Overview of UC Vendor landscape Spring 2012. UCSummit 2012. Michels, Pleasant, Parker

1. UCC Vendor Landscape
2012
Dave Michels
Marty Parker
Blair Pleasant

2. Best of Breed vs. Suite?
Telephony/ Messaging/ Application Conference/ Mobility SPs/Hosted Other
Switch* Presence/ & Portal Collab (Partial List)
Search ** Vendors
Aastra AOL Oracle/Siebel WebEx (Cisco) RIM AT&T Aspect
ADTRAN IBM/Lotus SAP Interwise Nokia Telstra NET
ALU Google Salesforce Lifesize Motorola Verizon Acme Packet
Orange
Avaya Microsoft SugarCRM Radvision Apple CallTower Devices and
Cisco Yahoo Polycom BizCom Headsets:
Digium Vertical apps Sonexis Alteva Plantronics
Inter. Intell. UM: Oracle Aptela GN Netcom
Mitel Vidyo Broadsoft Jawbone
AVST
Cypress Sennheiser
NEC Esna eZuce Polycom
Shoretel Skype Fonality snom
Siemens RingCentral
Toshiba Packet 8
Zeacom Smoothstone Professional
Google Services/SIs
Zultys Intermedia
*All are in multiple categories
Many others…
** Most are in multiple categories

3. Switch Vendor UC Offerings
Vendor Product Features
Aastra Clearspan Integrated Mobility,
MX-One open standards & re-use of components
Alcatel- OpenTouch, OmniTouch UC Suite, Dynamic enterprise
Lucent My IC, UC Connect Multiple multimedia sessions
Avaya Avaya Aura , One-X versions SIP Session Management
Flare experience Flare Experience
Cisco Jabber, Unified Presence Server/Comm. Collaboration focus, Intelligence in network
WebEx Connect, Quad Meshing on-premise & on-demand
Inter Intell Customer Interaction Center, IPA Standards-based “All in One” platform
CaaS hosted offerings
Mitel Freedom Architecture, Mitel Virtualization, enterprise cloud
Application Suite, Mitel Anywhere Role-based licenses
NEC Univerge, NEC Sphericall Vertical focus,
UCE, UCB Role-based comms
Shoretel Shoretel All in one, price competitive
Mobile offerings (Agito)
Siemens OpenScape UC Suite Cloud services; Multiple PBX integrations;
Enterprise OpenScape UC Server Software based, Open
Zeacom Zeacom Communication Center UC + UM + CC + Mobility; SMB focus

4. Desktop/IM Vendors
Products Approach to UC Challenges
IBM Sametime, Sametime Desktop approach; Association with Lotus
Unified Telephony Presence is core brand
Websphere Lack of UC market share
Partner with switch Needs partners for full
Connections, Quickr vendors today voice capabilities
Strong social offerings
Microsoft Lync Desktop approach; Coopetition with switch
Lync Web App Software vision vendors Contact center –
Office 365 relies on partners
Lync Online Partner with and Weak Mobile
Exchange Server UM compete with switch No vertical apps
Sharepoint vendors
Skype

5. Strengths SIP SIP SIP SIP SIP
Large combined installed base
Contact center
Product line - smb-enterprise, apps, Radvision, network
Challenges Will Nortel customers move forward with Avaya?
Future product roadmap will take work
Lots of changes for customers
Have to continue building channel, train Nortel channel

6. Strengths Commitment to openness and standards
Global presence & local expertise
Large Higher Ed vertical
Consistent financial performance
Diverse product line
Challenges Decentralized marketing
Diverse product line
Inconsistent regional products offers
Brand recognition

7. Strengths Extensible multi-capabilities architecture
Global footprint, large installed base
Strong networking solutions
Challenges Market coverage in N. America
The future of enterprise division is unclear
Disruption from Genesys sale

8. Strengths VoIP to UC to Collaboration
Video Everywhere - Cius, AppHQ
Cloud, virtual offerings
Dominant IP network position
Strong distribution & channel
Challenges Still weak in low end/SMB
Perceived as more expensive
Perceived as walled garden
Proving the value of video
Confusing conferencing products

9. Strengths Asterisk branding, Switchvox product
Market share via low price
Open source platform
Turnkey simple UC - all in one
Challenges Open source vs. proprietary appliance
Multiple complex products
Generally confined to SMB - could change

10. Strengths Strong social business offerings
Large base of IM/presence, e-mail
Relationships with switch vendors
Challenges Lotus brand is losing mindshare
Lack of UC market share
Enterprise voice and call center products
Weak SMB penetration
Track record with Voice
Needs partners for full voice capabilities

11. Strengths All in one solution; ease of implementation and
management
Successful cloud offerings - CaaS delivery model
Business/Communication process automation
Challenges All-in-one solution difficult to operate
Perceived as contact center vendor

12. Strengths UC apps
Virtual Desktops, Virtual Servers
Endpoints - support SIP, plus Mitel features
Managed service offerings
Challenges Brand awareness – perceived as voice and hospitality
Channel not as savvy as product requires
No strong video partnership
No Distribution Partner

13. Strengths Leading share in IM/presence, e-mail, Office apps
integration w/ Office, AD, Exchange, SharePoint
Perceived Lucrative Pricing
Cloud offers - Office 365/Lync; Skype
Free IM - Office Suite, Windows Live, Skype
Challenges Co-opetition with other Call Manager vendors
Contact center offerings via partners
Weak Mobile
Experienced Competent Channel

14. Strengths Broad range of product offerings
Vertical market focus
Products available worldwide
Appliance packaging reputation
Challenges Licensing structure has been confusing to resellers and
customers
Revamping portfolio to “3C” - broader skill sets required in channel
Weak Top Down Marketing
No Distribution Partner

15. Strengths Low TCO value proposition
Customer satisfaction ratings
Simple deployment and management
Wireless solutions with ShoreTel Mobility
Challenges Much smaller vendor than its competitors
UC portfolio limitations for large enterprises
M5 alignment with channels

16. Strengths Very open - architecture, standards
Broad portfolio
OpenScape Fusion, including Google Apps
Mature cloud offering
Aggressive pricing
Challenges Market and mindshare in N. America
Likely about to rebrand
Revamping vertical marketing
Build channel in N. America