Biamp Award Write Up

2018 Global Installed Audio Conferencing Endpoint
Company of the Year Award
2018

BEST PRACTICES RESEARCH
© Frost & Sullivan 2019 2 “We Accelerate Growth”
Contents
Background and Company Performance ...................................................................... 3
Industry Challenges............................................................................................ 3
Visionary Innovation & Performance and Customer Impact....................................... 4
Conclusion ........................................................................................................ 6
Significance of Company of the Year ........................................................................... 7
Understanding Company of the Year ........................................................................... 7
Key Benchmarking Criteria .................................................................................. 8
Best Practices Award Analysis for Biamp...................................................................... 8
Decision Support Scorecard ................................................................................. 8
Visionary Innovation & Performance ..................................................................... 9
Customer Impact ............................................................................................... 9
Decision Support Matrix .................................................................................... 10
Best Practices Recognition: 10 Steps to Researching, Identifying, and Recognizing Best
Practices............................................................................................................... 11
The Intersection between 360-Degree Research and Best Practices Awards.................... 12
Research Methodology ...................................................................................... 12
About Frost & Sullivan ............................................................................................ 12

Background and Company Performance
Industry Challenges
As meetings become shorter and more frequent, small-sized huddle rooms are becoming
more relevant to users. Although some businesses are still investing in audio video (AV)
solutions for their large meeting spaces, the majority are prioritizing spend on equipping
huddle rooms with AV technologies.
Frost & Sullivan research finds that most users prefer budget-friendly, do it yourself
components in huddle spaces, which leads to the accelerated adoption of entry-level
tabletop audio conferencing endpoints. In cases where enterprises have significant
investment in VoIP capabilities, deployments include high-end IP tabletop audio
conferencing endpoints in huddle spaces. However, both these tabletop endpoints,
characterized by small form-factors, are packed with digital signal processing (DSP)
chipsets, microphones, and speakers (among other components) on a single device. This
all-in-one nature of tabletop endpoints pose some challenges for more demanding users
that need advanced features such as acoustic echo cancellation, noise-filtering, signal
amplification, mixing, and gating. These features constitute the core capabilities of stand-
alone DSPs which, when coupled with microphones, are the essential components of
installed audio conferencing systems. The compelling role played by these installed audio
conferencing systems often cannot be matched by tabletop endpoints in terms of audio
quality and intelligibility in huddle rooms. Therefore, DSPs have evolved outside of the
boardroom environment to establish a presence in huddle rooms to provide a better user
experience.
Despite meetings shifting towards huddle rooms, there will be continued demand for
installed audio conferencing devices to satisfy requirements in medium to large meeting
spaces. In addition, the need to integrate intelligible audio with video, coupled with the
ability to monitor and control all the AV components centrally, is becoming increasingly
significant. There are, however, some challenges associated with the expectation that
installed audio conferencing endpoints will play a complementary role to video
conferencing endpoints. Today, the deployment of siloed audio video and control (AVC)
platforms is expensive and time-consuming. Further, video payloads are much greater
than audio, meaning that video streams must be effectively streamlined and intelligently
managed to reduce network congestion.
In addition, IT departments are increasingly responsible for AV deployments. Given this
shift in responsibility, IT administrators are often challenged to acquaint themselves with
the intricacies of AV equipment. Frost & Sullivan research finds that the lack of IT-friendly
AV platforms is a leading cause of IT administrator frustration.
Biamp has successfully transformed the audio and video meeting experience in the face of
these challenges. By remaining innovation- and customer-focused, it has proven more

