Andy miller scan source communications 2011 north america partner conference

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Andy miller scan source communications 2011 north america partner conference

  1. 1.
  2. 2. Intellectual Property<br />All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.<br />* Copyright © 2011.  All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.<br />ScanSource, Inc. Confidential<br />
  3. 3. Andy MillerPresident and CEO<br />
  4. 4. ScanSourcePolycom Global Distributor of the Year<br />Scansource<br />Global Distribution Partner<br />
  5. 5. Make it possible for millions of people to use video collaboration as their preferred method of communicating – easily, reliably and securely – regardless of network, carrier, protocol, application or device.<br />Our Vision<br />
  6. 6. Only through open standards and native interoperability can all these disparate parts work together seamlessly.  <br />Our Unique Approach<br />
  7. 7. Industry Trends Driving Video Adoption and UC<br /><ul><li>Freedom to Work from Anywhere
  8. 8. Explosion in Mobile Devices
  9. 9. Social Networking
  10. 10. Time and Economic Pressure for Efficient Travel
  11. 11. Mission Critical Need to Connect Face to Face in RealTime To:</li></ul>Accelerate innovation<br />Speed decision making<br />Drive Customer Intimacy<br />Outpace the Competition<br />
  12. 12. Huge Market Opportunity<br />$17B <br />Growing to by 2015 (Gartner 2011)<br />UC InfrastructureMarket<br />60M<br />60M tablets sold in 2011 900M tablets and 1B+smartphones by 2015<br />Mobility<br />900M<br />1B+ <br />$ “80% of Fortune 100 deploying iPad and iPhones”<br />$41B <br />$241B <br />$5B <br />$41Btoday to $241Bby 2020; $5B for hosted UC “By 2012, 40% of enterprises will adopt a blend of cloud and premises-based delivery options to meet UC needs.”<br />Cloud Delivery<br />750M<br />750 on Facebook   Business social platforms will grow 400% to $3 billion in 2015<br />Social Connectedness<br />400% <br />
  13. 13. The Time is Now!<br />“What are your firm’s plans to adopt the following video technologies?”<br />Interested, but no plans<br />Implemented<br />Planning to implement<br />Desktop videoconferencing<br />28%<br />29%<br />27%<br />Traditional room-based videoconferencing<br />51%<br />9%<br />13%<br />Enterprise IP video for internal use(e.g., training, demos<br />25%<br />19%<br />27%<br />HD room-based videoconferencing<br />27%<br />16%<br />27%<br />Telepresence<br />16%<br />13%<br />32%<br />Base: 1,992 IT decision-makers responsible for network and telecom technology and/or services<br />Source: Enterprise and SMB Networks and Telecommunications Survey, North America and Europe, Q1 2010<br />
  14. 14. Winning Together: Polycom + ScanSource<br />SME<br />Enterprise<br />State<br />End User<br />Reseller<br />Solution<br />Polycom RealPresence Platform and Microsoft Lync<br />Polycom RealPresence Platform and Microsoft Lync<br />Polycom RealPresence Platform<br />
  15. 15. 7 Differentiators for Winning Together<br />Polycom Solutions are Easy to Use<br />1<br />Open Standards and Interoperable<br />2<br />Best TCO: Up to 50% less bandwidth<br />3<br />4<br />Backwards and forwards compatible<br />5<br />Range of solutions (immersive, room, desktop, mobile) /delivery options (cloud and premises based)<br />Backwards and forwards compatible<br />6<br />7<br />Software Platform embraced and extended by a broad ecosystem for the most complete UC solution – channel and POCN partners<br />
  16. 16. Polycom Software Strategy: Putting the “Unified” in Unified Communications<br />With The PolycomRealPresence Platform <br />
  17. 17. UC Investments must work together<br />Customers want choice: multi-vendor, best-of-breed products<br />Investment protection<br />For legacy products vs. forklift upgrades – backward compatibility required<br />For new standards, protocols, applications, devices – forward compatibility required<br />No one-size-fits-all delivery<br />Premises, hosted, cloud options required<br />Mobility and Social Networking require cloud-based delivery of video services<br />Single management solution for IT<br />To provision, deliver and monitor video solutions from mobile to desktop to room systems<br />Customer Pain Driving Need for a Platform<br />
  18. 18. Polycom: From Platform to Endpoints<br />Web Conferencing<br />VideoCollaboration<br />Social<br />IM/Presence<br />Call Control<br />Mobility<br />Other Apps?<br />Polycom® RealPresence™ Platform<br />Services<br />Virtualization Management<br />Universal Access and Security<br />Video ResourceManagement <br />Universal Video Collaboration <br />Video Content Management<br />Software that easily and securely connects video participants in and outside the firewall and optimizes for a best collaboration experience<br />Software for multi-tenancy and massive scale, redundancy and resiliency – up to 25,000 concurrent calls and 75,000 devices<br />Software to centrally manage, monitor and deliver video collaboration across your organization<br />Software for multipoint video, voice and content collaboration that connects the most people at highest quality and lowest cost<br />Software for secure video capture, content management, administration and delivery<br />DMA<br />CMA<br />RMX <br />Accordent<br />VBP<br />Core Networking & Security<br />
