Capitalize on the SMB Market Opportunities with Polycom Solutions


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  • Customers all over the world voice the same pain points about needing to make all their UC investments work together seamlessly.Customers want choice: multi-vendor, best of breed products – all working together seamlessly If a customer wants to choose Microsoft Lync or IBM Sametime and products from Polycom, or Cisco, or Apple, or any other product or vendor, these products need to work together within normal business workflows – which makes them easy to use and drives adoption.Customers want investment protectionLegacy products never die – need backward compatibility. Most IT environments are like an archeological dig, with newer technology added on top of legacy layers that still provide value. And they can continue to bring value to the organization so long as newer technologies are designed to work with what’s already there.New standards, protocols, applications, devices, networks will forever emerge – need assurance of forward compatibility. Customers want to future-proof their IT environments as much as possible with flexible, open solutions that can evolve as their businesses evolve.No one-size-fits-all delivery – premises, hosted, cloud options required. UC solutions may be on-premises, or hosted, or delivered from the cloud, and the most common scenario at any given customer will be a mix of these. Customers need multiple delivery options.Single Management Solution. IT needs a single management solution to provision, deliver and monitor the continuum of video solutions from mobile to desktop to room systems
  • Let me draw your attention to the bright blue box – the RealPresence Platform.There are 5 key components to the Platform. We’re using clear descriptions that describe the value and functionality across our platform (read each of the top-line descriptions from left to right).We are putting the emphasis on the software…it is the software that enables us to interoperate and deliver innovations and deliver them faster.Read through each of the boxes… “software… software…. software….”At the core networking layer and security layer, that is where we are plugging into the network to enable the resource allocation to power our solution. Applications like IM/Presence, call control …etc. across the top… this is where I will show the ecosystem.
  • Definitions:Experienced – Customers that have knowledge and experience with video and unified communications solutions. They are using video today in some capacity either via Skype or a premises-based solution. They most likely are using VoIP and are either familiar with UC or are using many of the components of a UC system (IM, presence, VoIP telephony etc.).Inexperienced – Customers that are new to using video for business. They do not have video deployed and are either looking to take an initial step by connecting 2-4 sites with group or executive video conferencing systems or view video as not important to the success of their business. These customers are not familiar with unified communications.Experienced MB customers are specifically interested in UC solutions.Experienced SB customers are interested in affordable advanced VoIP features including IM, conferencing, video etc.Inexperienced MB customers are exploring video and want someone to help them connect 2-4 locations with group systems.Inexperienced SB customers want the cheapest telephony solution available for their business.
  • Exploding Market Opportunity – Incremental RevenueAttractively priced bundled solutionMandatory services bundlesDrive New Business & Promote Growth Within The SMB Installed BaseRealPresence Ready provides a differentiated competitive advantage in both price and performance PVX users are a prime target for the RealPresence Ready solutionGTM programs and campaigns will help penetrate the SMB marketDifferentiate With Your Value Add for Increased Margin OpportunitySell complementary solutions – firewall traversal, displays, PCs, Web cams and conference phonesAdd-on services – network assessment, installation
  • Capitalize on the SMB Market Opportunities with Polycom Solutions

    1. 1. 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 © 2010.  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 />Intellectual Property<br />
    2. 2. Capitalize on the SMB Market with Polycom<br />Sue Hayden│ Executive Vice President<br />October 6, 2011<br />
    3. 3. Polycom RealPresence Platform<br />SMB Market Opportunity<br />Partnering with Polycom in SMB<br />Agenda<br />
    4. 4. UC investments must work together, support business processes<br />Freedom to choose multi-vendor, best-of-breed products<br />Native integration with business tools and applications familiar to users<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 Pains Driving Need for a UC Platform<br />