effective than the competition in addressing changing market expectations and is well
situated for continued success.
Visionary Innovation & Performance and Customer Impact
Biamp’s Rich Heritage in Audio Distribution
Biamp’s success in the installed audio conferencing industry stems from its recognition of
changing technology trends and market dynamics. Participating in the market for over 42
years, Biamp has gained significant technical expertise and a rigorous understanding of
customer pain points in the installed audio conferencing space.
With a strong focus on delivering natural-sounding conversations and superior voice
quality, Biamp has remained at the forefront of technological innovation. Drawing on its
strength in research and development (R&D), Biamp has developed a variety of DSPs to
cater to different use cases such as airports, auditoriums, courtrooms, public and private
meeting spaces, houses of worship, and convention centers. In particular, Biamp has
carved out a niche in meeting spaces of various sizes. Biamp’s conferencing endpoint
portfolio includes Audia®, Devio®, Nexia® and the Tesira® platform series of products;
as well as Vocia®, their powerful emergency communication and paging system. Across
this product portfolio, Biamp provides DSP configuration flexibility – spanning centralized,
distributed, hybrid and decentralized options – depending on room layouts and the
network configuration implemented by enterprises. In addition, Biamp products comply
with multiple audio transport protocols such as AVB, CobraNet™, and Dante®
.
Biamp’s customer testimonials regularly highlight an excellent customer experience, and
trust in product quality and the clear return on investment (ROI) the company provides.
A Forward-thinking DSP for Huddle Spaces
Today, enterprises increasingly prefer open floor plans and build out huddle spaces in
order to nurture brainstorming and collaboration among employees. Users want to be able
to walk into any room at any time and start a meeting at the click of a button from any
device. Frost & Sullivan research finds that there are currently 32.4 million huddle room
spaces in offices worldwide. The rise in huddle rooms is making meeting spaces more
accessible, with the average ratio of people to huddle spaces being 10:1; this compares to
75:1 for more traditional meeting room arrangements. Frost & Sullivan expects this ratio
to further decrease to 5:1 in 5 years. In addition to audio, enterprises increasingly seek to
video-enable huddle rooms. While robust audio and engaging video collaboration are key
aspects in meetings, the majority of these spaces are not equipped with the right
technology to achieve the optimum and most natural collaborative experience.
Visualizing these challenges at a very early stage, Biamp launched the Devio CR-1 in
January 2016, one of the first DSP to target AV signal processing needs in huddle rooms.
Devio is an integrator- and end user-friendly platform that allows users to easily connect

their laptops with multiple in-room devices including displays, microphones, loudspeakers
and other peripherals through a single USB interface. In addition to audio, Devio also
processes video signals over USB, thus supporting the increasing shift toward software-
codec based conferencing services.
These hubs are bundled with their innovative and award-winning Beamtracking™
microphones, available in either a desktop or ceiling (pendant) form factor. Each
Beamtracking microphone includes three 120-degree zones that provide full, 360-degree
coverage of the meeting space. In contrast to traditional beamforming microphones,
Biamp’s microphone solution tracks users’ voices as they move around the space, rather
than limiting them to a specified, predefined coverage zone in a meeting space. Other key
features of the Devio platform include acoustic echo cancellation (AEC) and automatic gain
control (AGC), enabling users to enjoy a natural collaborative experience rather than
focusing on the technology deployed in the room.
Building on the strong foundation of the Devio CR-1, Biamp made two new product
announcements in early 2018. The Devio SCR-20 and the Devio SCR-25 provide enhanced
video distribution capabilities and support for Bluetooth® wireless technology. Biamp
began shipping these new products in Q2 2018.
Networked Media Systems for Converged AV Needs
Enabling audio, video, and control platforms to synchronize harmoniously has been a
growing challenge for system integrators and IT alike. Today, integrators need specialized
skill sets to develop bespoke solutions based on disparate AVC platforms, making the
deployment of multi-vendor AVC platforms less attractive. Foreseeing this issue and
drawing on its prowess in developing networked-audio platforms, Biamp introduced
TesiraLUX™, an AVB/TSN-based video distribution platform. Together with the rest of the
Tesira platform, TesiraLUX can process and transport AV signals with minimal network
transit latency on converged networks rather than necessitating dedicated AV networks.
With its ability to efficiently integrate AV signals based on bandwidth availability,
TesiraLUX is one of the few products on the market today with automated lip sync and
flexible signal path management.
Thus, the Tesira networked media platform offers a single solution for all media streams,
creating a true mixed-media network. Similarly, the combined AVC platform greatly
reduces the hands-on time of system integrators as TesiraLUX uses the same design
software as the rest of the Tesira platform.
Right Product, Process, and People set Biamp on a Strong Growth Trajectory
Biamp adopts an innovation-focused roadmap by building products with leading-edge
features and functionalities. The company regularly assesses customer pain points and
incorporates the resultant insights into new product development efforts. In June 2018,
Biamp added two new products to its portfolio:

 SageVue™, a web-based monitoring and management tool that allows users to
monitor and manage all Devio and Tesira devices deployed on a network.
 Tesira EX-UBT, an AVB USB expander with Bluetooth capability for the Tesira
platform. This Power-over-Ethernet (PoE) USB expander greatly simplifies
installations and also provides an easy way to introduce background music into the
AV system.
In terms of human capital, Biamp recruits and retains top talent that executes the
company’s vision of innovating communications by connecting people through
extraordinary audio and visual experiences. Biamp’s growing list of distributors and a vast
network of channel partners help the company to deliver AV solutions that address the
needs of both the integrator and end user communities.
Through a well-honed product innovation strategy and a highly adept employee and
channel base, Biamp continued to demonstrate strong financial performance in 2017
despite sluggish market conditions in the installed audio conferencing space. The
company’s performance is fueled by its strong foothold in the corporate, government,
hospitality, and education verticals.
Based on Biamp’s significant achievements and strong growth potential, private
investment firm Highlander Partners acquired Biamp in November 2017. Under the new
leadership of President, CEO and Co-Chairman Rashid Skaf, Biamp is rapidly realigning
with its parent company’s vision of expanding into more use cases and new markets
through both organic expansion and the acquisition of complementary businesses. For
more than 42 years, Biamp has been a globally recognized leader in the installed audio
space. The acquisition of Biamp by Highlander Partners further bolsters its brand value.
Conclusion
Biamp holds strong customer mindshare for its product quality in the installed audio
conferencing endpoint market. For a broad and compelling AVC solution portfolio and a
reputation for delivering significant customer value, Biamp has earned Frost & Sullivan’s
2018 Company of the Year Award.

