N. America
• Channel in N. America
• Private equity backing
• New Management
M

27. What's New
• New Leadership (many from Westcon)
• New Name, Branding, Marketing
• The ‘New Way To Work’
• BT Partnership
• Ansible
• Ansible
• Ansible
M

28. Overall Trends
• Cloud/Managed
• Video
• Mobility: BYOD
• New Endpoints
• Midmarket push
• Whether moving up-
or down-market
• Simpler Bundling
• Simpler themes
• UC = voice, presence,
video, and mobile
• Verticals, Analytics
• Non-traditional Options
• Subscription model
BDM

29. Cloud Observations
• Expanding appeal
• SMBs
• Segments of large
enterprises
• Strategic/tactical choice for
larger enterprises
• Acceptance increased by
other cloud services
• Serves preference for OpEx
• Though cloud TCO is higher
• Adoption continues to grow
• Expect more Hybrid options
• From simple to complex
• Will become preferred for
security and reliability
• Customers will demand more
integration options, APIs,
customization capabilities.
• More choices are coming
• Q: Adopt now, or wait?
Market Dynamics Service Evolutions
DMB

30. UCC Vendor Landscape
2014
Dave Michels Marty Parker Blair Pleasant
TalkingPointz UniComm Consulting COMMfusion
www.TalkingPointz.com www.UniCommConsulting.com www.COMMfusion.com
Thank you!
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