    5. 5. 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 />Scaling<br />Provisioning<br />Bridging<br />Media Management<br />B2B & B2C<br />Core Networking & Security<br />
    6. 6. SMB Market Opportunity<br />Micro < 10 26M companies<br />“S”mall 11-100 8M companies<br />“M”edium 101-999 900K companies<br />Large 1000+ 63K companies<br />
    7. 7. Polycom’s SMB Customer Segments<br />*U.S. Census Data<br />**Polycom Survey, June 2011<br />
    8. 8. Polycom continues to break down the barriers that have prevented SMBs from taking advantage of business-grade video conferencing solutions.<br />Intelligent Polycom solutions enable SMBs to enjoy reliable, high-quality video conferencing in less than ideal networking environments that are typical of new-to-video SMB customers.<br />Polycom is committed to drive SMB-specific innovation to better meet the evolving communication needs of the SMB market <br />Polycom Empowers SMBs to Communicate, Solve and Create <br />
    9. 9. Polycom Offers a Full Suite of SMB UC Products and Flexible Delivery Options<br />Telephony<br />VideoConferencing/<br />Telepresence<br />Multiparty Conferencing/<br />Infrastructure<br />Services<br />On Premises<br />Private Cloud<br />Public Cloud<br />Professional Services<br /><ul><li>Planning & Architecture
    10. 10. Deployment
    11. 11. Operation & Optimization</li></ul>Support Services<br />Training<br />DeskPhones<br />Group VideoConferencing<br />MultipartyBridge<br />UC Solution Elements<br />Network/DeviceManagement<br />ConferencePhones<br />Desk VideoConferencing<br />WirelessPhones<br />PC VideoConferencing<br />FirewallTraversal<br />Streaming &Content Management<br />BusinessMedia Phone<br />MobileVideo<br />Delivery Options<br />
    12. 12. Affordable, easy-to-use video conferencing for SMBs <br />Easy to purchase, deploy, use and manage<br />Delivers high quality, reliable and secure conversations <br />Sets a new standard for cost-effective business grade video at the lowest TCO<br />Newest Addition to the SMB Solution PortfolioPolycom RealPresence™ Ready<br />
    13. 13. Exploding SMB market opportunity enables incremental revenue<br />Attractively priced, bundled solution at US$17,999 with mandatory services bundles (one- and three-year options)<br />Drive new business & promote growth within the SMB installed base<br />Differentiated competitive advantage in both price and performance<br />Polycom PVX® users prime target<br />Differentiate with your value add for increased margin opportunity<br />Sell complementary solutions – firewall traversal, displays, PCs, Web cams and conference phones<br />Add-on services – network assessment, installation<br />RealPresence Ready Partner Benefits<br />
    14. 14. Case Study: Jackson Spalding <br />Challenge<br /><ul><li>Connect team members who are geographically dispersed throughout the US to ensure full engagement on client projects. </li></ul>Solution<br />Polycom room telepresence solutions and desktop video conferencing software connect Atlanta HQ staff with employees in Athens, Ga., and Dallas, consultants in New York and San Diego<br />Results & Benefits<br />• Time saved collaborating on projects distributed across multiple offices <br />• Brainstorming is more productive, resulting in better work that’s completed more quickly <br />• Company events and social gatherings held via telepresence keep remote staff from feeling disconnected<br />Interoffice Communications<br />
    15. 15. SMB GTM Strategy<br />SMB Customer Benefits<br />Pre/Post Sales Support<br />Complete Solutions<br />Customization<br />Financing Options <br />Delivery Choices <br />Platinum Indirect<br />Resellers<br />Gold Indirect<br />Resellers<br />On Premises<br />Private Cloud<br />Public Cloud<br />Registered<br />Resellers<br />DMR<br />ITSP/Regional<br />Service Providers<br />Solution Providers (Gold/Platinum<br />VARs)<br />Global Service <br />Providers<br />Distribution<br />Example<br />Solution Enhancements<br />Example Platform Providers<br />Polycom SMB/E Solutions<br />Headsets<br />Personal UC<br />Services<br />Firewall Traversal, QoS<br />Network Optimization<br />Vertical Applications<br />Group UC<br />Polycom® RealPresence™ Platform<br />
    16. 16. End-to-end UC solutions with Polycom and Microsoft Lync<br />Opportunity to uniquely integrate with one of the strongest brands in the industry<br />Polycom CX7000 announced<br />Leveraging the Ecosystem in SMB<br /><ul><li>Complete premises-based UC solutions with ShoreGear integration
    17. 17. Bringing telepresence-enabled UC to ShoreTel VoIP customers
    18. 18. Click to audio and video conference with Sametime and Polycom integration
    19. 19. A compelling mid-market UC solution for Lotus-based businesses</li></li></ul><li>Exploding Market Opportunity – Incremental Revenue<br />Drive New Business & Promote Growth Within The SMB Installed Base<br />Differentiate With Your Value Add for Increased Margin Opportunity<br />Partner Opportunity<br />
    20. 20. interaction<br />
    21. 21. THANK YOU<br />