  19. 19. Interoperates With Broad Ecosystem<br />Web Conferencing<br />VideoCollaboration<br />Social<br />IM/Presence<br />Call Control<br />Mobility<br />Other Apps?<br />Polycom® RealPresence™ Platform<br />Services<br />Virtualization Management<br />Universal Access and Security<br />Video ResourceManagement <br />Universal Video Collaboration <br />Video Content Management<br />Software that easily and securely connects video participants in and outside the firewall and optimizes for a best collaboration experience<br />Software for multi-tenancy and massive scale, redundancy and resiliency – up to 25,000 concurrent calls and 75,000 devices<br />Software to centrally manage, monitor and deliver video collaboration across your organization<br />Software for multipoint video, voice and content collaboration that connects the most people at highest quality and lowest cost<br />Software for secure video capture, content management, administration and delivery<br />DMA<br />CMA<br />RMX <br />Accordent<br />VBP<br />Core Networking & Security<br />
  20. 20. Multiple Delivery Options<br />Private Cloud<br />Public Cloud<br />On Premises<br />
  21. 21. Through Open Video Cloud Services<br />Extending UC to millions worldwide through private, public and hybrid options<br />Leading the Open Visual Communications Consortium™(OVCC)™ services<br />World’s largest public cloud exchange<br />Consortium of 14 global Service Providers across six continents and growing<br />Enables simplified, secure calling for B2B and B2C customers<br />Making UC video calls as ubiquitous as a phone call, opening the door to:<br />Faster knowledge transfer and decision making<br />Easier collaboration with partners, suppliers and customers<br />Game-changing applications in Education, Healthcare, Government and Business<br />
  22. 22. OVCC Value Proposition<br />Any Vendor<br />Any Device<br />Any Network<br />
  23. 23. Polycom’s B2B Strategy: 3 Step Approach<br />Support<br />Enable Growth and Scale<br />Lead OVCC<br />An agreement to establish technical methods and commercial policies necessary for each member to share and exchange video between each other as a consistent service<br /><ul><li>Arm the service providers with the solutions, services, options needed to deliver the OVCC baseline service
  24. 24. Promote intercompany video-enabled communication across the Polycom customer base driving increased demand and overall adoption</li></ul>A telecom consortium comprised of mutually-interested service providers, MSPs, and manufacturers<br />
  25. 25. Video collaborate with a click <br />Schedule, join, record and playback multi-party voice, video and content sharing meetings with just a click – right from within Lync, Outlook, SharePoint or Sametime<br />Extend business reach <br />Develop deeper relationships with customers and partners with secure high-quality video communication<br />Rely on face-to-face collaboration from anywhere <br />All sessions, whether planned or ad-hoc, connect and stay connected even during peak periods with the sharpest and richest HD voice, video and content<br />Dial with ease <br />Simple, unique single dialing plan software technology for voice and video endpoints makes connecting with peers quick and easy<br />Create and share rich media <br />Capture, create and publish straight from the desktop, mobile device or conference room with YouTube simplicity and enterprise-grade HD quality<br />Benefits of Platform for End Users<br />
  26. 26. Increased Share of Wallet<br />Integration with open standards-based communications applications<br />Shift from selling point products to selling an end-to-end communications infrastructure<br />Increased Customer Loyalty <br />Trusted advisor relationship-building with CXO<br />Customer investment protection, with forward/backward compatibility across apps, call control systems, endpoints<br />Enhanced Revenue Opportunity<br />Simplified messaging accelerates decision making<br />Creates new opportunities – through standards-based infrastructure delivered on-premises, hosted, or with service providers from the ‘video cloud’<br />Higher-value sales and account “stickiness” – significant up-sell and cross-sell <br />Enhanced Margin Opportunity<br />Increased service renewals and enhanced professional service & consulting offerings<br />Hosted and managed services<br />Benefits of Platform For Your Business!<br />
  27. 27. New!  Polycom RealPresence Mobile<br />Revolutionize how people work<br />Phenomenal response to Polycom Beta Trial<br />RealPresence Mobile + RealPresence Platform<br />Pro Edition leverages all platform features in mobile environment<br />Only true enterprise software solution <br />For End Users:  BYO tablet and enjoy reliability, security, lifelike quality you expect from Polycom<br />For IT:  provisioning, management, interoperability, firewall traversal and the industry’s highest level of scalability<br />Pull Through for RealPresence Platform and endpoints<br />
  28. 28. Together: Transforming Unified Communications<br /> From<br /> To<br />Yields <br /> Point products<br />IT managers<br />Tactical selling<br />Sales transaction <br /> Platform <br /> CXO and LOBs <br /> Strategic solution selling<br /> Trusted Advisor relationship<br />ASPs<br />Profitability<br />Relevance<br />Differentiation<br />><br />><br />><br />><br />
  29. 29. Our Commit to You. Our Ask of You.<br />Lead with the “Platform”<br />Compete<br />To Win<br />Empower<br />Your Team<br /><ul><li>Robust Training Curricula to Support Your Development
  30. 30. Partner Resource Center Case Studies & Collaterals
  31. 31. RealPresence Platform Incentives
  32. 32. Leverage Polycom Go-to-Market Teams
  33. 33. Choice Partner Program
  34. 34. Leverage ScanSource Value Add Distribution</li></li></ul><li>THANK YOU<br />Andy Miller<br />President and CEO<br />4750 Willow Rd. <br />Pleasanton 94588California<br />andy.miller@polycom.com<br />

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