Significance of Company of the Year
To receive the Company of the Year Award (i.e., to be recognized as a leader not only in
your industry, but among your non-industry peers as well) requires a company to
demonstrate excellence in growth, innovation, and leadership. This kind of excellence
typically translates into superior performance in three key areas: demand generation,
brand development, and competitive positioning. These areas serve as the foundation of a
company’s future success and prepare it to deliver on the two criteria that define the
Company of the Year Award (Visionary Innovation & Performance and Customer Impact).
Understanding Company of the Year
As discussed above, driving demand, brand strength, and competitive differentiation all
play a critical role in delivering unique value to customers. This three-fold focus, however,
must ideally be complemented by an equally rigorous focus on Visionary Innovation &
Performance to enhance Customer Impact.

Key Benchmarking Criteria
For the Company of the Year Award, Frost & Sullivan analysts independently evaluated
two key factors—Visionary Innovation & Performance and Customer Impact—according to
the criteria identified below.
Visionary Innovation & Performance
Criterion 1: Addressing Unmet Needs
Criterion 2: Visionary Scenarios through Mega Trends
Criterion 3: Implementation Best Practices
Criterion 4: Blue Ocean Strategy
Criterion 5: Financial Performance
Customer Impact
Criterion 1: Price/Performance Value
Criterion 2: Customer Purchase Experience
Criterion 3: Customer Ownership Experience
Criterion 4: Customer Service Experience
Criterion 5: Brand Equity
Best Practices Award Analysis for Biamp
Decision Support Scorecard
To support its evaluation of best practices across multiple business performance
categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool
allows our research and consulting teams to objectively analyze performance, according to
the key benchmarking criteria listed in the previous section, and to assign ratings on that
basis. The tool follows a 10-point scale that allows for nuances in performance evaluation.
Ratings guidelines are illustrated below.
RATINGS GUIDELINES
The Decision Support Scorecard is organized by Visionary Innovation & Performance and
Customer Impact (i.e., these are the overarching categories for all 10 benchmarking
criteria; the definitions for each criterion are provided beneath the scorecard.). The
research team confirms the veracity of this weighted scorecard through sensitivity
analysis, which confirms that small changes to the ratings for a specific criterion do not
lead to a significant change in the overall relative rankings of the companies.

The results of this analysis are shown below. To remain unbiased and to protect the
interests of all organizations reviewed, we have chosen to refer to the other key
participants as Competitor 2 and Competitor 3.
Measurement of 1–10 (1 = poor; 10 = excellent)
Company of the Year
Visionary
Innovation &
Performance
Customer
Impact Average Rating
Biamp 9.8 9.6 9.7
Competitor 2 8.4 8.8 8.6
Competitor 3 7.8 8.8 8.3
Criterion 1: Addressing Unmet Needs
Requirement: Implementing a robust process to continuously unearth customers’ unmet
or under-served needs, and creating the products or solutions to address them effectively
Criterion 2: Visionary Scenarios through Mega Trends
Requirement: Incorporating long-range, macro-level scenarios into the innovation
strategy, thereby enabling “first-to-market” growth opportunity solutions
Criterion 3: Implementation of Best Practices
Requirement: Best-in-class strategy implementation characterized by processes, tools, or
activities that generate a consistent and repeatable level of success.
Criterion 4: Blue Ocean Strategy
Requirement: Strategic focus on creating a leadership position in a potentially
“uncontested” market space, manifested by stiff barriers to entry for competitors
Criterion 5: Financial Performance
Requirement: Strong overall business performance in terms of revenues, revenue growth,
operating margin, and other key financial metrics
Customer Impact
Criterion 1: Price/Performance Value
Requirement: Products or services offer the best value for the price, compared to similar
offerings in the market.
Criterion 2: Customer Purchase Experience
Requirement: Customers feel they are buying the most optimal solution that addresses
both their unique needs and their unique constraints.
Criterion 3: Customer Ownership Experience
Requirement: Customers are proud to own the company’s product or service and have a
positive experience throughout the life of the product or service.

