1. Unified Communications
Market & Update
Blair Pleasant
COMMfusion LLC and
UCStrategies.com
(707) 324-3104
bpleasant@commfusion.com
www.commfusion.com
www.ucstrategies.com

2. Some Level Setting
Unified Communications is:
A. An oxymoron
B. A new viral dance craze
C. A great name for a band
D. A way for companies to improve business processes,
enhance employee productivity & reduce costs
Correct Answer: D

3. UC: Communications Integrated to
Optimize Business Processes
UC-U: User Productivity UC-B: Business Process
Helping individual users Enhancing business processes
manage their communications with integrated communications

4. UC – Tying it All Together
Linking to the Right Resource at the Right Time
Application Areas – Contact Center
Video IM SMS
Voice Email
Fax UM
Call Collaboration Social
Messaging Mobility Media
Control &
Conferencing
IM, voice mail, Mobile Extension IP-PBX Collaborative workspaces Public &
email, UM, One # reach VoIP Doc sharing/repository Private
fax, FMC
Presence
Integration to Business Processes

5. Some Changes We’ve Seen
• Focus on use cases – not “speeds & feeds”
• Solution selling - finally
• Everyone offering Cloud, Hosted
• More options for SMBs
• Integration with contact center

6. Changes According to the Channel
“We’ve seen a big change in the past 6 months. People finally
understand that there’s not just cost, but also a benefit to UC - time
savings in mobile apps, click to call, video, etc.”
“I’m seeing a real bifurcation – customers who get UC and are pushing
the envelope for video. Others are stuck and haven’t been able to find
the business driver or articulate the value.”
“Up until now, people didn't know what the compelling use cases were.
Now it’s about mobile workers.”
Source: UCStrategies UC Channel Study, March 2013

7. Trends Behind UC Market Growth
Virtual Workforce
Consumerization of IT
New Meeting Experiences
Desktop Video on the Rise

8. Evolution of UC

9. Collaborative Communications
Types & Tools
Voice, Text,
Video, Web,
Conferencing

10. A Look at the UC Market
Numbers and More…

11. How Much UC Growth Do You
Expect in Next 12 Months?
30%
25%
20%
15%
10%
5%
0%
negative 0% to 2% 2% to 5% 5% to 10% 10% to 15% 15% to 20% over 20%
growth
Source: UCStrategies UC Channel Study, March 2013

12. What I’m Seeing
• IM/presence everywhere – but silo’d
• Big price drops
– UC bundled with call control, free clients
– Good for customers, but not vendor revenues
• CEBP? Still not that much
• Prof Services? Oh yeah!

13. Measuring the Market
VoIP/
Call Control
UM
Presence/ UC Conf/
IM
Collab

14. Total vs. Net Revenues ($M)
25000
20000
15000
Total (UC
10000 Capable)
Net (True)
5000
0
2012 2013 2014 2015 2016
Source: COMMfusion LLC & UCStrategies 2012

15. Net (True) UC Revenues ($M)
Net (True) UC Market
9000
8000
7000
6000
Other*
5000 Call Control/switch
$M
4000 IM/Presence/ UC Server
Conf/Collab
3000
Unified Messaging
2000
1000
0
2012 2013 2014 2015 2016
Source: COMMfusion LLC & UCStrategies 2012

16. 45000
UC Seats Shipped (K)
40000 38778.451
35000 33124.86
30000 28510.334
25000 23885.519
20394
20000
15000
10000
5000
0
2012 2013 2014 2015 2016
Source: COMMfusion LLC & UCStrategies 2012

17. Drivers Behind UC Growth
Enable
Reduce Reduce Customer
Mobile
Costs Time to X Service
Workers
Video Collaboration Mobile Single #
conferencing tools Extension reach
Presence & Single #
CEBP Click to reach Expert Agent
Connect

18. UC Techs Offering Most Promise
30%
25%
20%
15%
10% #1 Choice
#2 Choice
5%
0%
Source: UCStrategies UC Channel Study March 2013

19. Cloud/Hosted Services
Image: FreeDigitalPhotos.net

20. Inhibitors to UC Adoption
Interoperability,
Product 11% Hard to estimate
maturity, 7% ROI, 21%
Requires rip &
replace, 9%
Cost/Lack of
budget
40%
Source: UCStrategies UC Channel Study, March 2013

21. Adoption Challenges
• “Without clear long-term visions, it can be tough to get these
projects approved.”
• “Lack of clarity of vendor long-term direction. Vendors seem to
be all over the map with a great story then some buzz word
technology comes and it is "SQUIRREL!!!"
• “Customers must see clear value in not just the hardware and
services costs, but the cost to changing the way they do
business. That is where the real value is ultimately seen, but
it’s very hard to show that changing the way they do business
is ultimately required to stay competitive.”
Source: UCStrategies UC Channel Study March 2013

22. A Look at the Players
Telephony/ Messaging/ Application Conference/ Mobility SPs/Hosted Other
Switch* Presence/ & Portal (Partial List)
Search * Vendors Collab/Vide
o
Aastra AOL Oracle/Siebe Avaya/Radvisi Apple 8x8 Devices and
ADTRAN IBM l on Blackberry AT&T Headsets:
ALU Google SAP Blue Jeans Google Telstra Plantronics
Salesforce Cisco/Tandbur Verizon Jabra
Avaya Microsoft Nokia Orange Logitech
Cisco Yahoo SugarCRM g Motorola CallTower Jawbone
Digium Lifesize Microsoft BizCom Sennheiser
eZuce UM & More: Vertical apps Magor Samsung Alteva Polycom
Inter. Intell. AVST Polycom Aptela snom
Sonexis Broadsoft
Mitel Esna Cypress Acme Packet
NEC Oracle
Fonality Audiocodes
ShoreTel Vidyo gUnify Dialogic
Siemens Vidtel IntelePeer Sonus
Toshiba RingCentral
Skype Packet 8
Zeacom Smoothstone Professional
Zultys *In multiple categories Google Services/SIs
Simple Signal
Many others…

23. A Look to the Future - What’s in Store
WebRTC
Mobile devices
supplant deskphones
Virtual workplaces
More options
Battle for leadership for SMBs
Hybrid
BYOD  CYOD Cloud/Premise
Battle for Channel
Presence everywhere Social everywhere
COMMfusion LLC

24. Final Thoughts
UC is a vision or
philosophy that
leads to solutions -
it is not a product!
COMMfusion LLC

25. Thank You
Blair Pleasant
COMMfusion LLC
UCStrategies.com
Blair Pleasant
bpleasant@commfusion.com
COMMfusion LLC & UCStrategies.com
707-538-4368
Follow me on twitter @blairplez
bpleasant@commfusion.com
www.ucstrategies.com
twitter @blairplez
www.ucstrategies.com
www.commfusion.com