Criterion 4: Customer Service Experience
Requirement: Customer service is accessible, fast, stress-free, and of high quality.
Criterion 5: Brand Equity
Requirement: Customers have a positive view of the brand and exhibit high brand loyalty.
Decision Support Matrix
Once all companies have been evaluated according to the Decision Support Scorecard,
analysts then position the candidates on the matrix shown below, enabling them to
visualize which companies are truly breakthrough and which ones are not yet operating at
best-in-class levels.
High
Low
Low High
C
us
to
m
er
I
m
pa
ct
Biamp
Competitor 3
Competitor 2

Best Practices Recognition: 10 Steps to Researching,
Identifying, and Recognizing Best Practices
Frost & Sullivan analysts follow a 10-step process to evaluate Award candidates and
assess their fit with select best practice criteria. The reputation and integrity of the
Awards are based on close adherence to this process.
STEP OBJECTIVE KEY ACTIVITIES OUTPUT
1
Monitor,
target, and
screen
Identify Award recipient
candidates from around the
globe
 Conduct in-depth industry
research
 Identify emerging sectors
 Scan multiple geographies
Pipeline of candidates who
potentially meet all best-
practice criteria
2
Perform
360-degree
research
Perform comprehensive,
360-degree research on all
candidates in the pipeline
 Interview thought leaders
and industry practitioners
 Assess candidates’ fit with
best-practice criteria
 Rank all candidates
Matrix positioning of all
candidates’ performance
relative to one another
3
Invite
thought
leadership in
best
practices
Perform in-depth
examination of all candidates
 Confirm best-practice criteria
 Examine eligibility of all
candidates
 Identify any information gaps
Detailed profiles of all
ranked candidates
4
Initiate
research
director
review
Conduct an unbiased
evaluation of all candidate
profiles
 Brainstorm ranking options
 Invite multiple perspectives
on candidates’ performance
 Update candidate profiles
Final prioritization of all
eligible candidates and
companion best-practice
positioning paper
5
Assemble
panel of
industry
experts
Present findings to an expert
panel of industry thought
leaders
 Share findings
 Strengthen cases for
candidate eligibility
 Prioritize candidates
Refined list of prioritized
Award candidates
6
Conduct
global
industry
review
Build consensus on Award
candidates’ eligibility
 Hold global team meeting to
review all candidates
 Pressure-test fit with criteria
 Confirm inclusion of all
eligible candidates
Final list of eligible Award
candidates, representing
success stories worldwide
7
Perform
quality check
Develop official Award
consideration materials
 Perform final performance
benchmarking activities
 Write nominations
 Perform quality review
High-quality, accurate, and
creative presentation of
nominees’ successes
8
Reconnect
with panel of
industry
experts
Finalize the selection of the
best-practice Award recipient
 Review analysis with panel
 Build consensus
 Select winner
Decision on which company
performs best against all
best-practice criteria
9
Communicate
recognition
Inform Award recipient of
Award recognition
 Announce Award to the CEO
 Inspire the organization for
continued success
 Celebrate the recipient’s
performance
Announcement of Award
and plan for how recipient
can use the Award to
enhance the brand
10
Take
strategic
action
Upon licensing, company
able to share Award news
with stakeholders and
customers
 Coordinate media outreach
 Design a marketing plan
 Assess Award’s role in future
strategic planning
Widespread awareness of
recipient’s Award status
among investors, media
personnel, and employees

The Intersection between 360-Degree Research and Best
Practices Awards
Research Methodology
Frost & Sullivan’s 360-degree research
methodology represents the analytical
rigor of our research process. It offers a
360-degree view of industry challenges,
trends, and issues by integrating all seven
of Frost & Sullivan's research
methodologies. Too often companies make
important growth decisions based on a
narrow understanding of their
environment, leading to errors of both
omission and commission. Successful
growth strategies are founded on a
thorough understanding of market,
technical, economic, financial, customer,
best practices, and demographic analyses.
The integration of these research
disciplines into the 360-degree research
methodology provides an evaluation
platform for benchmarking industry participants and for identifying those performing at
best-in-class levels.
About Frost & Sullivan
Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth
and achieve best-in-class positions in growth, innovation, and leadership. The company's
Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined
research and best practice models to drive the generation, evaluation, and implementation
of powerful growth strategies. Frost & Sullivan leverages more than 50 years of
experience in partnering with Global 1000 companies, emerging businesses, and the
investment community from 45 offices on six continents. To join our Growth Partnership,
please visit http://www.frost.com.
360-DEGREE RESEARCH: SEEING ORDER IN
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